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Function Dynamics
Business development is evolving into one of the most important and challenging disciplines in business, as licensing and acquisitions (L&A) has become an essential source of growth and innovation. Increasing competition for a limited set of attractive products and technologies has raised prices, increased risk, and forced greater creativity in identifying, evaluating, and structuring L&A deals. At the same time, there is greater attention to external partnerships of all types, including co-development and co-marketing arrangements, as well as spin-outs and divestitures of non-strategic lines of business.
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Business Challenges
Building sustainable advantage in L&A requires Business Development teams to address a number of challenges. The first challenge is to fill their pipelines with attractive opportunities to evaluate and pursue. Many companies have completed exhaustive searches of available opportunities and remain frustrated at the shortage of serious candidates that meet their selection criteria. In this situation, the pressure for growth can lead some companies to pursue flawed or non-strategic opportunities that at best can distract from their focus and direction. Often, the root cause is a failure to bring sufficient creativity and insight to defining the company’s strategic growth platforms. Rapidly changing market dynamics give the edge to BD teams that have the best understanding of market trends and emerging business opportunities.
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Our Depth of Knowledge
Success in today’s marketplace requires both great strategy and an integrated approach to the design and management of business development capabilities to make that strategy come alive. Over the last 20 years we’ve helped clients in a wide variety of industries address both the "what" of strategy and the "how" of implementation. Our services are intended to help clients design or redesign and implement business development capabilities that enable strategically important performance in the organization. And we help BD leaders build departments capable of delivering on their value proposition.
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