Sep 13, 2017
Over the past years, I have had the fortune of participating in negotiations and ultimate deals between Western and Japanese biopharmaceutical companies. Doing deals is never easy, no matter the geography. However, it does seem that negotiating with Japanese companies...
Aug 2, 2017
One of the most important elements of successful deal discussions is establishing your credibility to a potential partner. This can be done in a multitude of ways, but one of the most direct is by including relevant subject matter experts in the process to speak to...
Jun 6, 2017
As it is often necessary to structure creative deals with deferred and/or ongoing value delivered to the seller, an important but frequently overlooked component of the deal process is to position your company as the ideal partner for the acquired asset. Recently, the...
May 31, 2017
Fresh off Memorial Day Weekend, I had to face the reality that summer is here! When the kids are out of school, the regular schedules that we have enjoyed throughout the year become replaced by a multitude of summer camps, travels, and family fun. But as we know,...
May 24, 2017
The press release is the public’s first (and oftentimes only) view into the details of a transaction. However, while the press release is the victory lap of a transaction process, it rarely provides the full details of the transaction. Sure, it provides basic...
May 3, 2017
You’re ready to sell. Term sheets are on the table. Deal structure, terms, and timing are being highly scrutinized and negotiated back and forth. In determining the optimal deal, however, something that isn’t clearly delineated in term sheets might be the largest...