Key trends impacting Japan partnering

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...

The Best Buyers Are The Best Sellers

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...

Maintaining Deal Momentum in the Summertime

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,...

Looking at Deal Value Beyond the Headlines

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...

Finding the Right Partner

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...