“General Overview of Business Development aspects in Pharma”

Interview with Nicola Travierso, President at VELIT Biopharma srl

How can networking between pharmaceutical companies be improved?

Business trips & B2B meetings.

How do you see the importance of virtual networking platforms for business development in the pharmaceutical industry?

Very important.

What value added services do you see as most important for Business Development and Alliance Management functions?

Circulation of business opportunities and face-to-face meetings.

What is your opinion on the evolvement of the pharmaceutical industry in the last 6 months? How will it shape up in the future?

The Post-COVID times may see: Pressure on price.

What are the therapeutic areas that will be a trendsetter in coming years?

“Typical diseases” of elderly people, pollution diseases.

How will global sourcing strategies evolve?

Communication will support global sourcing.

Looking at a new market, how would you go about it?

Emerging markets.

What are ways to identify a new market to enter?

Free price and high entry barriers.

What are the most important aspects in pharmaceutical business development?

Flexibility.

Describe the process you would follow for business development

Clear target.

What partnerships do you think would be beneficial for your company?

SME alliances.

What is your preferred strategy for finding business partners?

Business-2-Business meetings.

What do you consider as most important indicators before closing a deal?

Credibility and reliability.

What are the three most important factors when evaluating a deal?

COGs – Trust – IP.

How would you keep in touch with existing customers?

Via the web.

How do you prioritize your meetings with clients?

Previous contacts.

Have you ever walked out on a deal and why?

No.

Have you ever lost an opportunity to do business with an important partner? Why and what did you learn?

No.

What should we do more often and to engage our employees constantly?

Give clear objectives.

How do you motivate your team to get the best out of deals for your company?

Free time, economics.