Print Page | Sign In | Join
BIO Executive Training Programs | Boston, MA
Tell a Friend About This EventTell a Friend

The Business Development Fundamentals and Advanced Business Development courses support the activity that takes place at our partnering, investor and venture capital conferences each year by training individuals who are making the deals that drive this industry. Each course is taught by experienced business development professionals from leading pharmaceutical and biotechnology firms, and experts from the fields of law and public relations.

6/2/2018 to 6/4/2018
When: 06/02-04/2018
Where: Boston, Massachusetts 
United States

« Go to Upcoming Event List  

For more information:


About the Courses

What's the difference between the Fundamentals course and the Advanced course?

The Fundamentals course is an introductory-level course designed for professionals new to the life sciences business development field, or for individuals with some experience and who are interested in updating their knowledge and professional skills. Many participants who may already have some experience in licensing or business development will take this course as a refresher.

The Advanced course is highly recommended for ambitious individuals with demanding business development and senior management goals. It is designed for business development professionals who have most likely served as part of a business development or licensing team, but are now preparing to move to a senior manager role within their organization.

Business Development (BD) Fundamentals Course

The Business Development Fundamentals Course is offered as a continuing education program for biopharmaceutical, academic and not for profit professionals as part of BIO’s executive training course series.   The 3 day course is instructed by experts in the areas of finance, transactional and intellectual property law, licensing and alliance management, management consulting and strategic commercial development.  The majority have held positions of increasing responsibility in the life sciences industry ranging from biotherapeutics to diagnostics and medical devices.

Course Objectives:

The goal of the course is to provide an intensive and comprehensive educational foundation on the core skills that are needed to be a successful licensing executive in the life sciences industry and a networking platform for attendees.

Topics Covered*:

  • The Role of Intellectual Property In Creating Value
  • Strategic Alliances - Partner and technology opportunity assessment and process, types of deal structures, term sheet development, the role of alliance management
  • Financial Modeling and Valuation in Licensing
  • Contracts Used in Licensing  (CDAs, MTAs, Sponsored Research Agreements, Definitive Agreements )
  • Negotiation and Communication Strategies
  • University Technology Transfer and it’s Role in IP Creation 
  • Case Study

Who should attend?

  • Professionals who are new to business development and licensing or who have limited deal experience.
  • Alliance management, R&D, legal, marketing or academic professionals who desire to learn more about licensing within their organizations or as a career opportunity.
  • Entrepreneurs who have not been exposed to licensing or M&A type transactions but recognize it as a critical strategic initiative for their business.
  • Professionals interested in a comprehensive refresher course in licensing.

If you have any questions about the program, please contact Patricia Sinatra at

*Content is subject to modification.

Advanced Business Development (BD) Course:

The Advanced Business Development Course is designed for executives and business development professionals interested in bringing their skills in valuation, deal structuring, due diligence, negotiation and contracts to the next level. During this intense, three-day workshop attendees will receive hands-on, advanced training from veteran business development professionals and legal advisers using real world case studies. In addition, attendees will be split into teams to conduct a mock negotiation over rights for a clinical stage compound.

The faculty is drawn from among the most experienced business development professionals in the biotech drug development industry as well as big pharma, many of whom have been instructors in other programs, and all of whom have hands-on experience in the biotech industry.

Topics Covered*:

  • Valuation and Deal Structuring Concepts and Trends
  • Advanced Valuation and Decision Analysis
  • Select Topics of Advanced Deal Structures
  • Market Models, Competition, Cash Flow Estimates
  • Case Study Work
  • Value Distribution and Terms
  • Key Concepts and Building Blocks of a Block Buster Deal
  • Trap Doors, Dead Ends, and Other Do's and Don'ts
  • Current Trends in Licensing Deals

Who should attend?

It is designed for business development professionals who have most likely served as part of a business development or licensing team, but are now preparing to move to a senior manager level role within their organization. Highly experienced business development professionals benefit by getting an update on the latest techniques, revised rules/regulations and honing deal-making skills.

  • Business development & licensing professionals
  • Alliance management professionals
  • R&D personnel who have significant interaction with business development
  • Intellectual property personnel involved in the licensing process
  • Biotech company CEOs
  • Professionals who are new to business development and licensing or who have limited deal experience

*Content is subject to modification.

About BioFlorida

BioFlorida represents nearly 6,000 establishments and research organizations in the biopharmaceutical, medical technology and bioagriculture sectors that collectively employ nearly 83,000 Floridians.


Members of the BioFlorida network include emerging and established life science companies, universities, research institutions, hospitals, medical centers, incubators, economic development agencies, investors and service providers.


Email us for a regional Chapter sponsorship.