Leveling the Playing Field: A Guide to Successful Business Development Transactions for Private and Small Public Life Science C by Lawrence P. HorowitzLeveling the Playing Field: A Guide to Successful Business Development Transactions for Private and Small Public Life Science C by Lawrence P. Horowitz

Leveling the Playing Field: A Guide to Successful Business Development Transactions for Private and…

byLawrence P. Horowitz, Larry Ellberger, Ph.D. Jane V. Scott

Paperback | December 2, 2008

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Business development transactions are an important way for private and small cap life science companies to realize value. When negotiating transaction terms, small companies confront a playing field tilted steeply to the advantage of large companies such as Pfizer, GSK, J&J, and Medtronic. Leveling the Playing Field shows how small companies can create a level playing field and achieve a transaction that fully recognizes the value of their technologies and products.

Leveling the Playing Field uses auctions as a model for successful business development. Auctions are especially effective in creating power for sellers when many, wealthy bidders compete enthusiastically to acquire a singular asset, a Rembrandt painting, a uniquely situated piece of real estate, a small company's technology or product. Leveling the Playing Field guides small companies through the process of attracting large companies, transforming their interest into enthusiasm, and maintaining a high level of competition among potential buyers for as long as possible.

Leveling the Playing Field draws on the authors' experiences closing more than 100 transactions ranging in size from a few million to over $2 billion as well as their serving as senior finance, R&D, and operations executives with large and small life science companies.

Title:Leveling the Playing Field: A Guide to Successful Business Development Transactions for Private and…Format:PaperbackDimensions:172 pages, 9 × 6 × 0.4 inPublished:December 2, 2008Publisher:IuniverseLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0595517005

ISBN - 13:9780595517008

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