Specialty Pharmaceutical Marketed Product Acquisition
Challenge: A regional subsidiary of a global specialty pharmaceutical company sought to acquire complementary products in their key therapeutic areas to add $10-15 million
of near-term revenue while priming the marketplace for the launch of future products.
Adjuvant Approach: Adjuvant conducted a comprehensive survey of ex-US marketed products to identify unpromoted products available in the
Result: Within 2 months, Adjuvant identified and qualified product acquisition candidates. Within 5 months, the company in-licensed a marketed product
contributing $10 million+ in annual accretive revenue.
Biotech Company Licensing Negotiation
Challenge: Regenerative medicine client needed to secure a portfolio of patents to establish freedom to operate in their field.The discussions had become competitive and the company had been told that another partner was selected for the license.
Adjuvant Approach: Adjuvant was brought in to reestablish discussions and build a case that the client company would be the best long-term commercial partner for the institution.
By leveraging personal relationships, the client's scientific strengths, courting the support of the inventors, the client was reestablished as the partner of choice.
Result: The client was able to license the portfolio of 14 patents giving them FTO in the field.
Subsequently, some of the IP has proved to be seminal in the field and helped the client to raise investment and establish strategic partnerships.
Translational Funding Strategic Partnership
Challenge: The translational arm of a leading disease foundation sought to assess long-term opportunities to identify and fund promising research in its therapeutic focus area.
Adjuvant Approach: Adjuvant surveyed the market players and performed a gap analysis to identify areas where the foundation could create a long-term impact.
Adjuvant played an active role in developing a program strategy and managing a key $30 million pharmaceutical company partnership.
Result: The client launched its funding program resulting in $3 million in development grants to the first six companies.
Launch of the Alliance for Regenerative Medicine
Challenge: Multiple clients in the regenerative medicine field highlighted the need for a consolidated and focused initiative to effect legislative, regulatory and reimbursement policy.
Adjuvant Approach: Adjuvant developed a strategy to launch a 501c(4) non-profit called the Alliance for Regenerative Medicine to provide a voice and effect policy in regenerative
medicine. Adjuvant orchestrated the launch, program development and membership recruitment.
Result: Within six months, the organization had over 50 members and is executing a funded legislative, regulatory, and science & technology agenda defined by the member companies.
Business Development and Licensing for Biotechnology Programs and Platforms
Challenge: A leading computational drug design firm sought to identify molecules with strong commercial potential that could be optimized for clinical efficacy.
Adjuvant Approach: Adjuvant reviewed stalled clinical trial data to identify molecules that could benefit from the client's drug design platform. Adjuvant then leveraged its network of biotechnology and
pharmaceutical experts to directly contact and qualify the prospective programs.
Result: The client engaged multiple partners in drug design projects on both a fee-for-service and success basis.
Medical Device Proof of Concept Strategy
Challenge:Fortune 100 client needed to validate the proof of principle and market opportunity for a medical device in development. The prototype had been developed and tested in two clinical studies at Johns Hopkins University.
Adjuvant Approach: Adjuvant recruited a medical director and identified 50 patients for a detailed IRB-approved clinical study to validate the proof of principle. We analyzed the market, patent
and regulatory issues for the product and developed a pragmatic path forward.
Result: The client was able to validate the proof of principle and generate the requisite data to move onto the next clinical study. In addition, steps were taken in parallel to analyze the market size,
partnership landscape, as well as develop a patent and regulatory strategy going forward.
Venture Capital Due Diligence
Challenge:A leading venture capital firm needed to validate the market opportunity for a portfolio company developing an application for knowledge management and data integration in drug discovery. The
client needed to assess the receptivity of large biotech and pharmaceutical companies to recognize the value of an integrated knowledge management application and identify a likely pricing model for the application.
Adjuvant Approach: Adjuvant identified and interviewed twenty decision-makers in drug discovery and bioinformatics in large biotech and pharmaceutical companies. We presented the product concept and
tested the underlying market assumptions and several potential economic models for the product.
Result: Adjuvant was able to validate the market need and propose a go-to-market strategy and pricing model. In addition, Adjuvant was able to identify six companies interested in discussing pilot evaluations of the client's product.
Competitive Market Analysis and M&A Strategy
Challenge:A genomics company needed to identify the competitive landscape, the strengths and weaknesses of current market players, and identify potential merger and acquisition targets.
Adjuvant Approach: Adjuvant developed a model to assess the relative strength of fifteen current and potential competitors. We analyzed the individual companies and developed a series of scenarios
anticipating market evolution over 12 to 18 months. Based upon these scenarios, we identified the best targets to engage in M&A discussions.
Result: Adjuvant was able to develop a detailed picture of the competitive landscape and identify the companies most likely to threaten and/or complement the client's business. This was a very different
picture than the company had previously considered. As a result of the analysis, the client initiated discussions with three potential M&A partners.