“business development”? − the case of biotechnology - sbr ...
“business development”? − the case of biotechnology - sbr ...
“business development”? − the case of biotechnology - sbr ...
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S. KIND/D. ZU KNYPHAUSEN-AUFSESS<br />
rooted in science. You need time to gain solid business know ledge. […] I think that’s true<br />
for many fi rms. Th e founder has worked in basic science, in research institutes or universities<br />
as a lecturer or simply as a doctoral student, and <strong>the</strong>refore, he or she does <strong>of</strong>ten not<br />
have an understanding <strong>of</strong> companies and <strong>the</strong> circumstances within <strong>the</strong>se companies.”<br />
(Anonymous)<br />
Figure 4 shows two alternative organizational solutions for <strong>the</strong> institutionalization <strong>of</strong> <strong>the</strong><br />
BD function. At least by <strong>the</strong> end <strong>of</strong> <strong>the</strong> function’s evolution, most companies in our<br />
sample have a vice president <strong>of</strong> BD who makes sure that <strong>the</strong>re is a close relationship with<br />
<strong>the</strong> management <strong>of</strong> <strong>the</strong> company. O<strong>the</strong>rwise, <strong>the</strong> business developers would not be able to<br />
negotiate and it would take too much time to coordinate with those who make <strong>the</strong> fi nal<br />
decisions. In <strong>the</strong> few <strong>case</strong>s (Bi<strong>of</strong>rontera, 4SC, Jerini) in which <strong>the</strong>re is no vice president <strong>of</strong><br />
BD, <strong>the</strong> CEO <strong>of</strong> <strong>the</strong> company is responsible for <strong>the</strong> team. Th e team itself usually consists<br />
<strong>of</strong> a team leader (a vice president or director) and a few BD managers and analysts. Th is<br />
team is occasionally supported by people from o<strong>the</strong>r units (e.g., R&D, IP) or external<br />
consultants.<br />
Figure 3: Institutionalization <strong>of</strong> <strong>the</strong> BD function<br />
Figure Name 3: Institutionalization 1. VC -Financing <strong>of</strong> <strong>the</strong> 2. VCBD -Financing function 3. VC -Financing<br />
Management<br />
Axxima<br />
Established Institutionalized<br />
“focus on markets“<br />
Bi<strong>of</strong>rontera<br />
Established<br />
Institutionalized<br />
“focus<br />
„focus<br />
on<br />
on<br />
markets“<br />
market“<br />
Curacyte<br />
Established<br />
Institutionalized<br />
“focus on markets“<br />
4 SC<br />
Established<br />
Institutionalized<br />
“focus on markets“<br />
GPC<br />
Institutionalized<br />
“focus on markets“<br />
NOXXON Established Institutionalized “focus on markets“<br />
Mice & More Establisehd<br />
“focus on markets“<br />
Micromet<br />
Established Established Institutionalized<br />
“focus on markets“<br />
Xerion Established Institutionalized “focus on markets“<br />
IDEA<br />
Implicit Institutionalized<br />
“focus on research“<br />
Jerini<br />
Impl. Inst.<br />
“focus on research“<br />
Jomaa<br />
Impl. Establ .<br />
“focus on research“<br />
Memorec<br />
Implicit<br />
Institutionalized<br />
“focus on research“<br />
MPB Cologne Impl. Inst. “focus on research“<br />
Wilex Implicit Institutionalized “focus on research“<br />
192 SBR 59 April 2007 176-199
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