Case Studies - Services of Pullan Consulting

Representing opportunity at partnering meeting

 Task: 
Meet with potential partners in partnering forum

Actions Taken:

1. Represented a number of clients at meeting
2. Posted profiles, made meeting requests
3. Met with 58 companies in a couple of days
    

Advantages to client:
Obtained meetings with in-demand pharma companies partly because of multiple opportunities being represented for multiple clients 

Low cost as I shared the meeting expenses across clients and only charged for time on each opportunity

Client Feedback:
"Very pleased to get lots of interest with cost-efficiency."

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Broad Outreach to potential partners

Task: 
Quickly and cost-effectively identify potential partners for a preclinical biologic 

Actions Taken:

1. Tapped my pre-existing list of >2300 CEOs, BD professionals and VCs who read Pullan's Pieces, mostly categorized by interest
2. Created a list of ~60 prospects for client review
3.  
   Drafted a "teaser" message for client edits
4.  
   Sent non-confidential deck to those who expressed interest

 

Timeline:
From first teleconference to delivery in 2 weeks

 

Provided to client:
Leads ready for CDA level interactions

 

Client Feedback:
"It is great to have someone to focus on and drive the partnering process."

 

 

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Preliminary market assessment and valuation

Task:
To provide an estimate of the market of a preclinical asset and of the potential value of a deal

Actions Taken:

1. Worked with incidence numbers, comparable drug sales, penetration rates
2. Used industry averages for times and costs of development
3. Built an excel model that allows variation of the major variables including which indication goes first and provides NPV and eNPV
4. Found industry average deal values and comparable deals
5. Built a model to calculate deal values and allow variation of deal inputs

Timeline:
From first teleconference to delivery in 3 weeks

Provided to client:
Two excel spreadsheets with notes on most of the inputs

Client Feedback:
"Good to have the industry perspective and the tools to further explore the assumptions"

Advice on territorial split deal structure at term sheet stage

Task:
To understand the impact of a European deal on future deals for other territories.

Actions Taken:

1. Several phone conferences discussing the deal proposal and the concerns about it.
2. Drew upon my prior experience with territorial splits and drug development knowledge

Provided to Client:
A report detailing the advantages and disadvantages of territorial splits, including ideas on data sharing and value splits. Also included a discussion on the impacts of a partner controlling sublincenses for other territories.

Client Feedback:
"You did an excellent job. My superiors are very confident using you as a consultant"

Company needed a QUICK decision to include an asset in a deal or not

Task:
Decide if an asset was worth taking out of an ongoing negotiation focused on another asset

Actions Taken:

1. Took advantage of ASCO to organize meeting.
   Used my established contacts.
2. Spoke with concierges to find meeting rooms.
3. Clearly presented the partnering opportunity to my contacts. This was helped by my ability to understand and summarize the opportunity from my partner's perspective

Provided to client:
About a dozen big pharma and big biotech meetings arranged within 48 hours of first contact by client.

Client Feedback:
"You got us connections that we did not expect to get and FAST"
This resulted in the exclusion of an asset from the deal under discussion without derailing the deal. Additionally, I continued to be involved with the partnering discussions that resulted.

Recognizing and presenting the value of
out-license assets

Task:
Present the value of two programs

Actions Taken:

1. Created a non-confidential slide deck from textual materials.
2. Wrote some short teaser introductions for emailing.
3. Tapped my established network of BD connections.

Provided to client:
Meetings and teleconferences to discuss and evaluate their opportunities.

Client Feedback:
"You recognized value in one of our assets that we had not seen. This may now be partnerable"

Seeking and evaluating in-licensing opportunities

Task:
Highlight interesting clinical oncology opportunities

Actions Taken:

1. Used a pipeline database to search for opportunities
2. Drew on my experience to identify the most interesting ones

Delivered to client:
Spreadsheet with commentary.

Client Feedback:
"We will pursue some of these opportunities"