Business Development & Licensing (BD&L): Supporting a Large Medical Device Organization in BD&L Assessment of a Potential Acquisition Target

Situation

• The BD&L team of a large medical devices company was at the early stage of discussions with a potential clinical stage pharmaceutical company developing therapies that target hearing loss and other ear disorders
• The internal team had an urgent need to update their factbase to get a better understanding of surgical and therapeutic otology. This would be used to support the business case for investment in the potential partnership which would be presented to the CEO

Solution

• Worked with the Client to refine strategic rationale to pursue opportunity
• Analyses included: the opportunity for micro-surgical procedure/instrumentation in otology: what procedures / volumes were addressable, instrumentation required, and commercial sizing
• Focus was on developing a rich commercial model, with a view based on standard of care, high level pipeline and feasibility of transaction
• Further considerations were given to potential partnership structure, rationale, and how it leverages capabilities of both parties

Impact

• Comprehensive fact-package for decision-making on M&A