Taking the Pulse on Pharma Partnerships with Biotech: Part II
In the first part of the Taking the Pulse on Pharma Partnerships series, we discussed how to build trust between pharma and biotech companies at the start of collaboration, what qualities make a desirable partner, and the challenges and pitfalls of budding partnerships.
This time we asked our speakers how biotech can stand out in a crowded field, how to navigate cross-regional alliances, and their advice for your first meetings at LSX Congress USA 2026.
Curious? Discover their answers below.
Pharma Partners on... Standing out in a Crowded Field
“Compelling human-relevant biology, a clear line of sight to a differentiated clinical profile, and evidence that the science travels beyond a single asset all signal durability. We are equally attentive to novelty that is disciplined, innovation anchored in rigorous data rather than narrative.” – Alberto Nobili, Head of Bayer Co.Lab Cambridge
“Prioritise leading with a clear, differentiated story, showing how the science can translate into meaningful patient impact and demonstrating why the partnership makes strategic sense” – Tomoko Hanadate, Head of R&D Alliances at Astellas
“For Teva, the opportunity has to fit our strategy and strengthen the portfolio. Novelty alone is not the objective. We are looking for differentiated programs where our capabilities can improve the probability of success and where the potential benefit to patients is clear.” – Evan Lippman, Head of Business Development at Teva Pharmaceuticals
“A team that is diving into the hard questions and answering them. We don’t always know, in the preclinical setting, if an opportunity will make the clinical translation. But a team that is trying to ask the hard questions preclinically about the translation of their asset and how they are moving the needle for patients – that stands out.” – Carla Bauer, Director, Search and Evaluation, Business Development & Licensing at Merck
Pharma Partners on… Alliances Across the Globe
The beauty of partnerships across the globe is that each region is unique – that also poses own challenges to be addressed. Alberto, from Bayer Co.Lab Cambridge, points out regulatory frameworks, funding structures, data expectations, and cultural approaches as all different aspects of a partnership where a one-size-fits all playbook does not work. Tomoko, from Astellas, adds variables such as capital market and investors’ expectations, organizational differences, including decision-making processes and speed of internal alignment, as some unique challenges that require open and transparent discussions. She shares that “to navigate these challenges, we maintain a sense of urgency and efficient communication so that our collaboration programs can move ahead even if we face headwinds.”
Evan, from Teva Pharmaceuticals, notes that global alliances are never one-size-fits-all. Every market has different nuances, regulatory expectations, funding environments, decision-making norms and cultural context. The most effective partnerships recognize those differences early, create space for candid dialogue, and build flexible structures that reflect the realities on both sides. The goal is to make those differences a source of strength, not friction, as we work to advance meaningful medicines for patients.
Pharma Partners on… Partnering Events and First Meetings
“Treat the meeting as a working discussion, not a sales pitch. Be direct about the evidence, the potential and the risks. Experienced BD teams will find the open questions, so addressing them candidly builds credibility. Ask how the potential partner sees the product profile, development path, commercial opportunity, access and fit. ” – Evan Lippman, Head of Business Development at Teva Pharmaceuticals
“The best first meetings create a sense of shared possibility. Strong, differentiated science gets you in the room, but a clear vision, and a compelling value story anchored in unmet medical need and strategic fit and an openness to discuss potential risks are what make people want to continue the conversation. ” – Tomoko Hanadate, Head of R&D Alliances at Astellas
“Do your homework and be curious. Review the company’s strategy documents, get familiar with their pipelines, understand what it is they are trying to achieve. Bring that understanding to your conversation and open with it – nothing impresses me more than when a CEO comes and they say ‘I didn’t notice you executing any clinical trials in this indication, why?’. If you can come from a place of curiosity, your interactions will go so much more naturally and become more productive. ” – Carla Bauer, Director, Search and Evaluation, Business Development & Licensing at Merck
“Deals are built on trust, and trust is built through direct human contact — the candid conversation between a founder and a partner that no term sheet can substitute for. Forums like LSX Congress USA fully align with Bayer Co.Lab’s mission and can compress months of introductions into a few days and allow both sides to test alignment early. ” – Alberto Nobili, Head of Bayer Co.Lab Cambridge at Bayer
LSX Congress USA, part of Biotech Week Boston, explores the full lifecycle of partnering and investment in biotech – from early innovation and capital markets to deal-making and commercialisation. Besides high-quality content, LSX Congress USA offers you the opportunity for 1:1 partnering and investor engagement as well as targeted networking, so you can have the conversations that matter face-to-face over two days.
Thank you to our speakers for their insightful contributions to this series! Find them at LSX Congress USA 2026:
Find Alberto Nobili, Head of Bayer Co.Lab Cambridge at Bayer, at the panel discussion The Role of Incubators, Accelerators, and NPOs in Biopharma Startup Growth.
Find Carla Bauer, Director, Search and Evaluation, Business Development & Licensing at Merck, at the panel discussion Oncology Synergy: Partnering to Revolutionize Cancer Care.
Find Evan Lipmann, Head of Business Development at Teva Pharmaceuticals, at the panel discussion The Art of the Deal: Structuring Successful Biopharma Partnerships.
Find Tomoko Hanadate, Head of R&D Alliances at Astellas, at the panel discussion How to Build Long-Term Strategic Alliances with Pharma Giants.