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2-day pre-event course

Maximize your product valuation and deal structuring skills to gain the competitive advantage when negotiating a deal

Pre-event to BIO-Europe Spring®

Course Overview

This intensive and in-depth course in product valuation and deal structuring will provide you with definitive advantages during future negotiations. 

Over two days you will examine best practices for assessing and valuing assets with interactive case studies and group discussion. 

You will gain an insight into both the buy and sell perspective and how each arrives at their negotiating positions.   

Armed with the skills acquired in this course, you will have the confidence to calculate and negotiate the financial aspects of transactions involving the divestiture, transfer and acquisition of biopharm technology rights.

What will you learn?


Valuation concepts
Valuation concepts

Examine valuation concepts and understand why valuations differ between similar technologies

Valuation methods
Valuation methods

Review valuation methods, techniques and factors to ensure you are estimating both risk and return adequately

Impact on negotiation
Impact on negotiation

Examine why valuations of the same asset may differ impacting on negotiations


Appreciate both sides
Appreciate both sides

Participate in group case studies from the point of view of the “buy-side” and the “sell-side” to gain an appreciation of challenges both parties encounter

Forecast revenue
Forecast revenue

Learn to forecast revenue using both patient and market data to accurately value an asset in preparation for negotiations

Evaluate Risk
Evaluate Risk

Gain the practical skills to estimate risk ensuring you are prepared for real life negotiations

Who is this course for?

This is an intensive valuation course intended for the following professionals:

  • Business development and licensing
  • Intellectual property personnel involved in the licensing process
  • Alliance management professionals
  • Biotech company CEOs
  • R&D personnel who have significant interaction with business development
  • Professionals who are new to business development and licensing or who have limited deal experience

Direct valuation experience is not required; however, it will be helpful if participants have a general understanding of biotech and/or pharmaceutical product development phases, industry terminology, financial terminology, and exposure to using Microsoft Excel spreadsheets. Valuation experts will leave this class with new insights, sharper skills and the opportunity to have had in-depth discussions with other experts in the field.

Obtain the best possible deal in future negotiations.


This course will review valuation methods and help you to forecast revenue in order to accurately value an asset in preparation for your negotiations. With in-depth case studies and group discussions, you will gain a practical insight into both the buy and sell perspective, granting you the confidence to negotiate the financial aspects of transactions. 


Joseph Dillon, your course trainer, explains the key benefits of attending his Product Valuation and Deal Structuring Masterclass.