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Artios On How To Strike A Deal With Big Pharma

After Merck KGaA And Novartis Pacts

 
• By Kevin Grogan

With the number of deals being inked in biopharma continuing apace, the UK firm spoke to Scrip about how to negotiate the line between what big pharma wants and what a biotech is likely to get.

US dollars

The pace of deals in the pharmaceutical industry shows no sign of slowing and the ones with big bucks, or rather biobucks, grab the headlines. However, the billions of dollars cited in those headlines mask the reality where the upfront fee and the potential value of the deal are almost always poles apart.

How these deals are structured reveals where buying power lies in the sector: the small biotech hopes for the big upfront and the pharma partner tries to keep a tight...

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