For our smaller, clinical stage Chinese clients without a formal business
development team, we offer transactional support to ensure maximum financial
value for their clinical assets.
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Working with senior leadership, we help develop term sheets and support client introductions and negotiations with partner organizations or financial institutions, finding win-win opportunities and long-term value.
One common need among domestic pharmaceutical companies is understanding the American market landscape and key drivers of different products. Very often, the available drug regimens and treatment algorithms are very different between China and the United States.
By leveraging our access to US physicians and key opinion leaders, as well as secondary data assets (e.g. claims data and EHR data), we are able to help our Chinese clients understand the current standard of care and construct a hierarchy of patient characteristics that drive various treatment options for the indications of interest.
We have experience working with three unique sets of clients in our forecasting and valuation services:
- Start-up clinical stage Chinese companies looking to raise capital or find a strategic partner
- MNC pharmaceutical companies looking to acquire or partner with clinical stage companies
- Private equity and venture capital funds looking to invest in clinical stage Chinese companies
We leverage primary market research, secondary data assets, and key industry expert opinions to estimate revenue and profit under various market scenarios to value clinical assets, identify key value drivers, and guide investment or strategic partnership decisions.
Many of our clients are currently engaged in clinical development and / or
commercial partnerships and require ongoing alliance management support to
facilitate communication and collaboration between the two companies.
We have represented MNC pharmaceutical companies, emerging biotechs, and academic institutions that have engaged domestic Chinese partners for commercialization rights in greater China. By combining our understanding of both the US and Chinese markets, as well as the language and cultural dynamics of both countries, we are able proactively identify and capture maximum value in future collaboration opportunities, rather than simply reactively manage existing contracts.
US Market
Landscape
Understanding the Current US Landscape to
Facilitate Future Commercial
Partnerships
Our Client’s Need
A commercial stage Chinese biopharmaceutical company had a domestic PD-L1 oncology asset, and they were interested in exploring combo use licensing opportunities with US biopharma companies A US market landscape assessment was needed to understand the potential
Our Solution
We conducted primary market research with US oncologists and KOL’s to understand the current treatment algorithm and unmet needs, particularly where future combo use will likely occur. We also conducted pharmacy claims analysis to understand the patient journey and flow through the indications of interest
Our Impact
By understanding the largest unmet needs in the current treatment algorithm (e.g. 2L+ patients that are platinum refractory), as well as KOL interest in exploring combination use in these patient segments, we were able to help our client identify prioritized potential US partners in the space and begin developing clinical co-development proposals
Business
Development
Serving as a Bridge between Chinese Scientific Talent
and American Capital
Investment
Our Client’s Need
A Chinese start-up biotech company with a pre-clinical asset in infectious diseases had just completed rat studies and was preparing to submit an IND to the US FDA for clinical development. They needed support in raising capital and / or finding a strategic pharmaceutical partner in the United States
Our Solution
Serving as an interim Chief Commercial Officer for the company, we created a “war room” where we prepared pre-clinical data, financial documents, and roadshow materials to show to potential investors / partners. We then represented our client at key infectious disease conferences in the United States and generated interest in the asset
Our Impact
After facilitating multiple introductions and several pitches to interested investors / potential partners, we were able to help our client secure bridge note financing to generate additional data, as well as raise awareness and interest in the company’s asset from prominent US-based angel and VC groups for future financing
Alliance
Management
Facilitating International Clinical Co-Development
Projects in Multiple
Indications
Our Client’s Need
A clinical stage Chinese pharma company had in-licensed the China rights of several assets from a large US based biotech company. Our client was rapidly growing and needed interim support to manage term sheets, facilitate communications, and evaluate future co-development opportunities.
Our Solution
We embedded within the small commercial team of our client’s organization and quickly established contact with its US partner. Over the next 4 months, we provided both internal and external updates and ensured stakeholder alignment. We also leveraged our experience in both the US and China markets to identify potential future collaborations.
Our Impact
We successfully managed the co-development efforts of several clinical assets in China and maintained a healthy relationship between our client and its US partner. Once a full-time alliance manager was hired, we seamlessly onboarded her into her new role and facilitated the transition with the US partner.
Forecasting
& Valuation
Assessing the Financial Value of an Existing
Chinese Oncology Product in the US
Market
Our Client’s Need
A Chinese private equity firm was evaluating whether to participate in follow-on investment in their existing portfolio company to conduct clinical development in the Untied States for a current Chinese NSCLC product. A long-term forecast of the US market was needed to determine the commercial viability of the asset.
Our Solution
Through a combination of:
- Primary market research with physicians, KOL’s, and payers
- Historical sales data analysis
- Competitor pipeline analysis
We constructed a top-down, patient based epidemiological forecast model projecting risk-adjusted revenues.
Our Impact
Using our forecast model, our client was able to identify key drivers and risks to commercial value in the US market. They then used to model to facilitate discussions with other PE / VC funds and brought on other institutional investors to co-invest in the next fundraising round.
