BIO Advanced Business Development Course to Feature Campbell Alliance Seminar on Pipeline Management

April 19, 2005


Campbell Alliance, the leading management consulting firm specializing in the pharmaceutical and biotech industries, today announced that its Business Development Practice will be presenting a pipeline management seminar as part of the BIO (Biotechnology Industry Organization) Advanced Business Development Course being held from April 22-25, 2005 at The Fairmont Hotel in Washington D.C.  The course will be immediately followed by BIO-Windhover, a partnering event for top-level pharmaceutical and biotechnology business development (BD) executives and CEOs.


As part of the BIO Advanced Business Development Course, on Sunday, April 24 at 4:30 p.m., Ben Bonifant, Senior Practice Executive in Campbell Alliance’s Business Development Practice, and Gary Kirby, a member of the firm’s Executive Advisory Group, will present a 90-minute seminar titled “Designing Internal Business Development Processes to Match Corporate Demands and the Realities of the Changing Licensing Climate.  The seminar will help BD professionals develop a more systematic process for identifying in-licensing opportunities and managing them to successful closure.  Attendees will learn how to


  • Implement a customer relationship management-based approach to BD pipeline management
  • Apply a marketing approach to position a BD organization as a “partner of choice”
  • Establish a tracking and reporting system to ensure that no in-licensing opportunity “falls through the cracks" and all leads are followed up


“While many pharmaceutical and biotech BD executives have a well thought-out strategy and can efficiently assess a potential in- or out-licensing opportunity, an effective pipeline management system is often missing.  Such a system can help identify a greater number of opportunities more quickly, improve deal throughput, and help companies win more of the right deals,” stated Bonifant.


Ben Bonifant has been a consultant to leaders of global pharmaceutical and biotech organizations, as well as to decision makers of large private equity funds.  A major focus of his work has been developing programs that enable organizations to close the gap between existing capabilities and processes and the capabilities and processes required to achieve success.  Mr. Bonifant earned an MBA from the Stanford Graduate School of Business.


Gary Kirby brings over 30 years of experience in the pharmaceutical industry to his executive advisory position at Campbell Alliance.  Before joining the firm, Mr. Kirby was Vice President, Commercial Alliances, Worldwide Business Development at GlaxoSmithKline.  Prior to that, he worked with Glaxo Wellcome and Glaxo Inc., serving as Vice President, US Business Development, and Vice President, Business Sector Operations.


The BIO Advanced Business Development Course, developed in partnership with the Licensing Executives Society, is designed for BD professionals interested in advancing their skills in valuation, due diligence, negotiation and contracts.  For more information on the Course, please visit



About the Business Development Practice at Campbell Alliance


The Business Development Practice at Campbell Alliance works with biotech and pharmaceutical licensing executives to help them achieve an edge over the competition.  This practice’s expertise goes well beyond sophisticated financial modeling.  With its broad experience across many different therapeutic areas and a comprehensive approach to strategic market assessment, the Business Development Practice is able to offer clients a much clearer picture of the potential value of any pharmaceutical licensing opportunity.


The Business Development Practice is led by seasoned professionals in pharmaceutical BD.  The practice has identified, assessed, and executed numerous in-licensing deals, assisted out-licensors, helped clients improve internal processes for pharmaceutical BD, and assisted top executives in charting new strategies in corporate development.



About Campbell Alliance


Campbell Alliance is the leading management consulting firm specializing in the pharmaceutical and biotechnology industries. The firm's clients include most of the world's "top 20" pharmaceutical companies, as well as numerous emerging and midsize firms. Campbell Alliance is organized into practice areas, each specializing in a critical industry function, including Brand Management, Business Development, Clinical Development, Managed Markets, and Sales. From its locations in Raleigh, N.C., Parsippany, N.J., Woodland Hills, Calif., and New York City, the firm serves clients throughout North America, Europe, and Japan.  For more information on Campbell Alliance, please visit


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Media Contact:

Stephanie Koenig