The Pharma & Biopharm Executive Mini-MBA - … Pharma & Biopharm Executive Mini-MBA ... positioning...

The Pharma & BiopharmExecutive Mini-MBA

Follow PTI on Twitter: @PTI_Courses

Call: +44 (0) 20 7017 7481 • Fax: +44 (0) 20 7017 7823Email: [email protected]

www.pti-global.co.uk/pharmamba

Connect with PTI on Linkedin

A 5-day practical and interactive programme thatteaches pharmapeople to be

business people

10th-14th November 2014, Radisson Blu Edwardian Grafton, London, UK

CFP123 Pharma Mini MBA Brochure_Layout 1 17/07/2014 09:25

The Pharma & BiophPerformance and Knowledge Objectives• Employing winning strategies and strategic thinking in thepharma industry

• Building high performance teams with enhanced leadershipskills

• Improving business, commercial and financial skills to

maximise returns on investment

• Exploring competitive marketing strategies to develop thebest margins, profits and revenues

• Controlling and managing complex commercial relationshipsto optimise results

What will this programme do for your organisation?Pharmaceutical companies have a shortage of professionals with world-class management skills. Besides technical skills, there is an increased emphasis on the ability to lead strategic change across functions.

Companies that are able to acquire these skills without losing their employees to lengthy periods of study will benefit enormously.An organisation will maximise its profitability and reach full potential through managers who can tackle – with confidence – all thedifficult issues that confront every business.

MBA style of workingThis programme’s aim is to be practical and hands-on rather than academic. Pharma cases will be drawn directly from the industryexperience of the faculty – these will include a set of pharma accounts and will also work on some of your individual issues. Thecourse will give you an integrated toolkit to drive your future management activity to a higher level. The learning process consists of:

Who should attend?This interactive programme is ideal for:

1. Managers who have influence across functional areas and who cope with ambiguous or difficult situations

2. Those who are leading major projects or change withintheir organisations – either now or in the future

3. Directors and VPs who require a short intensive time away from day-to-day pressures to think strategicallyabout their business

4. Functional support specialists and scientists who areeither being promoted into a broader business role orwho need to start developing a wider organisationperspective

Programme materialsEach participant will receive course documentation andmaterials that can be used as an ongoing reference tool. Thematerials are designed to act as a permanent desk resourceonce the participant has returned to work.

Throughout the programme participants will build a personaldevelopment plan for applying what they have learned whenreturning to their organisation

• Industry-based scenarios• Expert faculty input

• Industry-focused case studies• Group discussion

A practical and hands-on approach to delivering the key skills needed for effective commercialnegotiation. Our Mini-MBA will explore the nature of negotiations within the pharma sector andhighlight different styles and techniques to manage these relationships successfully

DAY 1 | MODULE 1 Strategy and Strategic Thinking in the Pharma IndustryLaura Brown

DAY 2 | MODULE 2 Leading and Managing Strategic Change in the Pharma IndustryRoger Holdsworth

DAY 3 | MODULE 3 Business, Commercial and Financial Skills in the Pharma SectorChris Dickin

DAY 4 | MODULE 4 Competitive Marketing in the Pharma SectorJan Flynn

DAY 5 | MODULE 5 Controlling and Managing Complex Commercial RelationshipsJohn Faulkes

This was a really greatexperience in manydifferent ways; Networking,learning and experiencingin order to take home a richpackage of impressions andtasks to be applied ineveryday work


pharmExecutiveMini-MBA

MODULE 1Strategy and Strategic Thinkingin the Pharma Industry

This module sets the context for theprogramme, highlighting theenvironment in which pharmaorganisations develop theirstrategies and the toolkit that can beapplied to that process. Working ingroups, you will consider examplesfrom across the pharma industry andestablish relevance for your ownorganisations.

• Strategic analysis in the pharmaindustry– What is strategy?– How is pharma strategydistinctive?

– What are the strategic triggers inthe pharma environment?

– Who are the stakeholders andwhat are their expectations?

• Strategic planning and choice– Applying the classical toolkit– New product development– The target product profile– Developing a pharma portfolio

• Implementing pharma strategy– Developing strategic alliances– Deal making in the pharma context– The bridge between policy and practice

– Organisational learning appliedto pharma strategic planning

MODULE 2Leading and Managing StrategicChange in the Pharma Industry

This module explores the factorsdriving both planned and emergentchange in the pharma industry,highlighting the implications for theindividuals and teams tasked withplanning and leading that change.Working in groups, you will reviewthe challenges you face within yourown organisations and benchmarkyour experiences against successstories drawn from across theindustry.

• Strategic change across thepharma industry– The external environment– Internal pressures for changeand their impact

– Pharma change histories andlevels of readiness

– The scale and nature of change

• The role and profile of pharmaleaders– Leadership: Management– Teams: Groups– Leadership styles and approaches– Functional and cultural differences

• Planning and leading pharma change– Identifying stakeholder agendas– Engaging stakeholders throughoutthe DDAP (Drug Development andApproval Process)

– Understanding personal dynamics– Power, influence and conflict– Evaluating and learning frompharma change

MODULE 3Business, Commercial andFinancial Skills in the PharmaSector

This module has been designed togive you a clear understanding of thekey aspects of financial managementand how it relates to your businessperformance. It will enhance yourcommercial skills from a businessoperational perspective. It will alsoenable you to understand thestrategic financial planning tools thatare specifically relevant and widelyused within the pharma industry.Practical exercises, examples andcase studies from the pharma sectorare used throughout the module toillustrate the techniques.

• Business in the 21st Century and thepositioning of the pharma sector

• The impact of global capitalism;mergers, acquisitions and strategicalliances

• The emergence of IFRS

• Stressing your role as a ‘BusinessPerson’

• The business as a creator of value;the Stock Exchange and value:– Profit and cash flow as the majordrivers of value

– The role of the investment markets

• Understanding the annual Report &Accounts and interpreting itsmessage to the investment markets

MBA Networking Dinner

Help us to celebrate our event by joining us for adinner reception at one of London's exclusiverestaurants where you will get to know yourfellow attendees and our industry experts.Previous locations include the famous Scott'srestaurant in Mayfair. This is a greatopportunity to share your thoughts on thecourse so far and enjoy a fine dining

experience in the UK's capital.

For more information and to register for thedinner, please contact our Sales Team+44 (0) 20 7017 7267 or visit the website:www.pti-global.co.uk/pharmamba.

The programmeprovided an outstandingoverview of the topics ineach moduleDirector of BusinessDevelopment, BrittaniaPharmaceuticals Ltd


A 10th-14th November 2014, Radisson Blu Edwardian Grafton, London, UK

Follow PTI on Twitter: @PTI_Courses

Call: +44 (0) 20 7017 7481 • Fax: +44 (0) 20 7017 7823Email: [email protected]

www.pti-global.co.uk/pharmamba

Connect with PTI on Linkedin

MODULE 3Continued

• – The three major documents:Income statement, balance sheet,and cash flow statements

• – Analysing their content andmeasuring financial performance

• – Assessing operational andfinancial leverage completing afinancial plan

• Non-financial performancemeasures and other factorsinfluencing performance in thepharma sector

• Measuring Economic Value Added(EVA)

• Understanding cost behaviour;costs and costing systems– Full cost and marginal costapproaches

– Dangers implicit in miss-usingcost information

– Contribution management andthe trade-off betweencontribution and volume

– Measuring the effects of pricemovement on volume requirements

• Capital Investment Appraisal (CIA)– Recognising the significance of CIA– Commonly used appraisaltechniques

– NPV & IRR– Expected PVs; real optionsevaluation

– CAPM and portfolio evaluation

• Dangers implicit in appraisaltechniques

MODULE 4Competitive Marketing in thePharma Sector

This module will take a look at thecore topics, subject areas and thereal purpose of competitivemarketing in the pharma sector. Youwill gain a full understanding of therole and contribution of marketing tobusiness success in order to developthe best margins, profits andrevenues within this highlycompetitive and regulated sector.

• Key elements of marketing strategy– and application to pharma

• Market and competitive appraisalof new (and existing) drugs – andcritical success factors

• Market analysis, segmentation,targeting and competitivepositioning in pharma

• Branding and determining a brandessence and singlemindedproposition

• Communication strategy –what dowe need to say and to whom?

• Publication strategy –supportingyour message

• Integrative case study – pharma case

• Marketing mix and communicationchannel strategy– Using the best methods to reachyour key customers

• Channel strategy – getting yourproduct to market

• The ABPI Code of Practice andlegal frameworks

• Different marketing strategiesposed for different pharmacompanies – large, traditionalcompanies, niche players, biotech,CROs etc.

MODULE 5Controlling and ManagingComplex CommercialRelationships

This module takes a practical andhands-on approach to deliveringthe key skills needed for effectivecommercial negotiation. It willexplore the nature of negotiationswithin the pharma sector andhighlight different styles andtechniques to manage theserelationships successfully.

• The nature of third partynegotiations in a pharmaenvironment

• Planning routines which increasethe probability of success

• Dealing with difficult people anddifficult situations

• Assessing individual negotiatingstyles to establish win-winbusiness relationships

• Dealing with differing styles

• Developing techniques toovercome conflict, internally andacross business relationships

Through the programmeparticipants will build a personaldevelopment plan for applyingwhat they have learned whenreturning to their organisation.

Integrative pharma case study

The participants will work in teamsagainst each other to develop andimplement a strategic marketingcampaign for different drugswithin the same therapeutic class.The case will illustrate how a drugis taken to market and how toestablish and maintain acompetitive marketing position fortheir organisation


• Adocia

• Agency for Medicinal Products andMedical Devices

• Alcon Farmacevtika LLC

• Allergan Ltd

• Angelini

• AstraZeneca

• Biotest AG

• Celgene Europe Ltd

• Covidien

• F. Hoffmann-La Roche

• GE Healthcare B.V.

• GlaxoSmithKline

• Hospira UK Ltd

• Ipsen Bio Pharma Ltd

• Merck Group

• Miltenyi Biotec GmbH

• Mundipharma Research Limited

• Novo Nordisk A S

• Nycomed a Takeda Company NycomedDenmark

• Orexo AB

• Orion Pharma

• Pfizer

• PregLem SA

• Reckitt Benckiser Healthcare UK Ltd

• Sanofi Pasteur

• Schwabe Arzneimittel

• Shire-Movetis NV

• Syner-Med Pharmaceuticals Ltd

• UCB Pharma SA

• Uteron

• Vertex Pharmaceuticals Europe Limited

PAST ATTENDEE BREAKDOWN – WHO COULD YOU MEET?TITLE BREAKDOWN BY REGION

Associate 5% East Europe 6%Northern Europe 20%

Southern Europe 3%

USA 6%

Scientist 11%

Manager 42%

Director/VP 32%

Western Europe 65%Head/Team Leader 10%

OUR EXPERT FACULTYPROGRAMME DIRECTOR:

Chris Dickin trained as a Management Accountant with the Rolls Royce Aerospace Division in Derby, UK. Academically, hequalified as a professional accountant and gained a Masters Degree in Financial Control. Practically, he has a wide experience of industry and commerce including senior positions in the finance function of several major companies.

PROGRAMME PRESENTERS:

Laura Brown, MBA, BSC (Biochemistry), BSC (Psychology),PhD, Diploma in Clinical Science, FICR, is a PharmaceuticalManagement and Training Consultant, and Course Director for the MSc in Clinical Research at the University of Cardiff andCourse Director of the MSc Regulatory Affairs, TOPRA.

Jan Flynn is currently the Marketing Manager for Rosemont Pharmaceuticals Ltd. She has worked in the pharmaceutical industryfor over 25 years for companies including GlaxoSmithKline, Schering- Plough, LIG, Knoll and running her own consultancy.

John Faulkes began his career as a scientist in the Wellcome Foundation (now GSK). He then moved into training/HR as a trainerand eventually a learning and Development Business Partner. He was a freelance consultant for 5+ years before setting up hisown company, running team building sessions, personal skills courses and doing instructional design and coordination.

Roger Holdsworth has over 20 years’ experience in senior management in the Biopharm industry. He was educated as aphysiologist and started in R&D project management, moving on to alliance and portfolio management.

COMPANIES WHO HAVE ATTENDED


The Pharma & Biopharm Executive Mini-MBAwww.pti-global.co.uk/pharmamba

FIVE EASY WAYS TO REGISTER

PRICE INFORMATION

Venue and Accommodation Details

PERSONAL DETAILS

10th-14th November 2014, Radisson Blu Edwardian Grafton, London, UK

Telephone:+44 (0) 20 7017 7481Please remember to quoteCourse Code CFP123

By Fax:Complete and send thisregistration form to:+44 (0) 20 7017 7823

By E-Mail:[email protected]

By Post:Complete and return theregistration form together withpayment to:The Booking Department,Informa UK Ltd, PO BOX 406,Byfleet, KT14 6WL

Visit our Website:www.pti-global.co.uk/pharmamba

We would ask that payment is made before the event

Your VIP number is on the address label. If there is no label, please quote

A B C D E F G H I J K L M N O P Q R S T U V W X Y

The Pharma & Biopharm Executive Mini-MBACourse fee includes: workbook, lunch, refreshments, post-event follow up call

Yes! I would like to receive information about future events and services via fax SMS/MMS

Mobile no. _________________________ Signature ______________________________

Email _____________________________________________________________________

Yes! I would like to receive information about upcoming events by email. By giving you myemail address I am giving ONLY IIR companies the permission to contact me by email

I QUALIFY FOR £200 DISCOUNT BY BOOKING EARLIER THAN 4WEEKS BEFORE THE COURSE(NB Registrations made by mail must be postmarked 4 weeks before session to be eligible for the early registration fee)

The VAT rate is subject to change and may differ from the advertised rate.The amount you are charged will bePlease send me information on onsite training

Tick Date Code Full Price VAT TOTAL PRICE10-14 November 2014 CFP123 £3199.00 20% £3838.80

10th-14th November

Venue Details:Radisson Blu Edwardian Grafton,130 Tottenham Court Road, London W1T 5AYReduced Rate Hotel Accommodation:The cost of the accommodation is not included in the conference fee. PTIhas arranged a special room rate with Hotel Map at a number of hotels. Ifyou wish to book a room please visit the websitehttp://www.HotelMap.com/PTI-Training. Alternatively, if youwould like to book your accommodation by phone, call 020 7292 2335 (ifoutside UK +44 20 7292 2335) Please book early to avoid disappointment.

CFP123Course Code

1st Delegate (Mr/Mrs/Ms/Miss/Dr)

Address

Job Title Department

Tel Fax

Email

Yes, I would like to receive free email information on relevant events

2nd Delegate (Mr/Mrs/Ms/Miss/Dr)

Address


Tel Fax

Email


Head of Department (Mr/Mrs/Ms/Miss/Dr)

Address


Tel Fax

Email


PLEASE COMPLETE

Company Name

Postal Address

Postcode Country

Tel Fax

Number of employees

1) 0-49 2) 50-249 3) 250-499 4) 500-999 5) 1000+

Our statement of integrity can be found on our website at www.iir-conferences.com/feedback

The personal information shown on this form, and/or provided by you, will be heldon a database and may be shared with other companies in the Informa Group in theUK and internationally. If you do not wish your details to be available to othercompanies in the Informa Group please contact the Database Manager at MapleHouse, 149 Tottenham Court Road, London, W1T 7AD. Tel +44 (0)20 7017 7077, Fax+44 (0)20 7017 7828 or email: [email protected]. Occasionally your details maybe obtained from, or made available to, external companies who wish tocommunicate with you offers related to your business activities. If you do not wish toreceive these offers, please tick the box

What Happens If I Have to Cancel? Confirm your CANCELLATION in writing 2 weeks beforethe date of the course (27th October 2014, CFP123) and receive a refund less a 50% + VATservice charge. Should you cancel between this date and 1 week before the date of the course(3rd November 2014, CFP123) regrettably you will not receive a refund. Within 20 working daysprior to the start date of the course the Customer may reschedule a booking to another date ata 100% rescheduling fee by advising Pharmaceutical Training International UK of suchrescheduling in writing. It may be necessary for reasons beyond the control and the organiserto alter the content and timing of the programme or the identity of the trainers. In theunfortunate event that an event is cancelled Informa are not liable for any costs incurred bydelegates in connection with their attendance. This contract is subject to English Law. For fullterms and conditions visit www.pti-global.co.uk/terms

Incorrect Mailing: If you are receiving multiple mailings or you would like us to change anydetails or remove your name from our database, please contact the Database Manager at MapleHouse, 149 Tottenham Court Road, London, W1T 7AD., Tel +44 (0)20 7017 7077, Fax +44 (0)207017 7828 or email: [email protected] - quoting the reference number printed on themailing label.

Additional Requirements: Please notify IIR at least one month before the course date if youhave any additional requirements e.g. wheelchair access, large print etc.

To make payment by credit card: to ensure we provide the highest level of securityfor your credit card details we are unable to accept such payments via email or faxwhich ensures that these details are never stored on our network. To make payment bycredit card on-line, please enter your credit card details in our secure payments websitethat you will use when making your booking via the event website (the event webaddress is near the top of the booking form). Alternatively call our customer service

Nature of Business

Billing Address

Email


The Pharma & Biopharm Executive Mini-MBA - … Pharma & Biopharm Executive Mini-MBA ... positioning...

Documents

Transcript of The Pharma & Biopharm Executive Mini-MBA - … Pharma & Biopharm Executive Mini-MBA ... positioning...