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Due Diligence by public biopharmaceuticals company acquiring public company outside its core business
Client needsThe Client was pursuing a targeted acquisition of a public company with a product portfolio focused on therapies outside the Client’s core area of therapeutic expertise. |
The Client’s acquisition team needed to understand physician, payor and regulatory perspectives on:
- Competitive landscape and treatment trends of therapies
- Advantages and disadvantages of therapies including efficacy and financial impacts for physicians and patients
- Regulatory outlook
challenge
The Client was unable to identify the appropriate industry experts on their own within the required timeframe, and also needed to ensure that their firm was not identified (in order to avoid attention to potential activity in the industry).
The solution
The Client followed a two-step process, first gaining an overview through Telephone Consultations and then following up with a Panel Discussion at corporate headquarters.
The Client required anonymity for phone consultations due to the sensitive nature of the early phase discussions. Screening for the panel discussions was also anonymous, with the Client’s identity revealed only to Advisors who were selected for the onsite panel. Advisors signed an NDA prior to onsite discussions.
- Physicians to clarify the industry landscape and give perspectives on company and competitor therapies
- Reimbursement/P&T Committee Members to understand economics and related trends in reimbursement for portfolio products
- Regulatory Experts to understand potential opportunities and threats from planned and expected FDA actions
- Confirmed prescription of target company’s drugs
- A decade of post-residency experience in specialty
- High volume of patients requiring relevant drugs
- Practicing clinicians only – no key opinion leaders
Telephone Consultations
Guidepoint facilitated twelve phone consultations between Advisors and the Client without revealing the Client’s identity. All Advisors were first screened according to a customized questionnaire relevant to the Client's objective.
Guidepoint Global ensured compliance criteria were met for all parties. Consultations were held with:
Onsite Panel Discussion
Guidepoint arranged an onsite panel discussion with Advisors within a week. The Guidepoint team collaborated with the Client on a two step screening process:
Step 1 – Executed 15 question online screener to identify candidates meeting criteria, including:
Step 2 – Client conducted 15 minute phone screens to ensure panelists had requisite presentation skills for senior management and to eliminate conflicts and bias
The Result
The Client acquired the target company approximately five weeks after the panel discussion. The Guidepoint Advantage was evidenced during the research process:
- Client trusted the Guidepoint team to manage a sensitive research project and related compliance
- Guidepoint’s team rapidly vetted Advisors across the delivery and regulatory value chain
- Guidepoint planned and executed the onsite panel within a week, delivering the most relevant Advisors for the Client’s management team while ensuring compliance and Client anonymity
