Mr' Steve Lanier

1
Bio-Partnering in the US

• Mr. Steve Lanier
• Managing Director

September 2006
2
AWS Background

• Based in Washington, D.C.
• Over 10 years of experience
• 6 years bio partnering
• Ongoing industry relationships

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US Biotech Industry
8 billion 46
billion in 1992 in 2004

• Exhibits Dynamic Growth of US Biotech Revenues
• Represents 77 of world market

4
US Opportunities

• 80 billion worth of upcoming drug patent
  expiries
• 3.6 billion in venture capital in 2004
• (21 of global venture capital that year)
• 16.9 billion in total equity financing (incl.
  private)

5
Market Entry Channels

• I. Providing Services
• II. Licensing Technology / Forming
  Collaborations
• III. Licensing Drug Compounds or Products

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• Providing Services
• Target Companies

• Large Bio / Pharma outsource clinical studies
  but tend to keep drug discovery in-house
• Mid-Size Bio / Pharma offer the broadest
  market opportunity
• Small Bio / Pharma can offer a technical
  partnership opportunity
• Other CROs consider for marketing partnership

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I. Providing Services Market Trends

• Offering services to US bio / pharma or other
  CROs
• significant growth in number of service companies
  
• highly competitive market
• must specialize and find the right niche with
  targeted marketing material

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Case Study I - Providing Services Enduser
Clients
in vitro Dermatology Cosmetics bio service
company based in France looking for enduser
clients

• company requested large pharma
• targeted both large and mid-pharma
• mid-pharma most responsive
• lacked internal capacity
• interested in specific industry expertise

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French bio service company dedicated to the field
of in vitro Dermatology Cosmetics research
testing looking for a enduser clients.
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Case Study II - Providing Services
Enduser/Partners
in vitro / in vivo urology-specific CRO based in
France seeking clients and partners

• Endusers vs. CRO partnerships
• fill gap in range of services
• cross-marketing arrangement
• broad array of specialized tests
• unique technical expertise

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in vitro and in vivo French CRO
offering pharmacological studies for
genitourinary and renal disorders
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II. License Technology / Forming Collaborations

• Licensing drug development technology to bio /
  pharma companies
• companies seeking innovative drug discovery
  tools
• pharma-biotech and intra-biotech deals on the
  rise
• lead with technology collaboration for
  successful licensing and potential financing
  agreement

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Case Study Licensing Technology Collaboration
cyclodextrin-based drug delivery platform company
based in France seeking US partnership

• client studied strategy of successful US
  cyclodextrin competitor
• began partnership with tech collaboration
• large pharma infused 40 million
• client in discussion with large and mid-size bio
  pharma for technology collaboration

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French integrated cyclodextrin based
biotechnology platform provider looking for a US
partner.
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III. Licensing Drug Compounds or Products

• Throughout the 90s, large bio pharma
• significantly reduced in-house research
• moved towards acquiring late stage compounds
• Today
• combination of in-house RD and compound
  acquisition
• early stage compounds are difficult to market

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Case Study Licensing Drug Product
French specialist in avian embryonic stem cells
looking for out-licensing partner

• client requested large pharma
• patented vaccine development product
• backed by significant research, testing and
  data
• established credibility in scientific community
• positive response from large pharma

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French specialist in avian embryonic stem cells
looking for product licensing
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Muchas Gracias!
AWS Corporation 3034 M Street NW Suite
200 Washington DC 20007, USA Tel
1.202.296.3755 Fax [phone] www.awscorp.com
E-mail slanier_at_awscorp.com