Leveling the Playing Field by Lawrence P Horowitz
Leveling the Playing Field

Leveling the Playing Field


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About the Book

Business development transactions are an important way for private and small cap life science companies to realize value. When negotiating transaction terms, small companies confront a playing field tilted steeply to the advantage of large companies such as Pfizer, GSK, J&J, and Medtronic. Leveling the Playing Field shows how small companies can create a level playing field and achieve a transaction that fully recognizes the value of their technologies and products.

Leveling the Playing Field uses auctions as a model for successful business development. Auctions are especially effective in creating power for sellers when many, wealthy bidders compete enthusiastically to acquire a singular asset, a Rembrandt painting, a uniquely situated piece of real estate, a small company's technology or product. Leveling the Playing Field guides small companies through the process of attracting large companies, transforming their interest into enthusiasm, and maintaining a high level of competition among potential buyers for as long as possible.

Leveling the Playing Field draws on the authors' experiences closing more than 100 transactions ranging in size from a few million to over $2 billion as well as their serving as senior finance, R&D, and operations executives with large and small life science companies.


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Product Details
  • ISBN-13: 9780595517008
  • Publisher: iUniverse
  • Publisher Imprint: iUniverse
  • Height: 229 mm
  • No of Pages: 172
  • Series Title: English
  • Sub Title: A Guide to Successful Business Development Transactions for Private and Small Public Life Science Companies
  • Width: 152 mm
  • ISBN-10: 0595517005
  • Publisher Date: 01 Dec 2008
  • Binding: Paperback
  • Language: English
  • Returnable: N
  • Spine Width: 10 mm
  • Weight: 308 gr


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