Business Development for the Decisions That Define Partnership Outcomes

Senior commercial leadership for partner identification, deal structuring, and partner-specific outreach. Built on active fractional CBO engagements leading in-licensing diligence, distribution partnership strategy, and acquisition target identification across specialty pharma and medical devices.

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Active

Fractional CBO engagement

In-Licensing

Diligence and structuring

Public + Private

Partnership universe

Disciplined BD That Drives Strategic Outcomes

Strategic partnerships fail more often on misaligned framing than misaligned economics. ISG approaches BD as a discipline that integrates partner identification, business-model fit analysis, deal structure design, and partner-specific communication strategy — calibrated to each target’s strategic narrative, leadership context, and capital reality.

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We don’t produce generic partner lists. We build deep, current, and decision-grade analysis on each priority partner — financial profile, strategic context, recent transactions, leadership posture — and translate that analysis into deal structures and outreach plans that actually land.

  • Partner identification and prioritization against strategic criteria
  • Deep-dive business-model fit analysis on priority targets
  • Deal structure design across distribution, license, and acquisition
  • Partner-specific communication strategy and outreach framing
  • Sequencing strategy that compounds leverage across multiple targets
  • In-licensing diligence, term sheet development, and structuring
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Outcomes That Define Partnership Success

BD work at ISG is structured around the four outcomes that determine whether a partnership process produces strategic value or just activity.

OUTCOME

The Right Partners, Identified Rigorously

Partner universe mapped against strategic criteria, then prioritized by current strategic fit — informed by financial profile, recent transactions, and leadership context, not just public capability statements.

OUTCOME

Deal Structures Built for the Moment

Distribution, license, or acquisition structures calibrated to each partner’s capital position, M&A appetite, and integration capacity. Phased structures where the path matters as much as the destination.

OUTCOME

Outreach That Lands

Partner-specific communication strategy with primary and secondary contact targets, framing calibrated to each company’s current strategic narrative, and warm-introduction pathways identified and confirmed.

OUTCOME

Sequencing That Compounds Leverage

Multi-partner outreach sequenced to maximize negotiating leverage and probability of close — opening the fastest path first to generate validation, then approaching the largest opportunities with commercial proof points in hand.

How We Approach Business Development

Methodology built on active in-licensing engagements, distribution partnership work, and the operational reality of running BD inside life sciences companies.

01

Strategic Objectives Definition

Define what BD is meant to achieve — distribution capability, asset addition, exit pathway — and the criteria a partner must meet to be worth pursuing.

02

Partner Universe Mapping

Identify the full universe of candidates against the criteria, then prioritize against current strategic fit, financial position, recent transaction patterns, and leadership posture.

03

Deep-Dive Analysis Per Priority Partner

For each priority target: company snapshot, financial profile, business-model fit, recent strategic developments, and the recommended deal structure.

04

Deal Structure Design

Recommend specific structures — distribution, license, acquisition, or phased combinations — calibrated to each partner’s capital position and the engaging company’s priorities.

05

Outreach Sequencing & Execution

Sequence outreach across priority partners to maximize leverage, identify primary and secondary contact targets, and build the partner-specific framing that makes each conversation productive.

Where Business Development Engagements Concentrate

Core strategic pillars that drive successful commercialization and long-term market success.

  • Partner Identification & Prioritization
    • Strategic criteria definition and partner universe mapping
    • Public-market and private-market candidate analysis
    • Prioritization against current strategic fit
  • Business-Model Fit Analysis
    • Operational infrastructure assessment
    • Reimbursement and distribution model alignment
    • Geographic reach and channel evaluation
  • Deal Structure Design
    • Distribution agreements with embedded acquisition options
    • Exclusive licensing structures and royalty design
    • Acquisition with milestone-based earn-outs
  • Communication Strategy
    • Partner-specific framing and narrative calibration
    • Primary and secondary contact target identification
    • Warm-introduction pathway mapping
  • In-Licensing & Diligence
    • Term sheet development and negotiation support
    • Commercial diligence on in-licensing candidates
    • Partnership structuring and contractual frameworks
  • Sequencing & Pipeline Management
    • Multi-partner outreach sequencing
    • Pipeline review cadence and engagement tracking
    • Cross-partner leverage management

Companies This Engagement Is Built For

Medical Device Companies Seeking Distribution Partners

Pre- or early-commercial medical device companies that need distribution capability and the infrastructure to reach patients at scale.

Specialty Pharma Pursuing In-Licensing

Specialty and rare disease pharma companies evaluating, negotiating, and structuring in-licensing transactions for portfolio expansion.

Companies Evaluating Strategic Partnership Options

Companies weighing distribution vs. license vs. acquisition structures and needing decision-grade analysis to choose between them.