Claudio Rota, Ph.D.

With IPOs slowing and valuations compressed, out-licensing is no longer optional for small biotech—it’s strategic. This article unpacks today’s deal-making dynamics, common hurdles, and practical steps for biotech leaders preparing for early-stage out-licensing success.

Revenue matters, but judging business developers solely on deals closed or meetings booked misses the bigger picture. The best business developers are measured by meaningful conversations, new account growth, tailored proposals, customer acquisition, total deal value, and team contributions. Business development is a long-term investment—success is about building the future, not just closing today’s deals.

Lead generation is more than just near-term wins. Discover how cost savings and future opportunities drive long-term ROI and sustainable