Session 201
A Glimpse at the Future of Alliance Management

Eli Lilly’s alliance management is steeped in a culture of driving alliance value that has been achieved by the continuous development of cuttingedge alliance management techniques. Many factors today are impacting and causing a fresh evaluation of current best practices and open thinking to respond to evolving alliance models and new opportunities. David will present how Eli Lilly strives to respond in anticipation of the future of alliances and fosters a process to lead change for continuous alliance value.


David S. Thompson, CSAP
Chief Alliance Officer
Eli Lily and Company

David is an internationally recognized alliance architect and alliance builder, specializing in making alliances productive and profitable with a track record of: designing and operating effective and efficient alliances; successfully managing and negotiating alliance conflict; and developing high performing alliance management teams. David has published over 20 articles on the topic of alliance management and has been sought out by fortune 100 companies outside of the pharma industry to consult on their alliance management programs. David regularly teaches alliance management courses as a guest lecturer at universities and has taught scores of alliance managers not only from pharmaceutical and biotech companies, but also high tech, insurance, petroleum, funeral, automobile, and financial services industries. David also serves as a board member of the Association of Strategic Alliance Professionals.

Currently, David is the chief alliance officer at Eli Lilly and Company (Lilly).As the leader of Lilly's alliance management group, David is responsible for establishing and maintaining all major development, commercial, and manufacturing partnerships. He also oversees the integration of companies brought into Lilly via mergers and acquisitions. David has played a key role in many major alliances and acquisitions at Lilly, working with Boehringer Ingelheim, Amylin, Daiichi Sankyo and IMCLONE. His involvement begins during the due diligence process and continues throughout each alliance's lifecycle.

Prior to his role as chief alliance officer, David held leadership positions in sales, marketing, market research, pricing, new product planning, business development, and corporate strategy.

Centralizing Decentralization: Navigating the Murky Waters of the Alliance Function

Centralization means having one focus of control. Alternatively, decentralized systems distribute control to many parts. Both models have their pros and cons in an organization in which consistency and flexibility are essential. Cindy will explore the dynamic environment of the alliance function, discussing various models, alliance ownership versus management, resourcing options, and the roles and responsibilities of alliance managers. With the growth of complexity in multi-party alliances and non-traditional partnerships, the alliance function is well positioned to lead and guide into the uncertainty of murky waters.


Stu Kliman, CA-AM
Vantage Partners

Stuart Kliman is a founding partner of Vantage Partners LLC, and heads up Vantage's alliance practice area. As such, he has worked to help clients build and implement the processes, tools, skills and structures necessary to more effectively manage key alliance relationships. In addition to the alliance space, Mr. Kliman has also worked extensively with organizations looking to engage in more value maximizing and integrated ways with key suppliers and customers.

Mr. Kliman is a regular speaker and writer on issues of alliance and key supplier relationship management.


Harm-Jan Borgeld, CSAP, PhD
Head of Alliance Management
Merck KGaA, Darmstadt, Germany

Harm-Jan Borgeld is leading the alliance management department at Merck KGaA. The department is responsible for the commercial, development, research, and selected regional alliances. Before heading the alliance management department, he was leading a project team that worked on developing a novel immunotherapy to treat cancer. He started his work at Merck in the licensing and business development department.

Prior to Merck, he was responsible for the business development activities of the Japanese firm, Kyorin Pharmaceuticals, in Europe. He received his MBA from the Rotterdam School of Management, the Netherlands / Haas Business School, US, and his PhD from the Faculty of Medicine, University of Nagoya, Japan, and graduated from the Wageningen University, the Netherlands.

Mojgan Hossein-Nia PhD
Vice President
Takeda R&D Partnership Office

Mojgan is a seasoned drug development executive with a record of building and leading business functions across multiple units. Mojgan's experience spans Strategic Partnership Development & Management, Program Management, Global Program Leadership, Business Development & Licensing, and Global Development Operations. Mojgan joined Takeda Sep 2017 to build the R&D Partnership Office.

Following a PhD in Biochemistry and a Diploma in Pharmaceutical Medicine, Mojgan's early career was in research in the cardiovascular area. Mojgan spent the last 20 years of her career in Novartis Pharmaceuticals, first in the UK, and then in the US. At Novartis, she initiated and implemented strategic outsourcing models, and developed and executed processes for operational excellence. In her role as a Global Program Leader for a partnered cardiovascular program, she worked very closely with the partner to deliver on the strategy in a trusted and transparent way setting an example of how to work with partners at Novartis. In Business Development & Licensing, Mojgan led the search and evaluation of opportunities across multiple indications including cardiovascular, metabolism, and cell & gene therapies in multiple disease areas (hematological malignancies, solid tumor, transplant, cardiovascular, neuroscience & immunology). Most recently, she worked on the CAR-T program building the Program Management Office supporting the successful filing and commercialization of the first CAR-T therapy, KYMRIAH™, in hematological malignancies.

Steve Twait, CSAP
Vice President, Alliance and Integration Management (AIM)

Steve has responsibility for AstraZeneca's alliance and integration management (AIM) strategy and execution capabilities. Steve's team leads the integration of all major acquisitions, the transitions for divestments, and management of key alliances for AZ.Steve joined AZ in January 2015, after spending 26 years at Eli Lilly and Company where he was a founding member of Lilly's Office of Alliance Management. Steve is a well published author in Pharmaceutical Executive, PLG's Business Development & Licensing Journal, and Strategic Alliance Magazine and is a board member and treasurer of the Association of Strategic Alliance Professionals.