Session 602
A Winning Strategy: Show a Little Alliance Management Love for Medical Affairs

The medical affairs team has an increasingly important role to play in today's healthcare ecosystem. In the structure and operations of an alliance they should be on equal footing with the development and commercial teams, but too often they are not. The opportunity for alliance managers is to position them for success, thereby increasing the likelihood the alliance will achieve its intended value.

The medical affairs team plays a critical role at nearly every key value inflection point in an alliance. During the development stage, they are the keeper of the scientific data and narrative that informs congress presentations and shapes key opinion leaders' (KOLs) perspectives on the drug. At commercial launch, their deep relationships with medical professionals play a key role in the success of that launch. Once launched, their finely tuned "ear on the market" can pick up early warning signs of gaps in the data or drug-to-drug interactions and get out in front before value erodes.

To be successful in an alliance, the same careful design, collaborative operations, and agile governance practice that goes into the commercial and development activities must be applied to medical affairs. This session draws upon the experiences of the presenters in structuring, operationalizing, and governing medical affairs for both a blockbuster product and with a specialty biopharma company.

Participants will learn to show a little "alliance management love" for medical affairs through:


Judy Baselice, CA-AM
Director, Alliance Management

Judy is the Director of Alliance Management in Pfizers' Worldwide Business Development Group. In her role, Judy is responsible for ensuring alliance effectiveness for Pfizer's Oncology Clinical Research and Commercial Collaborations. Prior to joining Pfizer, Judy held positions of increasing responsibility at Forest Laboratories and Eisai Inc. in the areas of Alliance Management, Clinical and Manufacturing Outsourcing, Sales Operations and Finance.

Judy is on the Board of Trustees for The Valley Hospital in Ridgewood, N.J. She serves on the hospital's Investment and Audit & Compliance Committees as well as the Research Advisory Group. Judy holds a B.S. in Business Administration & Accounting from Meredith College and is a Certified Public Accountant.

Mary Jo Struttman, CA-AM
Executive Director, Alliance Management




Jan Twombly, CSAP
The Rhythm of Business

Jan Twombly, CSAP, is President of The Rhythm of Business, Inc. For nearly 20 years Twombly has served as a trusted, expert advisor to global and emerging companies. She works as an extension of the partnering and alliance management team, helping them develop their ability to accelerate outcomes from partnering and alliances. Partnering with the executive suite, she helps companies reach higher levels of alliance success by integrating partnering into all aspects of the business.

A few of the many companies she has worked with include Abbott, Astellas, AT&T, Bayer, Becton Dickinson, Biogen, Boehringer Ingelheim, Colgate-Palmolive, Dun & Bradstreet, EMC, Equifax, FIS, IBM, Intel, Novartis, Sanofi, Shire, and Xerox.

Twombly serves on the Executive and Management Committee of the Association of Strategic Alliance Professionals (ASAP), and contributed to The ASAP Handbook of Alliance Management. Together with business partner Jeffrey Shuman, Twombly has a rich history of developing, publishing, and presenting strategic and practical thinking that advances the art and science of partnering and alliance management.