Differential analysis

What differentiates highly attractive partners from less attractive partners?

The BioPartnering 2014 Prospective Partners Survey attracted responses from 205 senior executives in the sector who provide feedback about working with the largest companies in the biopharmaceutical sector. BioPartnering is the largest survey of its kind by a significant margin in the sector.

As part of our ongoing analysis and dissemination of the results of the survey we have recently completed a new differential analysis of the feedback from respondents. The analysis aggregated the feedback for the top three companies in the survey (Roche/Genentech, Celgene and Biogen) and compared that feedback with the aggregated feedback for the three companies rated most poorly in the survey. This analysis removes the impact of individual variation between the feedback for particular companies and allows us to extrapolate from the survey feedback the factors that make a company an attractive partner and the factors that make a company an unattractive partner.

Key findings of that analysis are as follows:

Highly rated companies are far more likely to be considered to be innovative, collaborative, committed and open-minded than poorly rated companies.

Those poorly rated companies are more likely to be considered to be aggressive, bureaucratic, ruthless and cost-conscious than the highly rated companies.

The biggest difference in the feedback for the highly and poorly rated companies was for their scientific expertise, their leadership, their people and their commitment to trust.

On the other hand there was little difference between the perception of the financial strength of the highly and poorly rated companies.

Keywords used to describe the top three companies*

innovative (7), innovative products (3), collaborative (2), committed (2), open minded (2), reasonable (2), respected (2), financial stability (2), financially strong (2), innovation (2), global reach (2), great products (2), research-oriented (2), clinically capable, focus on select portfolio, great reputation, innovative partnering models, knowledgeable, lucky, open to partners, operational excellence, smart, talented people.

Keywords used to describe the bottom three companies*

aggressive (4), bureaucratic (3), ruthless (2), cost-conscious (2), behemoth, behind the curve, difficult to work with, bureaucratic decision-making, dysfunctional, industry spoiler, overweight, plagued by reorganizations, relic, slow response time

* Keywords used by more than one respondent to describe one or more of the companies (frequency in brackets) together with a random selection of other words used by respondents to describe the companies.

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