A new study on pharmaceutical alliances shows the importance of building and maintaining long-term business development relationships.

Findings from Cutting Edge Information reveal that 21 percent of pharmaceutical licensing deals stems from existing relationships between companies.

Those that initially compete in similar therapeutic areas often come together to develop, market and sell drugs. In many cases, the report says, partnership benefits both companies more than their individual attempts to bring new products to market.

The study, titled “Pharmaceutical Alliances, Licensing and Deal-Making,” is available at PharmaCoPromotion.com. It showcases business development processes, alliance management budgets, staffing, strategies and organizational structures from top-20 pharmaceutical companies, including six of the top 10 industry leaders, like Pfizer, Aventis, Novartis, Eli Lilly and Merck & Co.

“The absolute chief reason for all alliance activity involves maximizing the pipeline,” said Eric Bolesh, senior analyst at Cutting Edge. “However, existing alliance partners often have the fast track to signing more deals with a large pharmaceutical company than the new biotech firm on the block.”

Cutting Edge: www.cuttingedgeinfo.com