Diplomacy & Boundary Navigation: A Complex Competency Alliance Managers Must MasterIchiro Okino, Business Development Manager, Shinogi Inc.

Michael W. Young, VP, Alliance Management, PPD, Inc.

ASAP BioPharma Conference | June 2, 2011 | New Brunswick, NJ

American Diplomat & President

John Quincy Adams 1767 – 1848

As a diplomat, Adams was involved in many international negotiations, and, as Secretary of State, helped formulate the Monroe Doctrine. Historians agree he was one of the great diplomats in American history.

A great diplomat from Japanese history

Shigeru Yoshida ( 吉田 茂 , Yoshida Shigeru?) was a Japanese diplomat and politician who served as Prime Minister of Japan from 1946 to 1947 and from 1948 to 1954.

Under Yoshida's leadership, Japan began to rebuild its lost industrial infrastructure and placed a premium on unrestrained economic growth. Many of these concepts still impact Japan's political and economic policies.

Today’s Japan is built on the contribution by the great diplomat !

Ichiro’s case

Successfully managing of rebuilding a strong partnership between Shionogi and a multinational pharmaceutical company.

Key success factor Strong senior management commitment

Clear understanding of both companies’ strategy

Strong trust between the alliance managers through over communication

Success in convincing team members into “new partnership” (Diplomacy required )

What are the traits of a Diplomat? The mission of a U.S. diplomat in the Foreign Service is to promote

peace, support prosperity, and protect American citizens while advancing the interests of the U.S. abroad.

It takes a special person to work as a diplomat. For one thing, it takes someone who is a citizen of both the US and

the international community It is a job that demands a respectful, open mind, and a dedication to

international relationships. It requires an adventurous, adaptable spirit, an organized negotiator who can work through red tape and

bureaucratic protocol patiently and effectively. If interested in a diplomatic career, you should be confident, and at

ease when meeting others. You need a professional attitude, and should be able to complete

tasks under pressure and stress. You should love traveling, and not be too prone to homesickness. A quick mind and a second language are also assets to bring to this

position.

Can we Translate these Traits into Alliance Manager Skills? The mission of a U.S. diplomat

in the Foreign Service is to promote peace, support prosperity, and protect American citizens while advancing the interests of the U.S. abroad.

It takes a special person to work as a diplomat.

For one thing, it takes someone who is a citizen of both the US and the international community

It is a job that demands a respectful, open mind, and a dedication to international relationships.

It requires an adventurous, adaptable spirit,

Promoting amicable working relationships, support productivity, and protect you company while advancing your company’s interests in your partner’s environment.

It takes a special personality to work as an Alliance Manager.

Must be a “citizen” of both your company and the “alliance community”.

It is a job that demands a respectful, open mind, and a dedication to both partners’ relationships.

It requires an adventurous, adaptable spirit

Can we Translate these Traits into Alliance Manager Skills?

an organized negotiator who can work through red tape and bureaucratic protocol patiently and effectively.

If interested in a Diplomatic career, you should be confident, and at ease when meeting others.

You need a professional attitude, and should be able to complete tasks under pressure and stress.

You should love traveling, and not be too prone to homesickness.

A quick mind and a second language are also assets to bring to this position.

an organized negotiator who can work through corp requirements and bureaucratic protocol patiently and effectively.

If interested in an Alliance Management career, you should be confident, and at ease when meeting others.

You need a professional attitude, and should be able to complete tasks under pressure and stress.

You should love being with partners, and not be afraid of being away from colleagues.

A quick mind and understanding the language of your partners are also assets to bring to this position.

Questions for Alliance Managers Please define” Diplomacy”?

In what situations , do you think diplomacy is necessary in managing partnership?

What are the similarities and differences between professional diplomats and alliance managers?

Diplomacy Discussion Groups

GROUP 1: Suspicion Your Partner is Not Sharing Data

You need this alliance to work as your 2012 Earnings are linked to success of the program. Your partner has the IP rights to the asset.The suspicion is widely held by your operational teamThis perception is becoming “reality” and Alliance team performance appears to be dropping.

How or will you frame the issue for your partner?

Who will deliver the message?

What if your partner denies the suspicion?

Diplomacy Discussion GroupsGROUP 2: Your Company’s Alliance Team is not doing their share of the work.You’ve received no direct complaint or concerns from your partner.Your partner’s Alliance Head was overheard commenting negatively about your company’s work ethic at a networking session at a recent convention by one of your company’s other supplier / vendors.Timelines are not being met but your team is blaming your partner for lack of responsiveness in the latest Alliance Healthcheck.

How will you address this with your company’s personnel?

How or will you address this with your partner’s Alliance Head?

Diplomacy Discussion Groups

GROUP 3: Valued Partner in breach of contractYou are the Alliance Director for a 12-year partnership with a valued company including a long-term friendship between CEOs.Recent documented reports show a repeated breach of contract on a key co-development project.The breach will not affect the clinical results outcome but may impact future patent position.

What are your next steps?

How will you escalate but control the outcome to be positive for the Alliance and both partners?

Diplomacy…Not Schmooze!

Negotiating with compelling skill for gain without conflict

Representing your needs in alignment with what is best for all parties

Develop your diplomatic skills and exercise that “alliance muscle” to do the heavy lifting in relationship management.

Don’t just get the T-Shirt!