Pharma execs discuss how to evaluate biotech partners and acquisition targets

A recent CMO Summit 360° webcast brought together biotech chief medical officers and pharma representatives to talk about how pharma teams assess biotech companies for partnerships or acquisitions.

The panel highlighted that evaluating a potential partner differs from evaluating an investment, with pharma focusing on strategic fit, clinical pipeline, and commercial potential, while biotech investors may prioritize financial returns.

Participants explained the CMO’s role throughout the transaction, from early scientific due diligence to post‑deal integration, and offered advice for biotech firms on how to present data and align with pharma’s expectations.

The discussion also covered the various pharma functions that interact with CMOs, common obstacles such as cultural mismatch, and ways to anticipate and mitigate these challenges before a deal is signed.

Finally, the speakers described what typically follows an acquisition, including integration of teams, continuation of clinical programs, and the importance of clear communication to ensure a smooth transition.