Mid-to-Later-Stage BD: Where the Industry's Defining Decisions Get Made

Most biopharma BD content focuses on closed deals — the press releases, the headline terms, the conference panels celebrating success. Very little focuses on what it actually takes to get there, particularly at the stages where the stakes are highest.

This report examines the operational reality of BD at Phase 2/3 through commercial-stage organisations, based on confidential interviews with 14 BD leaders across the US and Europe.

It addresses:

• Why revenue thresholds have effectively doubled — and what that means for mid-stage companies trying to find the right partner

• How MFN pricing uncertainty is actively cancelling ex-US deals and reshaping commercial launch strategies

• Where deals actually get stuck — and why internal friction still exceeds external negotiation challenges

• How China has shifted from competitive threat to active supply source for de-risked assets

• What well-capitalised acquirers are doing differently in a buyer's market

• The outlook for the next 12–18 months and what leaders are preparing for

The report includes both a thematic synthesis and an anonymised Q&A addendum with the full interview transcripts.

Early-Stage BD: What Actually Happens Before the Deal Announcement

Most biopharma BD content focuses on closed deals — the press releases, the headline terms, the conference panels celebrating success.

This report examines what happens before any of that: the operational reality of building and running BD at preclinical to Phase 1 companies, based on confidential interviews with 16 Chief Business Officers across the US and Europe.

It addresses:

• How the CBO role has expanded beyond dealmaking

• Where deals actually get stuck

• What non-BD colleagues consistently misunderstand about timelines, expectations, and what BD can and cannot control

• How China has become a competitive pressure point

• What the deal environment looks like now

• The outlook for the next 12-18 months and what leaders are preparing for

The report includes both a thematic synthesis and an anonymised Q&A addendum with the full interview transcripts.

Volume 2, covering Phase 2-3 through commercial organisations, will be published in January 2026.

This report explores the challenges faced by biopharma Chief Business Officers and the strategic solutions they employ to navigate them. Based on insights from 30 executive interviews, it highlights key obstacles in funding, partnerships, and operations across different development stages.

Navigating the early stages of biotech development is fraught with challenges and opportunities. For preclinical or clinical-stage biotech companies, having the right Chief Business Officer can be the difference between success and stagnation. This article explores the critical timing and reasons for hiring a skilled CBO, whether on a permanent or fractional basis, and how they can propel your biotech company forward.