The Value of Strategic Alliances vs. Transactional CRO-Sponsor Relationships

Life Sciences, Clinical Trials, Pharmaceutical,
  • Wednesday, September 15, 2010 | 10am BST (UK) / 11am CEST (EU-Central) / 5am EDT (NA)
  • 0 min

Recording Not Available for this Webinar

The Value of Strategic Alliances vs. Transactional CRO-Sponsor Relationships

The traditional CRO-Sponsor relationship is coming to an inflection point. As the drug development and outsourcing industries continue to mature and as cost pressures continue to increase, progressive players are starting to look for more value in their relationships.

In this webinar Tim Dietlin, VP of Alliance Development, INC Research, and David Gillogly, Global Head, Clinical Contracting and Category Management, Novartis will explore what clinical delivery alliances are and the value alliance partnership models bring to the drug development process from both the sponsor and CRO perspective. Our presenters will discuss:

  • How do more strategic relationships positively affect performance and outcomes
  • When do alliance partnerships make sense for a sponsor or a CRO
  • What alliance partnership models are emerging, such as risk sharing, value-based pricing, bonus-malus, dedicated governance, deferred payments, etc.
  • Lessons learned from current clinical delivery alliance models – what works and what doesn’t
  • How both large pharma and biotechs can benefit from creative partnership structures and a process driven methodology for managing strategic development programs


Tim Dietlin, Vice President of Alliance Development, INC Research

In his role as Vice President, Alliance Development, Mr. Dietlin is focused on identifying and developing strategic alliance relationships with INC Research customers. Alliances are defined as relationships in which INC Research owns a non-competitive status with a customer for a specific type or amount of work—whether functional outsourcing, co-development of a compound, management of a therapeutic area or entire pipeline, or sharing in the risk and reward of a compound’s success.

Mr. Dietlin comes to INC Research after almost eight years at Campbell Alliance, a management consulting firm specialized in the pharmaceutical industry. While at Campbell, he founded and held leadership positions in consulting practices focused in both Clinical Development and Medical Affairs. Mr. Dietlin’s clients at Campbell included Amgen, GSK, J&J, Genentech, Onyx, and Pfizer, as well as several CROs. In this capacity he worked directly with CMOs, VPs of Clinical Development, and heads of Clinical Operations and Clinical Data Management. Mr. Dietlin holds a BA from Loyola University Chicago and an MBA from DePaul University. He is based in Chicago.

Message Presenter

David Gillogly, Global Head, Clinical Contracting and Category Management, Novartis

In September 2009, David Gillogly was appointed Global Head of Clinical Contracting and Category Management, at Novartis Pharmaceuticals Corporation in East Hanover, New Jersey. David brings over 20 years of pharmaceutical experience focused in outsourcing, clinical operations, finance, and consulting. He most recently served as Senior Director of Strategic Partnerships at Daiichi Sankyo, where he provided leadership in developing outsourcing strategies, processes, and partnerships. Earlier in his career, he became one of the industry’s first outsourcing managers with Marion Merrell Dow and was a founding member of the Pharmaceutical Outsourcing Management Association (POMA). He also participated in developing a large outsourcing alliance between Hoechst Marion Roussel and Quintiles.

Prior to joining Daiichi Sankyo, he served as Director of Clinical Operations at TAP and as an industry consultant with PricewaterhouseCoopers where he provided outsourcing strategy expertise.

A University of Kansas graduate, David earned both a B.S. Degree and M.B.A. with a focus on Business Administration. He has additional course studies in healthcare administration from Wichita State University.

Message Presenter

Who Should Attend?

Clinical research executives, chief medical officers and other professionals involved in drug development who will benefit from utilizing CROs to decrease costs and increase the quality of clinical trials.

The webinar will be particularly useful for attendees from biotechnology or pharmaceutical companies worldwide that have substantial and growing pipelines of drugs to test.

Xtalks Partner

INC Research

INC Research is a therapeutically focused contract research organization with a high performance reputation for conducting global clinical development programs of the highest integrity. Pharmaceutical and biotechnology companies look to INC Research for a complete range of customized Phase I through Phase IV programs in therapeutic areas of specialty, and in innovative pediatric and women’s health trials. The company’s The Trusted Process® methodology and therapeutic foresight leads customers to more confident, better-informed drug and device development decisions. INC Research is headquartered in Raleigh, North Carolina. For more information please visit

For information about the recorded archive for this event contact Xtalks at (416) 977-6555 ext 371, or email [email protected]

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