Scenario:

To initiate with a leading Japanese pharmaceutical company a strategic partnership to focused on a medical device component of a drug-device therapeutic platform.  Active leadership was required to coordinate work with the device distributors, manage clinical trials, and market the device cooperatively with the drug manufacturer.

Action:

Mintz first crafted a strategic and tactical plan which outlined the potential for the company to enter into high value relationships.  He then facilitated introductions to non-Japanese device manufacturers with offices in Japan and already allied with the company.  He arranged special meetings and presentations by manufacturers and clinicians for the Japanese drug company's business development, marketing and clinical teams to build their familiarity with the device and to communicate its value proposition to the prospective partners.

Results:

Mintz was able to successfully communicate the value of the partnership to the alliance target.  Despite the fact that this type of device partnership was new for the Japanese company, they proceeded with alliance and deal negotiations with the company.