Pharmaceutical Executive Europe - March 2007 - (Page 10)

Building Alliances Martin Czakon, managing director for Europe at BBK Worldwide, talks to Pharm Exec Europe about managing global business alliances in the clinical research field. Martin Czakon, BBK Worldwide I n many fields, a common way to ‘go global’ is to associate with a large conglomerate that has offices around the world. But in a niche industry like clinical trial patient recruitment, there is no single perfect match, with the multi-disciplinary, multi-faceted knowledge and skills necessary for success in all the most strategic regions. BBK Worldwide has aimed to create global capability by building alliances with the most relevant and select independent companies in key geographies around the world. They provide alliance companies with specific training in patient recruitment skills to ensure that business partners in each region are poised to help meet the company’s goals. This model not only adds value for BBK’s clients, but is also a strategic investment toward creating a global business that can grow continually and be flexible with the demands of the marketplace. Here, Martin Czakon, who oversees the BBK Worldwide Alliance from the company’s Prague Czech Republic office, sheds some light on the challenges and rewards of this unique business model, which may be applied to many areas of clinical research, requiring creative partnerships and cross-border business relationships. Can you tell us a little bit about your general approach to alliance-building and management? Our focus is on patient recruitment, so BBK has sought to enlist organizations that complement or supplement our expertise in geographic areas where sponsor companies are commonly conducting clinical trials. Because our range of services covers the preplanning stages of clinical trials to patient retention, the suppliers we work with are varied. For example, they include market research firms, technology companies, firms that specialize in legal and regulatory matters, marketing communications agencies and call centres. We begin to look for a specific company to consider for alliance participation according to a combination of factors, including current business needs and the future business needs we determine by tuning in to the marketplace and applying our experience in the field. In certain regions of the world it is difficult to locate companies that have a pure, extensive experience within the clinical trial sector, and more precisely, within patient recruitment. Instead, we look for companies with healthcare-related experience that have a research-based acumen compatible with BBK’s, MARCH 2007 CLINICAL TRIALS MANAGEMENT 10

Table of Contents for the Digital Edition of Pharmaceutical Executive Europe - March 2007

Linking People, Process and Technology
Building Alliances
Finding Success in Asia
Selecting South Africa
Advance from Europe
EDC: Are We Missing the Boat?
The Right Equipment
Next Stop: Vienna

Pharmaceutical Executive Europe - March 2007