Mergers & Acquisitions
Cooperations / Strategic Alliances / Joint Ventures

Partnerships in the Global Healthcare Industry

Whether you want to market your own product internationally or, as a licensee, are specifically looking for a product or technology for your market: You’re not looking for a seller or a buyer, but for a partner.

Many clients come to us with a strong technology, a validated product, or a promising asset—but without the partner who can realistically implement the next step in their growth.

In healthcare, a good business case isn’t enough. Regulatory resilience, clinical benefit, reimbursement potential, commercial access, and strategic fit are crucial.

Healthcare collaborations rarely happen by chance. They emerge where local market access, industry fit, and access to decision-makers converge. We operate internationally and engage relevant partners in Europe, North America, and Asia with a clear understanding of regional market, regulatory, and reimbursement dynamics.

Why Collaborate

Especially when entering new markets, the first step is often only achievable through a collaboration. However, market access is rarely the only reason:

• Access to what is lacking internally. This could be a product or technology you wish to add to your own portfolio, or the market access and infrastructure that are essential for an existing product to succeed.
• Mutual learning. Both sides benefit from each other’s capabilities and experience, often more quickly than they could be built up internally.
• Shared risk. Especially when pursuing a new international strategy, part of the business risk can be shifted to the partner.
• Contacts and market knowledge. A local partner brings economic and political relationships as well as market knowledge that is virtually impossible to build from the outside.

Which form is right for you

The most common forms of business cooperation in the global healthcare industry are joint ventures and strategic alliances. Within the category of joint ventures, we distinguish between two basic types:

In an equity joint venture, the partner companies jointly become shareholders in a new, legally independent entity. In a contractual joint venture, the partners cooperate on a contractual basis without forming a joint company. For horizontal collaborations, a management agreement may alternatively be the more suitable solution.

Which form makes sense for you depends on your goals (how much control you wish to retain, how close the collaboration should be, and how easily it can be dissolved if necessary). We’ll clarify this together before anything is set in stone contractually.

ConAlliance Provides Consulting for Collaborations in International Markets

ConAlliance’s team of experts advises on the key steps involved in establishing a joint venture or strategic alliance. We develop a robust partner strategy based on your collaboration goals. We then identify suitable partners, assess their strategic fit, conduct confidential outreach, and guide the economic and contractual structuring through to an agreement.

Here’s an overview of our process:

• Strategic Analysis: Collaboration potential, value creation, opportunities, and risks. We analyze the product, technology, clinical evidence, regulatory status, IP, market potential, reimbursement logic, competitive landscape, and strategic options.
• Partner Fit: Does the potential partner align with you fundamentally, strategically, and culturally—not just on paper? We determine which type of partner offers the strongest strategic fit: distributor, strategic industrial group, pharmaceutical company, CDMO, OEM, hospital group, investor, or joint venture partner.

• We create a global partner long list, prioritizing based on strategic relevance, market access, transaction capability, cultural fit, and potential value contribution logic.
• Positioning and Documentation: We develop a precise equity story or partnership story, including a teaser, management presentation, partner rationale, deal structure, and robust reasoning.
• Discreet Outreach: We approach selected decision-makers confidentially, in a controlled manner, and with a clear message—not through broad distribution, but in a targeted way.
• Evaluation and Negotiation: We evaluate offers, structure commercial parameters, exclusivity, milestones, royalty mechanisms, regional rights, governance, IP, exit rights, and strategic options.
• Structure and Contract: Scope of cooperation, level of collaboration, and pre-contractual and contractual steps.
• Signing and Implementation Preparation: We support the negotiation phase through to agreement and coordinate the relevant workstreams with Legal, Tax, Regulatory, Commercial, and Finance.
• Setup and Management: Management, decision-making processes, and responsibilities are clearly defined from the outset.

Collaboration processes in the healthcare sector require confidentiality. An uncontrolled market approach can alert competitors, reduce bargaining power, or strain existing relationships with customers and distribution partners. We conduct such processes selectively, discreetly, and with a client-focused approach. ConAlliance exclusively represents the client’s interests, regardless of which side of the collaboration you are on.

Contact us if you are looking for the right healthcare partner for a product, an asset, a technology, or a market entry.