Over the next decade, biopharma success will be determined not by the most ambitious science or the largest balance sheets, but by leadership — specifically, by companies that can navigate the industry's bifurcation and develop fluency in the Alliance Economy. Others will likely face acquisition or marginalization.
By Joshua Y. Li
Over the next decade, biopharma success will be determined not by the most ambitious science or the largest balance sheets, but by leadership — specifically, by companies that can navigate the industry's bifurcation and develop fluency in the Alliance Economy. Others will likely face acquisition or marginalization.
In Parts 1 and 2, we explored the macro and operational dynamics reshaping the industry. Now we turn to the essential question every executive should consider: What will it take to lead in this new environment?
It begins with moving beyond yesterday's assumptions. The principles that governed investment, planning, and organizational design in recent years — steady growth trajectories, internal innovation dominance, abundant capital — no longer apply. Today's leaders need different capabilities: flexible capital deployment, partnership orchestration, agile resourcing, and cultural openness to co-creation.
This goes beyond incremental change. It requires rewiring how companies allocate resources, make decisions, and create value. Here's how to begin.
The traditional investment model — where internal R&D received the majority of funding and M&A filled strategic gaps — is showing strain. In its place, leaders must adopt a more portfolio-oriented, scenario-aware approach.
Deploy capital like a venture investor. Biopharma companies should match capital intensity to risk across the development spectrum. This means distinguishing between high-risk, high-reward investments in early-stage assets and lower-risk, scale-oriented investments for late-stage or commercial programs. It also suggests geographic and therapeutic diversification, not just for opportunity, but for policy resilience.
Flex resources, not headcount. The volatility of deal pipelines and trial outcomes requires resource models that can scale without destabilizing the organization. This explains the return to fit-for-purpose outsourcing, including functional service provider (FSP) models, flexible partnerships, and capability networks that allow for nimble response without excessive overhead.
Fund partnership infrastructure. Many companies treat alliance execution as a cost center rather than a competitive advantage. Leading firms are investing in the systems, governance, and relationship infrastructure needed to manage complex, multi-party alliances, establishing this as a core capability rather than a supporting function.
Leading in the Alliance Economy extends beyond writing better contracts or hiring more business development specialists. It requires reshaping how the organization thinks, operates, and adapts.
Make alliance management a strategic priority. From cross-functional deal teams to alliance PMOs, governance structures should reflect the new operating reality. KPIs should move beyond transaction value to include long-term partnership success, capability transfer, and ecosystem integration.
Enable agile decision-making. Static planning cycles appear insufficient for today's volatility. Organizations are building scenario-based planning capabilities, real-time data systems, and cross-functional forums that allow for faster pivots when policy, capital, or competitive dynamics shift.
Develop a partnership mindset. This represents a cultural shift away from the "not invented here" mentality and toward shared value creation. This means training leaders not just in negotiation, but in trust-building, governance, and managing interdependence effectively.
This transformation follows a logical progression. From our work with organizations in the field, we observe three overlapping phases:
In the next 6 months: Audit your current portfolio and partnership capabilities. Identify low-risk alliance opportunities that build organizational muscle. Establish a regulatory monitoring capability to track U.S. policy developments and international market shifts.
Over the next 6–18 months: Build the infrastructure for next-generation alliance management — people, systems, and processes. Rebalance capital allocation toward diversified, stage-appropriate investments. Map the partner ecosystem you want to engage with over the next five years and begin building those relationships.
Over the long term: Evolve the organizational model to fully embed alliance capabilities. Position the company within key partner networks as a preferred collaborator. Use the capabilities you've developed to accelerate innovation and adapt more quickly than market competitors.
The return to “normal” in biopharma seems unlikely. The forces reshaping the industry — geopolitical realignment, regulatory fragmentation, technological advancement, and capital constraints — appear to be permanent features rather than temporary challenges. They represent the new operating context.
Leaders who recognize this early and build the capabilities to operate effectively within it will be well-positioned not just to survive, but to shape the next era of biopharma innovation.
Every organization now faces the same question: What kind of company do you want to be in this new reality?
Reach out to the Acquis team
Principal, Life Science Strategy & Innovation
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