Session 103
Alliance Management 301: Advanced Alliance Management – Starting, Strengthening, and Sustaining Strong Alliance Value Creation

**NOTE: Workshop not included in conference fee - $950.00 ASAP Members and $1,140.00 non-members

Building on the success of the often sold-out introductory alliance management courses, this class further develops the core skills of alliance management, regardless of industry, via an advanced case study approach. After a quick review of the fundamentals, class members will have the opportunity to explore common and unique techniques in maximizing alliance value from the start up, the steady state, and wind down phases of an alliance, as well as key value inflection points like dispute management and alliance relaunch, each enhanced with a perspective on common human behavior.

Instructors will guide the case debriefs based on their expertise in managing human risk, business risk, and legal uncertainties. While it is helpful if class members have taken the first two classes, it is not a requirement.


Vickie Dalton
PsyD, HSPP and Clinical Psychologist




Kim Koch, M.S., CA-AM
Senior Director
Eli Lily and Company




David S. Thompson, CSAP
Chief Alliance Officer
Eli Lily and Company

David is an internationally recognized alliance architect and alliance builder, specializing in making alliances productive and profitable with a track record of: designing and operating effective and efficient alliances; successfully managing and negotiating alliance conflict; and developing high performing alliance management teams. David has published over 20 articles on the topic of alliance management and has been sought out by fortune 100 companies outside of the pharma industry to consult on their alliance management programs. David regularly teaches alliance management courses as a guest lecturer at universities and has taught scores of alliance managers not only from pharmaceutical and biotech companies, but also high tech, insurance, petroleum, funeral, automobile, and financial services industries. David also serves as a board member of the Association of Strategic Alliance Professionals.

Currently, David is the chief alliance officer at Eli Lilly and Company (Lilly).As the leader of Lilly's alliance management group, David is responsible for establishing and maintaining all major development, commercial, and manufacturing partnerships. He also oversees the integration of companies brought into Lilly via mergers and acquisitions. David has played a key role in many major alliances and acquisitions at Lilly, working with Boehringer Ingelheim, Amylin, Daiichi Sankyo and IMCLONE. His involvement begins during the due diligence process and continues throughout each alliance's lifecycle.

Prior to his role as chief alliance officer, David held leadership positions in sales, marketing, market research, pricing, new product planning, business development, and corporate strategy.