Session 113
The Value of Alliances: The Alliance Management Journey

Each organization takes a different path on their alliance journey, but central is the value that senior leadership places on alliances and alliance management. This panel will explore the paths taken by three diverse organizations with a focus on how they gained–and keep–the C-suite mindful of the value of alliances.

The following topics will be covered:


Andrew S. Eibling, CSAP
Founder and Senior Partner
Forty86 Consulting Group

Over his 30 plus year career, Andy's roles and companies have changed, but one thing has not - his involvement in structuring and managing partnerships of all types.

Andy Eibling is an experienced senior leader with over thirty years of experience in the life sciences industry specializing in soliciting, analyzing, negotiating, and managing strategic partnerships.

During his time working for a top 20 pharma company, a leading contract research organization, and various startups, he has been involved in a wide range of partnerships, from major global joint ventures and multi-billion dollar strategic provider relationships to early stage technology deals. His experience has allowed him to gain multiple perspectives firsthand - as a pharma company, service provider, and life science startup.

Andy founded Forty86 in 2018 and advises startup and midsize companies in business development, partnership strategy, alliance management, and fundraising.

In addition to his work at Forty86, Andy also served as VP of Business Development and Alliance Management at Enable Injections, a medtech startup, where he was responsible for establishing and maintaining strategic alliances with biopharma partners.

Prior experiences include VP of Enterprise Alliance Management at Covance, and 24 years at Eli Lilly & Company, where, as a founding member of Lilly's pioneering Office of Alliance Management, he managed a variety of partnerships ranging from early discovery technologies to global drug development.


Melinda McBride
Senior Vice President, Global Alliances and Channel Partners



Fiona Randall, CA-AM, PhD
Interim Head of Alliance Management
Vertex Pharmaceuticals

Fiona Randall is the Interim Head of Alliance Management at Vertex Pharmaceuticals Inc, a global biotechnology company that invests in scientific innovation to create transformative medicines for people with serious diseases. She and her team are responsible for a broad and innovative portfolio of external partnerships.

Fiona is experienced in managing global, internal and joint cross-functional teams and embedding effective and bespoke collaborative models and best practices for programs. A Neuroscientist by training and an experienced Drug Discovery Scientist and Alliance Manager, she has global academic and industry experience (UK, USA, Japan, China). Prior to her alliance management roles, she worked in Neurology Drug Discovery at GSK and Eisai.

Fiona has a BSc (Hons) in Molecular Biology from the University of Edinburgh and a PhD in Neuroscience from the University of Newcastle Upon Tyne in the UK.

Dean Sengstock
National Alliance Leader

Dean Sengstock is a partner with RSM US LLP and national leader of the RSM Alliance, a premier affiliation of independent professional service firms in the United States, Canada, the Cayman Islands and Puerto Rico. His team is focused on building an engaged community of high performing professional service firms that trust and promote each other with a desire to collaborate to create strategic value for our members and RSM.

Dean is passionate about:

  • Evolving as a leader and helping people accomplish their goals and aspirations thru effective collaborations and alliances.
  • Providing business advisory and strategic planning services to professional services firms and internal practice groups at RSM.
  • Serving as a performance coach to enable RSM and RSM Alliance members to collaborate more effectively, resulting in enhanced pursuit effectiveness and client service delivery tactics.
  • Growing and developing an ecosystem of strategic alliances for the benefit of RSM and our Alliance community.

Dean resides in Minneapolis, Minnesota with his wife Jodi and his two children, Blake and Ella. He enjoys golfing, boating, hockey and generally being outdoors.