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Bigger Deal Values by Splitting Indications: PDL's Experience

Executive Summary

It is one of the odder aspects of biotech life that one of the most important new ways to increase the dealmaking value of products has nothing to do with science or negotiating tactics-but sales auditing. PDL Biopharma's deals with Roche and Biogen Idec revive the notion of splitting indications among partners, a strategy apparently killed by the Amgen/J&J battle over EPO.

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