Dora Garcia Delgado
Heber Biotec, South Africa
Title: Methodology for the valuation and negotiation of the biotechnology products with intangibles
Biography
Biography: Dora Garcia Delgado
Abstract
Heber Biotec S A, a Commercialized Company from the Center of Genetic Engineering and Biotechnology of Cuba. The High Tech Enterprise is playing an important role in the economy among other aspects as a source of high aggregated value products and intangible assets. The biotechnology enterprise is an exponent of this enterprise. Upon the basis of a document analysis and experts interchange applying Delphis method, a diagnostic is done concerning the treatment given to the biotechnology products with intangibles during negotiations. From such diagnostic the lack of a standard calculation method and the lack of a guide for preparing negotiations were identified as well as the lack of commercial culture concerning the biotechnology products with intangibles negotiation. The general objective of this work is to design a methodology for the valuation and deal making of biotechnology products. For the fulfillment of this objective a deep bibliography was reviewed granting the required concepts to design the methodology which establishes a sequence for the negotiation, recommends a calculation method and some accurate data like the range of payments, royalties percentages, coefficients to separate the intangibles form the total value of the biotechnology project or product. In the whole bibliography reviewed no other guide was found with the integration of calculation method and negotiation methodology in a sequence that become this methodology in a practical tool that allow to entrepreneur who start in biotechnology to evaluate and prepare a biotechnology product negotiation.