Name: #554: Reverse Pitches: How Pharma Actually Buys
Start: 2026-06-16T16:15:00-0400
End: 2026-06-16T17:15:00-0400

#554: Reverse Pitches: How Pharma Actually Buys

Tuesday June 16, 2026 4:15pm - 5:15pm EDT

103A

Component Type: Session
Level: Advanced

Founders pitch to pharma expecting a straightforward evaluation, but pharma doesn't buy the way VCs do. Led by Whale Tank judges and biopharma thought leaders, this session flips the script—showing how pharma actually evaluates, negotiates, and commits to partnerships with innovative companies.

Learning Objectives

Identify the hidden criteria and decision-makers that determine whether a pharma deal moves forward; Understand MSAs, compliance requirements, and relationship dynamics that shape biopharma partnerships; Recognize common deal-stoppers and structure early conversations to align with how pharma actually evaluates and buys.

Chair

Ligia Kilinski Kilinski Cevasco

Speaker

Panelist
Mindy Gruba

Speakers