USA Training Materials

The American life science industry and business culture

1.) The current status of the life science sector in the USA:

Overview of the pharma and biotech sector, life science hotspots in the USA,
the healthcare system and regulatory affairs.

Life science regions in the USA

Cluster Regions in the USA (MAP)
Have a look at the most important cluster regions in the USA

Information and further reading:

Important documents Database

Online resources:

Economic Impact PhRMA.Link
Some quick facts about the impact of biopharmaceuticals on US economy.
Publisher: PhRMA. Link


The reimbursement and regulatory system

Online resources:

Useful Links

International profiles of health care systems (The Commonwealth Found 2012_Pdf)



2.) Life Science business culture and negotiation process in the USA

eLSi Expert Interviews

Negotiation techniques, directness, positiveness - Hear it from an expert (VIDEO, 2 min)
    
Partnering meetings, coming to the point - Hear it from an expert (VIDEO, 1 min)

How you can tell they are interested (VIDEO, 1 min)
   
Negotiation style, presentations, confidence, weaknesses - Hear it from an expert (VIDEO, 1 min)
    
Expected contents in pitches, market information - Hear it from an expert (VIDEO, 2 min)
    
Agreements (gentlemen, written;trust) - Hear it from an expert (VIDEO, 2 min)
    
Haggling - Hear it from an expert (VIDEO, 1 min)
    
Bureaucracy, hierarchy - Hear it from an expert (VIDEO, 1 min)
    
Attorneys at meetings - Hear it from an expert (VIDEO, 1 min)
   
Finding the right negotiation partner in a company - Hear it from an expert (VIDEO, 1 min)
    
Agents, first contact with pharma, networks - Hear it from an expert (VIDEO, 2 min)
    
Conflict resolution, negotiation mediators - Hear it from an expert (VIDEO, 1 min)
   
Business risk and failure in the USA - Hear it from an expert (VIDEO, 2 min)

Deal breakers in the USA - Hear it from an expert (VIDEO, 1 min)
    
Intellectual property in the USA - Hear it from an expert (VIDEO, 1 min)
    
Due dilligence in the USA - Hear it from an expert (VIDEO, 1 min)

Information and further reading:

The impact of culture in international business negotiations. Ndapwilapo Shimutwikeni from University of Dundee



3.) Business etiquette in the USA - Do's & Dont's

eLSi Expert Interviews
    
Cultural differences between Europe and the USA - Hear it from an expert (VIDEO, 1 min)
    
Communication etiquette in the USA - Hear it from an expert (VIDEO, 2 min)
    
Punctuality in the USA - Hear it from an expert (VIDEO, 1 min)
    
Gifts at meetings in the USA - Hear it from an expert (VIDEO, 1 min)
   
Business dress code in the USA - Hear it from an expert (VIDEO, 2 min)
    
Relationship buildíng, small talk in the USA - Hear it from an expert (VIDEO, 1 min)
    
US clichés about Eurpean companies - Hear it from an expert (VIDEO, 1 min)
    
The role of the US governemnt in business - Hear it from an expert (VIDEO, 1 min)
    
Online resources:

Useful Links



4.) Starting your business in the USA

eLSi Expert Interviews

Starting your business in the USA, location choice - Hear it from an expert (VIDEO, 6 min)
    
Regulatory & marketing strategies - Hear it from an expert (VIDEO, 3 min)
   
Interaction with FDA, trends, categorisation - Hear it from an expert (VIDEO, 6 min)

Access to capital - Hear it from an expert (VIDEO, 5 min)
   
Information and further reading:

Useful documents and links



5.) Language - basics & tips

Basic language facts

eLSi Expert Interviews

Expressions,misunderstandings - Hear it from an expert (VIDEO, 1 min)

Expressions, reliability - Hear it from an expert (VIDEO, 2 min)

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