Business Development Questions Quiz

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Business Development Questions Quiz - Quiz

Welcome to the Business Development Questions Quiz, a challenging exploration of the strategies and skills crucial for fostering growth and success in the corporate world! This quiz delves into the multifaceted realm of business development, testing your knowledge on market analysis, customer acquisition, strategic partnerships, and innovative expansion tactics. Whether you're an aspiring entrepreneur, a seasoned business professional, or someone interested in the dynamics of corporate growth, this quiz offers a comprehensive examination of the key principles that drive business development. From identifying new opportunities to crafting effective strategies for revenue generation, each question provides a glimpse into the dynamic Read moreworld of business expansion. Engage with this quiz to assess your proficiency in the art and science of business development and discover new insights into the strategies that propel organizations forward. Let the Business Development Questions Quiz be your guide to unlocking the potential for growth in the ever-evolving business landscape!


Questions and Answers
  • 1. 

    Upon what is a company's "Partnership Reputation" based?

    • A.

      Ability to successfully conduct hostile takeovers of companies

    • B.

      Ability to forge BD contracts and creative payment strategies

    • C.

      Ability to successfully merge with other companies

    • D.

      Street cred

    Correct Answer
    B. Ability to forge BD contracts and creative payment strategies
    Explanation
    A company's "Partnership Reputation" is based on its ability to forge BD contracts and creative payment strategies. This means that the company is able to negotiate and establish beneficial partnerships with other companies by creating contracts that are mutually beneficial and by implementing innovative payment strategies. This demonstrates the company's ability to collaborate effectively and create partnerships that bring value to both parties involved.

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  • 2. 

    What do BD deals typically involve, at the highest level?

    • A.

      Attracting clients

    • B.

      Selling products

    • C.

      Alliances or partnerships with other companies

    Correct Answer
    C. Alliances or partnerships with other companies
    Explanation
    BD deals typically involve alliances or partnerships with other companies. This means that businesses collaborate with one another to achieve mutual benefits, such as expanding their customer base, accessing new markets, sharing resources or expertise, and increasing their competitive advantage. These deals can take various forms, including joint ventures, strategic alliances, licensing agreements, or distribution partnerships. By forming alliances or partnerships, companies can leverage each other's strengths and resources to achieve their business objectives more effectively and efficiently.

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  • 3. 

    What does the BD function of a pharma company do?

    • A.

      Identify, negotiate, and often implement deals that align with corporate strategy

    • B.

      Create and negotiate deals that bring new and innovative ideas into the company

    • C.

      Assist the marketing arm of the company with promoting the company

    • D.

      Monitor acquisition and divestiture deals.

    Correct Answer
    A. Identify, negotiate, and often implement deals that align with corporate strategy
    Explanation
    The BD function of a pharma company is responsible for identifying potential business opportunities, negotiating deals, and implementing them in a way that aligns with the company's overall corporate strategy. This involves finding partnerships, collaborations, and acquisitions that can bring new and innovative ideas into the company, ultimately helping it grow and succeed in the market. The BD team also monitors acquisition and divestiture deals to ensure they are in line with the company's strategic goals.

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  • 4. 

    With which other teams does BD work most closely?

    • A.

      Marketing, Clinical Development, and Regulatory

    • B.

      Regulatory, Legal, and Marketing

    • C.

      Discovery, Development, and Regulatory

    • D.

      Clinical Development, Marketing, and Discovery

    Correct Answer
    D. Clinical Development, Marketing, and Discovery
    Explanation
    BD works most closely with the Clinical Development, Marketing, and Discovery teams. This suggests that BD collaborates with these teams on a regular basis and they have a strong working relationship. They likely work together to develop and market new products or treatments, as well as to conduct clinical trials and research.

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  • 5. 

    True or false: While products under development and licensing opportunities can come from anywhere within the company, BD takes the first pass at processing/screening them.

    • A.

      True

    • B.

      False

    Correct Answer
    A. True
    Explanation
    BD stands for Business Development, which is responsible for identifying and evaluating potential opportunities for a company. The statement suggests that while products under development and licensing opportunities can originate from any department within the company, BD takes the initial step in processing and screening them. This implies that BD plays a crucial role in assessing and determining the viability of these opportunities before they proceed further within the company. Therefore, the statement is true.

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  • 6. 

    Once a BD screens an opportunity and accepts it, it becomes a qualified opportunity.  Where does it go at this point?

    • A.

      Immediately goes into processing

    • B.

      Goes to a secondary approval committee

    • C.

      Stays in BD to advance to the next step

    • D.

      It goes back to the other company until their BD team accepts it

    Correct Answer
    B. Goes to a secondary approval committee
    Explanation
    Once a BD screens an opportunity and accepts it, it becomes a qualified opportunity. At this point, it goes to a secondary approval committee.

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  • 7. 

    What method is typically used to evaluate the financial potential of a deal?

    • A.

      Due diligence

    • B.

      GAAP

    • C.

      Discounted cash flow

    • D.

      Scientific risk-aversion analysis

    • E.

      Stochastic analysis

    Correct Answer
    C. Discounted cash flow
    Explanation
    Discounted cash flow is a method typically used to evaluate the financial potential of a deal. It involves estimating the future cash flows generated by the investment and then discounting them to their present value using a predetermined discount rate. This helps in determining the net present value (NPV) of the investment, which indicates whether the deal is financially viable or not. By considering the time value of money, discounted cash flow analysis provides a more accurate assessment of the profitability and value of an investment.

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  • 8. 

    For opportunities that survive in-depth analysis, who makes up the team that sits down at the negotiating table to finalize the deal?

    • A.

      BD, Legal, Finance

    • B.

      Marketing, Legal, BD

    • C.

      Discovery, Development, BD

    • D.

      Marketing, Development, Finance

    Correct Answer
    A. BD, Legal, Finance
    Explanation
    The team that sits down at the negotiating table to finalize the deal consists of individuals from the Business Development (BD), Legal, and Finance departments. These departments play crucial roles in analyzing the opportunities and ensuring that the deal is legally sound and financially viable. Marketing and Development may be involved in earlier stages, but when it comes to finalizing the deal, BD, Legal, and Finance are the key players.

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  • 9. 

    There are three contractual terms that usually receive the most attention.  Which item below is no one of them?

    • A.

      Description of the business relationship

    • B.

      Deal value

    • C.

      Legal description

    • D.

      Schedule of payments

    Correct Answer
    C. Legal description
    Explanation
    The question asks to identify the item that is not one of the three contractual terms that usually receive the most attention. The options provided are description of the business relationship, deal value, legal description, and schedule of payments. The correct answer is legal description, as it is not typically one of the main focal points in a contract. The other three options, description of the business relationship, deal value, and schedule of payments, are commonly considered and given significant attention in contractual agreements.

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  • 10. 

    Name the following common BD deals: A. Marketing of the same product under a different brand name B. Establishment of a new corporate entity to commercialize a product that is jointly owned by the partners. C. Licensing by one contract partner of sales and marketing rights to the other's product in a specified geography. D. Licensing of limited commercial rights by one contract partner to the other partners product in exchange for development funding and/or assistance

    • A.

      A. Co-marketing B. Co-promotion C. Manufacturing or supply D. Marketing-Licensing

    • B.

      A. Co-Marketing B. Joint Venture C. Market-Licensing D. R&D and Marketing Licensing

    • C.

      A. Joint Venture B. Product Acquisition C. Market-Licensing D. Co-Promotion

    • D.

      A. Product acquisition B. Joint Venture C. Market-Licensing D. Manufacturing or Supply

    Correct Answer
    B. A. Co-Marketing B. Joint Venture C. Market-Licensing D. R&D and Marketing Licensing
    Explanation
    The correct answer is D. R&D and Marketing Licensing. This is because option D describes the scenario where one contract partner licenses limited commercial rights to the other partner's product in exchange for development funding and/or assistance. This involves a partnership between the two parties where one provides funding and assistance for research and development, while the other partner licenses the marketing rights for the product.

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  • 11. 

    Which is not one of the three categories in which a BD deal typically falls?

    • A.

      In-licensing and Acquisitions

    • B.

      Cooperative Development and Commercialization

    • C.

      Out-Licensing and Divestiture

    • D.

      Hostile takeovers

    Correct Answer
    D. Hostile takeovers
    Explanation
    The question asks for the category that is not typically included in a BD deal. The first three options, in-licensing and acquisitions, cooperative development and commercialization, and out-licensing and divestiture, are all common categories in BD deals. However, hostile takeovers are not typically considered a category in BD deals as they involve a more aggressive approach to acquiring a company without the consent or cooperation of the target company's management.

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  • 12. 

    True or False: Negotiations and deals cannot cover  multiple products and/or involve complementary services; there must be a specific deal for each product/service.

    • A.

      True

    • B.

      False

    Correct Answer
    B. False
    Explanation
    Negotiations and deals can cover multiple products and/or involve complementary services. There is no requirement for a specific deal for each product or service. This means that parties can negotiate and make deals that encompass multiple offerings or include additional services that complement the main product. This flexibility allows for more comprehensive agreements that meet the needs and interests of all parties involved.

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  • 13. 

    What might the structure of a deal look like when two parties want to "test the waters" with a product while still looking to collaborate with other products?

    • A.

      A deal with contingent terms.

    • B.

      A deal with a "test/no fault" clause.

    • C.

      When a deal is structured so that the success of the initial product triggers mutual obligations with respect to other products.

    • D.

      When a deal is structured so that one party has the option of backing out before the final negotiations, and the other party is aware of this fact.

    Correct Answer
    C. When a deal is structured so that the success of the initial product triggers mutual obligations with respect to other products.
    Explanation
    A deal with contingent terms is a structure where the success of the initial product will determine the obligations between the parties regarding other products. This means that if the initial product is successful, both parties will be obligated to collaborate on other products. It allows the parties to "test the waters" with the initial product while still keeping the option to collaborate on other products if it proves successful.

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  • 14. 

    On what will the financial terms of the deal be based?

    • A.

      It will be based on the value assigned to the asset and decisions about how that value is to be shared.

    • B.

      It will be based upon the total value of the companies entering into the negotiations.

    • C.

      It will be based on the value that each party brings to the deal.

    • D.

      The FDA must assign the value of the product in question.

    Correct Answer
    A. It will be based on the value assigned to the asset and decisions about how that value is to be shared.
    Explanation
    The financial terms of the deal will be determined by the value assigned to the asset and the decisions made regarding how that value will be shared. This means that the parties involved will need to agree on the worth of the asset and come to a consensus on how the financial benefits will be distributed among them. The value of the companies entering into the negotiations or the FDA's assignment of value to a product are not relevant factors in determining the financial terms of the deal.

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  • 15. 

    What type of product has high risk and low value in a deal?

    • A.

      A product that has FDA approval

    • B.

      A late stage product

    • C.

      An early stage product

    • D.

      A product that is undergoing off-label investigator trials

    Correct Answer
    C. An early stage product
    Explanation
    An early stage product has high risk and low value in a deal because it is still in the early development phase and has not yet been fully tested or proven in the market. This means that there is a higher chance of failure or unexpected complications, which increases the risk for potential investors or buyers. Additionally, the product's value is lower because it has not yet demonstrated its effectiveness or generated a track record of sales or revenue. Therefore, an early stage product is considered to have high risk and low value in a deal.

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  • 16. 

    What is the most common way BD mitigates risk in deals?

    • A.

      By working with the legal team to product airtight contracts that absolves them of any risk.

    • B.

      Through the careful structuring of deal payments.

    • C.

      By only entering into negotiations regarding late stage compounds.

    • D.

      By employing Steve Jaben to handle their legal affairs.

    Correct Answer
    B. Through the careful structuring of deal payments.
    Explanation
    The most common way BD mitigates risk in deals is through the careful structuring of deal payments. This means that they establish payment terms and conditions that help minimize potential risks associated with the deal. By structuring payments in a way that aligns with the progress and success of the deal, BD can ensure that they are protected from any potential losses or unforeseen circumstances. This approach allows them to manage risk effectively and safeguard their interests throughout the deal process.

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  • 17. 

    What are milestone payments?

    • A.

      Reoccurring payments that happen in predefined intervals.

    • B.

      Payments that are based on sales performance.

    • C.

      Where one party leaves bags of money at certain milemarkers along the interstate.

    • D.

      Payments that are contingent on the achievement of certain development or commercialization goals.

    Correct Answer
    D. Payments that are contingent on the achievement of certain development or commercialization goals.
    Explanation
    Milestone payments refer to payments that are made based on the achievement of specific development or commercialization goals. These goals can be related to the progress of a project, such as completing certain stages or reaching specific milestones. The payments are contingent on the successful completion of these goals and serve as a way to incentivize and reward progress. Unlike reoccurring payments or payments based on sales performance, milestone payments are specifically tied to the achievement of predetermined objectives.

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  • 18. 

    What type of deal would require FDA/external regulatory body approval?

    • A.

      When the joint venture would create antitrust concerns through less competition in the market.

    • B.

      The FDA must always approve BD deals between companies.

    • C.

      In cases where the contract calls for a change in manufacturing facilities.

    • D.

      None. Approval is received from internal regulatory bodies only.

    Correct Answer
    C. In cases where the contract calls for a change in manufacturing facilities.
    Explanation
    A deal that requires FDA/external regulatory body approval is when the contract calls for a change in manufacturing facilities. This is because any changes in the manufacturing process or facilities can impact the safety, quality, and efficacy of the products being produced. Therefore, regulatory bodies such as the FDA need to review and approve these changes to ensure that they comply with regulations and standards.

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  • 19. 

    Which is not usually a core competency of the BD function?

    • A.

      Opportunity prospecting

    • B.

      Deal evaluation and closure

    • C.

      Therapeutic evaluation

    • D.

      Alliance management

    Correct Answer
    C. Therapeutic evaluation
    Explanation
    Therapeutic evaluation is not usually a core competency of the BD function. The BD function typically focuses on activities such as opportunity prospecting, deal evaluation and closure, and alliance management. Therapeutic evaluation involves assessing the efficacy and safety of different therapeutic options, which is usually the responsibility of medical and clinical professionals rather than the BD function.

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  • 20. 

    Industry wide, to which entity does BD typically NOT report?

    • A.

      The C-Suite (CEO, COO, CFO)

    • B.

      R&D

    • C.

      Leader of Strategic Marketing

    • D.

      Regulatory

    Correct Answer
    D. Regulatory
    Explanation
    BD typically does not report to the regulatory entity. The regulatory department is responsible for ensuring compliance with laws, regulations, and industry standards. BD, on the other hand, is more likely to report to the C-suite (CEO, COO, CFO) for overall strategic direction, R&D for product development, and the leader of strategic marketing for marketing and sales strategies.

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  • 21. 

    Which of the following functions is not one that supports BD on every deal?

    • A.

      Legal

    • B.

      Marketing

    • C.

      Finance

    • D.

      Technical Specialist

    Correct Answer
    B. Marketing
    Explanation
    Marketing is not a function that typically supports Business Development (BD) on every deal. While Legal, Finance, and Technical Specialist roles may be involved in various aspects of BD, such as contract negotiation, financial analysis, and technical expertise, Marketing focuses more on promoting and selling products or services to customers. While Marketing may indirectly contribute to BD efforts by generating leads or creating marketing materials, it is not a direct support function for BD on every deal.

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  • 22. 

    Most leading companies in the BioPharma industry are engaged in:

    • A.

      In-licensing

    • B.

      Out-licensing

    • C.

      Both in-licensing and out-licensing

    • D.

      Neither in-licensing or out-licensing

    Correct Answer
    C. Both in-licensing and out-licensing
    Explanation
    Most leading companies in the BioPharma industry engage in both in-licensing and out-licensing. In-licensing refers to the practice of acquiring external technologies, products, or intellectual property rights from other companies or organizations. This allows the company to expand its product portfolio or enhance its research and development capabilities. On the other hand, out-licensing involves granting external companies the rights to use, develop, or commercialize a company's own technologies or products. This can generate additional revenue streams and leverage the expertise of other organizations. Thus, engaging in both in-licensing and out-licensing allows BioPharma companies to access external innovations while also monetizing their own intellectual property.

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  • 23. 

    Please enlighten us and your fellow team members with regards to the following questions:BDMs: In what ways does the BD function of a pharma company differ from the BD function here at M2 and how can we market to members of this team? What can M2 offer them? How would you pitch to them?CSMs: What criteria would you be looking for in a consultant to fill a role in the BD function of a pharma company. What types of needs can you anticipate a BD team member having and in what ways would you refine your search criteria to fund a consultant to fill that need?Operations:  What did you learn in this chapter that you did not know before and how can you use it to support other members of the LSG team?You may submit this via e-mail or in the space below, which ever you feel more comfortable with.

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  • Current Version
  • Dec 22, 2023
    Quiz Edited by
    ProProfs Editorial Team
  • Feb 12, 2009
    Quiz Created by
    Msquared
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