By Roger Longman
Three key lessons shout from Pfizer Inc. 's $1.3 billion acquisition of Esperion Therapeutics Inc. , perhaps the...
A Recipe for Acquisition: the Esperion Strategy
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Though one key ingredient is luck, exit-by-M&A can be planned, as the Esperion-Pfizer transaction shows. Focusing on a single underappreciated pathway and eschewing discovery, Esperion put together, very inexpensively and very quickly, an in-licensed portfolio of related compounds. By doing so, Esperion minimized the chances it would find itself competing against an improved follow-on should it prove the value of its mechanism of action. Likewise, once it had reached some clinical proof of principle, its strategy positioned it either for a major multi-product deal or, even more likely, an acquisition-with Pfizer's $1.3 billion takeover the eventual outcome.
Candid conversations with C-suite leaders.
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