Strategic Hiring in the US

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Strategic Hiring in the US

• Danish-American Business Forum
• September 15, 2008

Nicolai Buhl Andersen
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My own background US experience platform

• 1996 2005 Novo Nordisk
• 4 years Princeton, New Jersey 1 year Forth
  Worth, Texas
• NN US went from 400 M to 1.5 BN in less than 4
  years
• 280 reps to 1700 reps
• 2005 2008 Coloplast, Senior Vice President
• US a key strategic priority and growth
  opportunity
• Coloplast acquired US company Mentor
• 2008 Bavarian Nordic, Executive Vice President
• gt 10 years of partnership with US Government
• Awarded the single biggest contract within
  bio-defense by US Government

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Bavarian Nordic A/S company profile

• Fully integrated vaccine company founded in 1994
• Operations in Denmark, Germany and USA
• International leader for patented MVA-BN
  technology
• Strategic focus on bio-defense and infectious
  diseases
• Approx. 300 employees world-wide
• Listed at Copenhagen Stock Exchange (BAVA) since
  1998

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Bavarian Nordic international presence
Kvistgård, Denmark Industrial Scale Production
Berlin, Germany Pilot Manufacturing
Mountain View, California RD Process Development
Washington, DCGovernment Affairs
Munich, Germany RD Process Development
SingaporeGovernment Affairs
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Bavarian Nordics US objectives

• Become a corporate leader within the United
  States Government supported medical
  countermeasures community while expanding
  commercial opportunities in the same market
• Position Bavarian Nordic to take advantage of
  the commercial, policy formulation, RD and
  Strategic National Stockpile acquisition
  opportunities that are, and will be available

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U.S. Governmental contracts
RFP-1
29 million
Early clinical and technical development
2003
RFP-2
Industrialisation of manufacturing process
500,000 doses Clinical studies will support
Emergency Use Authorization (EUA)
2004
gt 115 million
RFP-3 Base contract Option
Purchase of 20 million doses Includes research
to support licensing for healthy individuals
2007
500 million
Purchase of an additional 60 million doses.
Includes research to support licensing for
immune compromised.
1.1 billion
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6 observations when hiring in US as a foreign
company
Place your business at right location
Create a compelling vision
Show that you mean business
Present US insight
Be prepared to invest
Leverage the best of 2 worlds
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Place your business at the right location

• Access to people and skills differ from state to
  state
• Certain states are dedicated to specific
  business sectors
• Life science states like e.g. New Jersey, North
  Carolina and Massachusetts
• Hi-tech states like e.g. Texas, California
• Attracting people depends on cost of living and
  quality of life

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Create a compelling vision/dream for your
business

• You need to differentiate your business from
  corporate America
• What professional journey can you offer me?

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Show that you mean business

• Are you here to test the opportunities?
• What role does the US play for the companys
  future growth?
• Is the company serious about investing in the
  US?
• Which results have you achieved so far in the
  US?

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Show you have US market insight

• Do you have a clear plan for how to grow the
  business in the US?
• Do you have partnerships with respected US
  companies?
• Do you have key US people on board?

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Be prepared to invest

• Accept that key people may cost more than in
  certain European countries
• Attractive bonus and incentive plans play an
  important role
• Bonus and incentive plans can be bigger than
  base salary

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Leverage the best of 2 worlds

• Create a culture based on the best of both
• Organize your structure and workflow in a way
  which show you are different
• Offer an unique package
• (vacation, healthcare benefits, working hours
  etc.)

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6 observations on management as Dane in the US
Motivational leadership skills
Celebrate results
Build trust to foster the challenge
Process versus execution
Follow up versus empowerment
Consensus versus direction setting
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