The scout who learned to look for the quiet ones

“The collaboration we create is key to our company’s success,” said Dr. Avi Spear, executive director of business development and licensing at Novartis, speaking at the Novartis-Israel Health Innovation Meeting. As part of his responsibilities, Speer explores Novartis' next investments.

As he puts it, he mainly focuses on the way such collaborations are created, and his advice cuts across different industries.

First, he says, face-to-face meetings are inevitable, and formal meetings are sometimes not enough. “Let's say the presentation is over and it's not quite a good fit. So, the presentation and the opportunity are over. But in a conversation, in a meeting, even if the idea seems inappropriate for one goal, you can talk about the other goals. The conversation opens up more opportunities.”

At events, meetings, and in unplanned conversations, Speer says, Novartis was able to identify several leading companies to invest. “Over the years, I have learned that sometimes there are people who talk loudly but don't actually say anything, and in contrast, there are people who say very important things but very quietly. The key is to find those people, and also to find the balance to find Who and what to work with.”

Speer says that in conjunction with his active search for companies and other investment channels on behalf of Novartis, startups and ventures often turn to the company, which can lead to fruitful collaborations. “We want to cooperate with and support local industry, produce more medicines and lead innovation together.”

Novartis and Globes collaborated to cover the conference in accordance with editorial standards and considerations that are important to Globes readers. The conference was held in collaboration with health technology and life sciences investment fund aMoon and Startup Nation Central.