Offshore shopping

In the past, most Western companies that went to Japan were looking for local big pharma companies to develop and market their compounds in Japan. In recent years, more companies have reversed the paradigm and are looking to in-license compounds from Japanese pharmas. Recent deals by two U.S. companies show how relationship-building in Japan has paid off.

MedImmune Inc. is cashing in on three years of such global outreach, recently adding a pair of antibody programs from Japanese partners to complement its work in inflammatory disease. Separately, Aveo Pharmaceuticals Inc. is building an oncology pipeline by reaching out to mid-sized Japanese pharma companies...