The most provocative statement I heard at  The BD Event in Boston last week came from George Crump, when he said, “OEM agreements don’t work.  If a company wants the technology, they should man up and buy it.”  Mike Miracle and I chaired the Business Development Roundtable discussion where George made his comment, and I have to say, it sparked a lively debate.

Although I make my living largely by helping companies establish strategic partnerships, including OEM agreements, I thought it would be helpful to list some reasons why potential partners would say “No” to an OEM agreement. (more…)