Sure more mouse model stuff should be interesting when they put...

Sure more mouse model stuff should be interesting when they put in presentations but I really don't think JP Morgan Healthcare conference does much for deals in the near term. Maybe it starts conversations for a later date but they've been attending for close to 10 years along with a string of oz bios and without doubt it's the largest conference to start the year but it's mayhem, whilst biotechs flock to the area with stands I think it's more of a big pharma showcase on the main stage, Hayes might help though.

I'm not a big fan of Buchan in oz but I think this article from a few years ago pretty much nails JPM.

“Like a pinball machine of bankers and homeless”: Four observations from the JP Morgan investment conference​

Kyahn Williamson, Head of Investor Communications​

Monday, January 19, 2015: Last week I had the good fortune to visit San Francisco for the Annual JP Morgan Healthcare Conference. Although I’d been told what to expect, nothing could still quite prepare me for the frenzy of tens of thousands of people who descend on the city for the biggest investment event on the healthcare and biotech calendar.

As one person described it: “During JP Morgan week San Francisco is like a pinball machine full of bankers and homeless people. You’re always bumping into one or the other.”

It’s no exaggeration. While there’s a homeless person on every street corner, there’s throngs of men and women in suits in every hotel lobby and every Starbucks. Every hotel suite around the Union Square and beyond is booked solid. Oh and did I mention, only a small proportion of these people make it into the JP Morgan conference itself? The remainder are attending satellite events or meeting offsite by day, and attending the cocktail parties taking place in every bar across the city by night.

For the Australian biotechnology companies – and Buchan’s clients attending the event – the purpose is twofold, given the conference attracts the top league of global pharmaceutical companies: Meeting potential investors and potential partners.

Following a bumper year for capital raisings in 2014, the mood was particularly buoyant, as investors look for the next big thing in biotech investment. Visiting the US in this capacity for the first time, it was a stark reminder of the truly global nature of this industry, and that the US is at the epicentre. But with valuations trailing far behind some of their US peers, how does an Australian micro- or small cap – or any other Aussie wanting to do business – make meaningful connections at the event?
Here’s a few of my observations:

1. Hone your story for a US market: People are parochial, and this rings true even in the US. Highlighting a connection to the US be it a partner, trial site, or investor helps to pique interest. Do your homework to find some common ground, or area of interest; it can dramatically change the dynamic of the conversation and help you stand out from the 40 other meetings your contact will have attended during the week. And if visiting another country, substitute the US for your current destination.
2. Sharpen your pitch: Especially at this meeting, where people run from one meeting to the next, it’s important to delivering your story succinctly. It might seem simple but many still have not mastered this art. Every company should be able to summarise their selling point in 30 seconds, and cover off the key points in 10 minutes. Save the detailed explanations for those who want to delve into the technology, and allow time for the conversation to take its natural course, in tune with the needs of your audience.
3. Take objections with a grain of salt: The gatekeepers will give you many reasons why they won’t look at a certain Australian company – often it relates to being valuation or development stage. But there are exceptions to every rule, and in the current climate where investors have the money to put into a speculative investment, it can be worth persisting. But don’t be silly about it. Try to find that connection with your audience, know why your story might break down barriers, and remember this is all about building long-term relationships. You might not strike gold overnight, and you don’t know where a connection might lead.
4. Put yourself out there: JP Morgan is networking on steroids. At fancy cocktail parties that were reminiscent of Gossip Girl, I observed some master net-workers who had done their homework, knew who they wanted to see and sought them out. If that’s not your style, seeking out someone you don’t know but have a reason to meet for a 15-minute drink was a worthwhile and more relaxed way to get to know someone.

Despite a busy schedule, I think I was only able to scratch the surface in a few days… I’m already starting on my business case to go back to JP Morgan in 2016.​