Cases

35



Headline
Development of launch strategy and launch support
Bild
Challenge
2 Competitors already on the market
Ansatz
A European biosimilar manufacturer asked us to support a "Late to Market Launch" with the target to be market leader in year 2. Development of positioning, go-to-market approach, pricing, sales force design and set-up, segmentation & targeting
Ergebnis
After 12 months the product has reached the #2 position in the total market
Headline
Business performance analysis & strategic recommendations
Bild
Challenge
To date performance well below expectations
Ansatz
6 days Quick Scan: market, go-to-market strategy, SFE and marketing. Identification and quantification of performance improvement options. Clear recommendations for action
Ergebnis
Innovative approach, excellent customer feedback
Headline
Design Commercial Strategy
Bild
Challenge
Declining market shares and a less agile team.
Ansatz
Realignment of commercial activities: Design customer value model incl. value preposition, alignment of sales force strategy, segmentation & targeting, coverage & frequency model and push portfolio design.
Ergebnis
New model leads to first significant contracts with customers, strong basis for continuation.
Headline
Advanced Analytics design
Bild
Challenge
No tools available, bad data
Ansatz
Customer potential and performance transparency: No view of real customer potential, no volume targets at customer group level. Design of a customer value model with design and implementation of an advanced analytics tool
Ergebnis
Tool allows both management and reps to track and plan activities in detail - excellent customer feedback
Headline
CRM design and implementation
Bild
Challenge
Little CRM experience on the customer side
Ansatz
Europe-wide CRM implementation: Global pharmaceutical company replaces existing CRM with Veeva Lead Market / Kernel approach. Design of templates according to market models and local adaptation.
Ergebnis
Successful launch of CRM in due time and quality
Headline
Generics Portfolio Strategy
Bild
Challenge
Very large current and future portfolio, many different go-to-market approaches
Ansatz
Designed an ongoing portfolio management strategy for a global generics player with a portfolio of 10k+ SKUs for their Western European business. Definition of approx. 20 scenarios per market to calculate volume/value values and make product decisions for the future. Very complex and sophisticated model, very simple application with transparency for all stakeholders. Approach and tool scaled for continuous use over several years.
Ergebnis
Tool successfully implemented achieving a step change.
Headline
Product Re-launch
Bild
Challenge
Product difficult to position in the market.
Ansatz
Re-launch of innovative dermatology (neurodermatitis) product. Product performing below expectations. Analysis of dermatologists and patients needs and fears, analysis of therapy options, derivation of a new product positioning and communication. Strong consideration of patient needs and involvement in physician interaction.
Ergebnis
Significant increase in market share
Headline
Tender business Middle East
Bild
Challenge
Complex markets and portfolios
Ansatz
Success rate in tenders in the Middle East too low: analysis of markets, products and decision models. Design of a very focused strategy to optimize win rate, volume and GM.
Ergebnis
Implementation of the strategy led to exponential growth
Headline
Generics pharmacy markets, innovative approachChallenge
Bild
Challenge
Find an approach for significant market share increase with low effort and high acceptance in the sales force.
Ansatz
Generics, pharmacy markets in EU and South Africa - Sales Approach Innovation. Significant volume growth achieved through a new sales strategy aimed at maximizing share-of-wallet at the pharmacy level or buying group level. Development and implementation of a strategy to grow from e.g. 10% share to 70%.
Ergebnis
Strategy and implementation led to massive volume increases and sustained acceptance among customers, management and sales reps.
Headline
Overall strategy for medium-sized specialty pharma
Bild
Challenge
In order to remain competitive in the long term, our client required a revision of the strategy with a clear focus on particularly suitable therapeutic areas.
Ansatz
In a structured process, all options were analyzed with the management team, taking into account therapeutic trends, market/competition situation, own strengths and weaknesses in the core markets.
Ergebnis
As a result, a clear TA strategy was defined with measures to expand the portfolio and organization.
Headline
Development of a portfolio strategy for a leading global Gx group
Bild
Challenge
Our challenge was to find further growth opportunities for a global market leader with an extremely broad portfolio against the backdrop of declining patent expirations.
Ansatz
A systematic analysis of market and competitive developments, required success factors and possible value add potentials was carried out in a team with our customers.
Ergebnis
On this basis, a roadmap of short-, medium- and long-term opportunities was developed in order to underpin the growth targets of the coming years with product candidates.
Headline
Portfolio Strategy Hospital
Bild
Challenge
The objective was to develop a portfolio for a new European market participant based on individual hospital assets.
Ansatz
Based on a detailed analysis of treatment standards and trends as well as the competitive situation in European core markets, therapeutic areas were selected for which a portfolio roadmap was drawn up, taking into account licensing options and in-house development capabilities.
Ergebnis
After only 3 years, the selected therapeutic areas were successfully established in several European markets.
Headline
Development Roadmap Oncology
Bild
Challenge
In order to focus development resources on the most promising investments, our client, a global pharmaceutical company, needed to revise the brand plan for an important asset.
Ansatz
Together with the global teams from Research, Development, Medical, Business Intelligence, Commercial and Market Access, future scenarios were systematically developed and the benefit/probability of various development options evaluated
Ergebnis
A coordinated long-term plan ensures that the medical benefits and the value of the asset are optimally exploited.
Headline
Due Diligence & Transaction Support Drug Discovery Unit (Buy side)
Bild
Challenge
Our customer had the opportunity to take over the Discovery Unit of a competitor in the course of a spin-out
Ansatz
Coordination of due diligence involving internal and external experts. After a positive result, support of the transaction and coordination of all stakeholders until closing.
Ergebnis
Successful completion of the transaction
Headline
Discount contract strategy for original products
Bild
Challenge
For an original provider, the question arose as to how it is possible to reconcile the cost-saving efforts of the SHI system with economic efficiency requirements for its own business.
Ansatz
Based on a comprehensive analysis of possible contracts, a contract strategy was developed. The implementation and establishment of a monitoring system was also supported.
Ergebnis
Numerous new discount agreements led to a win-win situation for both the cash register and the company
Headline
Biosimilars Strategic Plan
Bild
Challenge
For the successful establishment of a fully integrated biosimilar business unit, a strategic plan was needed to ensure that investments could be used in the long term
Ansatz
Analysis of future patent expirations and potential competition scenarios. Development of a balanced plan to ensure the optimal use of development and marketing structures in the long term.
Ergebnis
Creating the foundation for a solid biosimilars business
Headline
Product & Commercial Strategy Bioinformatics
Bild
Challenge
Our client, a bioinformatics start-up company, was planning to invest in the further development of its product and to refocus its offering.
Ansatz
With the involvement of existing and potential customers, various business models including forward and backward integration (e.g. cloud services, sequencing services) were evaluated, taking into account market potential and the competitive situation.
Ergebnis
Strategy & roadmap based on an objective evaluation
Headline
Technology Screening Medical Devices
Bild
Challenge
Objective: Search for new technology trends for a market leader and identification of possible M&A targets
Ansatz
Definition of the fields of application of interest. Comprehensive screening of development and patent activities of competitors, start-ups and academic research groups.
Ergebnis
Trend report and identification of possible M&A targets for further pursuit
Headline
Launch Support for Molecular In Vitro Diagnostic Test
Bild
Challenge
Completion of the development and support of the market launch
Ansatz
Project management for the final phase of development up to certification and simultaneous preparation for global market launch directly and via distributors.
Ergebnis
Successful launch of the diagnostic agent
Headline
Market Study Diabetes
Bild
Challenge
Investigation of prescribing behavior and identification of drivers and barriers to technical innovation
Ansatz
Analysis of current behavior and development of future scenarios involving a panel of diabetologists
Ergebnis
Clearly defined future scenarios and comprehensive understanding of the drivers of development
Headline
Business Transformation Program Homecare
Bild
Challenge
Identification of growth potential and development measures to achieve sales targets
Ansatz
Definition of growth initiatives with all business units. Quantification & prioritization. Detailed planning and implementation of a first wave of measures
Ergebnis
Translation of the top-down objectives into concrete achievable action plans
Headline
CRM design and implementation
Bild
Challenge
Optimization of the CRM system to create transparency and increase sales performance.
Ansatz
Classical specification sheet created. The approach was "backwards", starting with reporting and the key views that all stakeholders need to have in order to bring "insights" and "action" to the forefront.
Ergebnis
SAP CRM implementation, which was very well received by sales force and management, reporting set new standards.
Headline
Gx Portfolio Management
Bild
Challenge
Method to find several countries for very large and complex future Gx portfolio.
Ansatz
For 10 European countries a model with up to 20 scenarios each was developed, which allows to forecast the future volume and sales of molecules over a period of several years. The logic was realized with QlikView. With this tool, it is possible to filter by geography, substance classes, dosage forms etc. and to display analyses in real time, which are the basis for future portfolio decisions.
Ergebnis
State of the art approach realized with QlikView, very high transparency and modeling possible
Headline
Gx Countries Turn Around
Bild
Challenge
Growth behind market, financial targets not achieved
Ansatz
Analysis of markets and decision-making mechanisms. Development of a positioning with a clear USP. Re-design of the go-to-market approaches. Support during implementation
Ergebnis
Significant growth in the most important countries above market level, significant improvement in key financial figures
Headline
Setting up a JV in China
Bild
Challenge
Separation of a part of the business and foundation of a JV with a Chinese partner
Ansatz
Detailed business case modelling as a basis for contract negotiations. Broad-based implementation support: setting up new organizational structure, service level agreements, communication strategy, etc.
Ergebnis
Successful completion and timely start of the JV
Headline
Portfolio streamlining of generic products
Bild
Challenge
Margin increase by focusing the portfolio
Ansatz
Detailed margin analysis and resource allocation per SKU; development of portfolio adjustments in several cross-functional workshops; modelling of the new portfolio
Ergebnis
Strong reduction of SKUs and focused portfolio
Headline
Design and implementation of a significant expansion of the sales force for a Gx company
Bild
Challenge
Market very complex and very large.
Ansatz
Evaluation of the potentials of different market segments, mapping against necessary resource input and achievable gross margin. Design of the approximatively seven times larger sales force.
Ergebnis
Implementation roadmap established, maximizing the potential.
Headline
Analysis hospital market, effects of legal innovations
Bild
Challenge
Shifting the decision-making authority
Ansatz
Market research with approx. 100 hospitals, chief physicians, chief pharmacists and administrative managers. Elaboration of new decision making processes and derivation of measures for successful hospital interaction
Ergebnis
BU Hospital restructured, successful cooperation with KH, sales increase
Headline
Design customer loyalty program wholesale
Bild
Challenge
Intense competition with little room for differentiation
Ansatz
Analyzing pharmacy needs, focusing on "emotional" and activity peaks to provide services that add real added value. Design of the service catalogue, support during implementation.
Ergebnis
New program has found high acceptance among pharmacies, expansion of market share.
Headline
Market entry strategy Medical Device
Bild
Challenge
Preparation of market entry for various European markets.
Ansatz
Primary market research with service providers, clarification of market access conditions, necessary preparations, pilot customers etc.
Ergebnis
Measures for market entry and business plans for the period 3+ years.
Headline
Biosimilar Licensing Business Cases
Bild
Challenge
Evaluation of various licensing options
Ansatz
Modelling of different combinations of license partners/models for a biosimilar that is currently awaiting approval, taking into account different market scenarios
Ergebnis
Recommendation based on a quantitative comparison of the options including sensitivities
Headline
Due Diligence Immuno-Oncology
Bild
Challenge
Bewertung eines möglichen Übernahmekandidaten.
Ansatz
Evaluation of a possible takeover candidate for a leading player. Support of the due diligence, coordination of the teams of buy-side, financial advisors etc.
Ergebnis
Successful completion with subsequent transaction
Headline
Market analysis Dental Device
Bild
Challenge
Analysis of the market potential for new medical devices for use by specialized dentists
Ansatz
Comprehensive primary market research online and in interviews to understand the treatment setting, possible positioning and pricing
Ergebnis
Optimal preparation of the business case and market entry strategy
Headline
Post Merger Integration Biotech
Bild
Challenge
Integration of a newly acquired US company for a European pharmaceutical company
Ansatz
Comprehensive integration planning with teams from both sides, pre-closing and integration management by Day 100
Ergebnis
Integration under the momentum and involvement of the target’s employees.
Headline
Business Development In-Licensing
Bild
Challenge
Search for in-licensing candidates for fast-growing specialty pharma company
Ansatz
Systematic screening of production with potential fit and potential out-licensing option and approaching the licensees
Ergebnis
Short-list of concrete opportunities for licensing negotiations