Cases
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
Development of a project management method
Bild
Challenge
Extremely extensive projects, with long running times
Ansatz
Based on PMBOK, an Excel based project management solution designed and implemented to address all stakeholders, process and management requirements
Ergebnis
Method was very well accepted, accelerated processes and significantly increased transparency and project quality
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
Establishment of a new contract manufacturing business
Bild
Challenge
In order to utilize unused production capacities, and secure further investments in the long term, a CM Business Unit was established in a fully integrated pharmaceutical company.
Ansatz
Trends in capacity supply and demand per technology were identified through a comprehensive analysis of the competitive environment and volume development at the finished product level. A target customer matrix was developed for particularly promising segments and a sales organization with structured acquisition and PM processes was established.
Ergebnis
The first customer relationships were established while the project was still underway, and contract manufacturing was subsequently expanded into a successful business unit.
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
Global Brand Plan for Monoclonal Antibody
Bild
Challenge
Creation of a brand plan to control the medium to long-term development of an oncology product for a global pharmaceutical company.
Ansatz
Preparation of overall planning incl. market, competition, product profile, customers, strategic options, clinical development project planning, tactical planning
Ergebnis
Basis for coordinated action by all stakeholders
Headline
Business Model for Integrated Care Program
Bild
Challenge
Quantitative evaluation of different design options for a complex IV model
Ansatz
Evaluation of the medical benefit including expected treatment pathways and duration as well as the resulting costs and economic benefit
Ergebnis
Coordinated model to prepare the decision for all stakeholders
Headline
PMO Development of a new vaccine
Bild
Challenge
Market supply of sufficient vaccine
Ansatz
Breaking down the complex task area into different work packages; setting up teams, meetings and project plans. Strong support in implementation and cross-functional communication
Ergebnis
Development of a production network
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
PMO to implement a quality offensive
Bild
Challenge
Clearing backlogs.
Ansatz
Prioritizing the necessary work; moderating the next steps between Quality and Operations; close tracking of success and escalation if necessary
Ergebnis
All backlogs have been dealt with
Headline
Positioning and launch strategy Biotech product with indication expansion
Bild
Challenge
New therapeutic approach
Ansatz
In-depth interviews with KOLs, preparation of therapy benefits vs. established therapies. Establishment of Expert Circles, in order to quickly spread new therapies
Ergebnis
High acceptance in the specialist medical profession, exceeding the expected number of patients
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
Analysis Clinical Study Situation / Study Trap
Bild
Challenge
Identification of potentially available patients for further clinical trials in a highly explored oncological indication
Ansatz
Evaluation of the protocols of all ongoing and planned studies and development of a model of the expected development of patient numbers for some European countries
Ergebnis
Forecast of patient numbers within and outside clinical studies per country and year
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
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.