Cases
headline:
Product Re-launch
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Challenge:
Product difficult to position in the market.
Approach:
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.
Result:
Significant increase in market share
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Development of a project management method
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Challenge:
Extremely extensive projects, with long running times
Approach:
Based on PMBOK, an Excel based project management solution designed and implemented to address all stakeholders, process and management requirements
Result:
Method was very well accepted, accelerated processes and significantly increased transparency and project quality
headline:
Overall strategy for medium-sized specialty pharma
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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.
Approach:
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.
Result:
As a result, a clear TA strategy was defined with measures to expand the portfolio and organization.
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Establishment of a new contract manufacturing business
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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.
Approach:
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.
Result:
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
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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.
Approach:
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
Result:
A coordinated long-term plan ensures that the medical benefits and the value of the asset are optimally exploited.
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Due Diligence & Transaction Support Drug Discovery Unit (Buy side)
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Challenge:
Our customer had the opportunity to take over the Discovery Unit of a competitor in the course of a spin-out
Approach:
Coordination of due diligence involving internal and external experts. After a positive result, support of the transaction and coordination of all stakeholders until closing.
Result:
Successful completion of the transaction
headline:
Discount contract strategy for original products
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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.
Approach:
Based on a comprehensive analysis of possible contracts, a contract strategy was developed. The implementation and establishment of a monitoring system was also supported.
Result:
Numerous new discount agreements led to a win-win situation for both the cash register and the company
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Global Brand Plan for Monoclonal Antibody
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Challenge:
Creation of a brand plan to control the medium to long-term development of an oncology product for a global pharmaceutical company.
Approach:
Preparation of overall planning incl. market, competition, product profile, customers, strategic options, clinical development project planning, tactical planning
Result:
Basis for coordinated action by all stakeholders
headline:
Business Model for Integrated Care Program
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Challenge:
Quantitative evaluation of different design options for a complex IV model
Approach:
Evaluation of the medical benefit including expected treatment pathways and duration as well as the resulting costs and economic benefit
Result:
Coordinated model to prepare the decision for all stakeholders
headline:
PMO Development of a new vaccine
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Challenge:
Market supply of sufficient vaccine
Approach:
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
Result:
Development of a production network
headline:
CRM design and implementation
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Challenge:
Optimization of the CRM system to create transparency and increase sales performance.
Approach:
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.
Result:
SAP CRM implementation, which was very well received by sales force and management, reporting set new standards.
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PMO to implement a quality offensive
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Challenge:
Clearing backlogs.
Approach:
Prioritizing the necessary work; moderating the next steps between Quality and Operations; close tracking of success and escalation if necessary
Result:
All backlogs have been dealt with
headline:
Positioning and launch strategy Biotech product with indication expansion
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Challenge:
New therapeutic approach
Approach:
In-depth interviews with KOLs, preparation of therapy benefits vs. established therapies. Establishment of Expert Circles, in order to quickly spread new therapies
Result:
High acceptance in the specialist medical profession, exceeding the expected number of patients
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Analysis hospital market, effects of legal innovations
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Challenge:
Shifting the decision-making authority
Approach:
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
Result:
BU Hospital restructured, successful cooperation with KH, sales increase
headline:
Design customer loyalty program wholesale
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Challenge:
Intense competition with little room for differentiation
Approach:
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.
Result:
New program has found high acceptance among pharmacies, expansion of market share.
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Analysis Clinical Study Situation / Study Trap
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Challenge:
Identification of potentially available patients for further clinical trials in a highly explored oncological indication
Approach:
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
Result:
Forecast of patient numbers within and outside clinical studies per country and year
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Due Diligence Immuno-Oncology
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Challenge:
Bewertung eines möglichen Übernahmekandidaten.
Approach:
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.
Result:
Successful completion with subsequent transaction
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Post Merger Integration Biotech
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Challenge:
Integration of a newly acquired US company for a European pharmaceutical company
Approach:
Comprehensive integration planning with teams from both sides, pre-closing and integration management by Day 100
Result:
Integration under the momentum and involvement of the target’s employees.