Cases
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
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
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
Open house contracting
Bild
Challenge
Our client required a market access concept for a newly established business area without its own market access team, including support during implementation
Ansatz
Support in the screening of possible contract options and the implementation and monitoring of the contracts
Ergebnis
Successful market entry with fast uptake thanks to the comprehensive use of sensible contracts
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
Post Merger Integration Biotech
Bild
Challenge
Integration of two companies.
Ansatz
Planning the integration from signing to closing with teams from all functional areas of both companies. Then, project management until successful completion of the integration.
Ergebnis
Successful integration.
Headline
PMO for the development of new generics
Bild
Challenge
Standardized development of generic drugs with high throughput.
Ansatz
Definition of a clearly defined process for generic drug development, coordination of the process and responsibilities in several workshops, generation of project plan templates and checklists.
Ergebnis
Establishment of a powerful development organisation.
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
Strategic Planning TechOps
Bild
Challenge
Transparency over projects and cost reduction
Ansatz
Development of a model for the development of production costs, taking into account market and portfolio changes; inclusion of all projects for cost reduction; simulation of various scenarios for the medium-term forecast of production costs
Ergebnis
Strategic plan for TechOps development
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
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
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