Cases
headline:
Development of launch strategy and launch support
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Challenge:
2 Competitors already on the market
Approach:
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
Result:
After 12 months the product has reached the #2 position in the total market
headline:
Business performance analysis & strategic recommendations
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Challenge:
To date performance well below expectations
Approach:
6 days Quick Scan: market, go-to-market strategy, SFE and marketing. Identification and quantification of performance improvement options. Clear recommendations for action
Result:
Innovative approach, excellent customer feedback
headline:
Design Commercial Strategy
Bild:
Challenge:
Declining market shares and a less agile team.
Approach:
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.
Result:
New model leads to first significant contracts with customers, strong basis for continuation.
headline:
Advanced Analytics design
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Challenge:
No tools available, bad data
Approach:
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
Result:
Tool allows both management and reps to track and plan activities in detail - excellent customer feedback
headline:
CRM design and implementation
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Challenge:
Little CRM experience on the customer side
Approach:
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.
Result:
Successful launch of CRM in due time and quality
headline:
Generics Portfolio Strategy
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Challenge:
Very large current and future portfolio, many different go-to-market approaches
Approach:
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.
Result:
Tool successfully implemented achieving a step change.
headline:
Tender business Middle East
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Challenge:
Complex markets and portfolios
Approach:
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.
Result:
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.
Approach:
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%.
Result:
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
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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.
Approach:
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.
Result:
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
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Challenge:
The objective was to develop a portfolio for a new European market participant based on individual hospital assets.
Approach:
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.
Result:
After only 3 years, the selected therapeutic areas were successfully established in several European markets.
headline:
Open house contracting
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Challenge:
Our client required a market access concept for a newly established business area without its own market access team, including support during implementation
Approach:
Support in the screening of possible contract options and the implementation and monitoring of the contracts
Result:
Successful market entry with fast uptake thanks to the comprehensive use of sensible contracts
headline:
Biosimilars Strategic Plan
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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
Approach:
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.
Result:
Creating the foundation for a solid biosimilars business
headline:
Post Merger Integration Biotech
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Challenge:
Integration of two companies.
Approach:
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.
Result:
Successful integration.
headline:
PMO for the development of new generics
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Challenge:
Standardized development of generic drugs with high throughput.
Approach:
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.
Result:
Establishment of a powerful development organisation.
headline:
Gx Portfolio Management
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Challenge:
Method to find several countries for very large and complex future Gx portfolio.
Approach:
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.
Result:
State of the art approach realized with QlikView, very high transparency and modeling possible
headline:
Gx Countries Turn Around
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Challenge:
Growth behind market, financial targets not achieved
Approach:
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
Result:
Significant growth in the most important countries above market level, significant improvement in key financial figures
headline:
Strategic Planning TechOps
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Challenge:
Transparency over projects and cost reduction
Approach:
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
Result:
Strategic plan for TechOps development
headline:
Portfolio streamlining of generic products
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Challenge:
Margin increase by focusing the portfolio
Approach:
Detailed margin analysis and resource allocation per SKU; development of portfolio adjustments in several cross-functional workshops; modelling of the new portfolio
Result:
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.
Approach:
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.
Result:
Implementation roadmap established, maximizing the potential.
headline:
Biosimilar Licensing Business Cases
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Challenge:
Evaluation of various licensing options
Approach:
Modelling of different combinations of license partners/models for a biosimilar that is currently awaiting approval, taking into account different market scenarios
Result:
Recommendation based on a quantitative comparison of the options including sensitivities
headline:
Business Development In-Licensing
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Challenge:
Search for in-licensing candidates for fast-growing specialty pharma company
Approach:
Systematic screening of production with potential fit and potential out-licensing option and approaching the licensees
Result:
Short-list of concrete opportunities for licensing negotiations