Cases

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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.

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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

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Product & Commercial Strategy Bioinformatics

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Challenge:

Our client, a bioinformatics start-up company, was planning to invest in the further development of its product and to refocus its offering.

Approach:

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.

Result:

Strategy & roadmap based on an objective evaluation

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Growth areas for chemical innovation

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Challenge:

Identification of specific business development areas

Approach:

Workshop with the management and the scientific department to identify and prioritize possible application fields of innovation. For the preferred ideas, important parameters such as market size, competitors, probability of success and possible business models were evaluated. Business plans and roadmaps were then drawn up

Result:

5 concrete growth areas identified and backed by budget and roadmap

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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

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Setting up a JV in China

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Challenge:

Separation of a part of the business and foundation of a JV with a Chinese partner

Approach:

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.

Result:

Successful completion and timely start of the JV

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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

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Market entry strategy Medical Device

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Challenge:

Preparation of market entry for various European markets.

Approach:

Primary market research with service providers, clarification of market access conditions, necessary preparations, pilot customers etc.

Result:

Measures for market entry and business plans for the period 3+ years.