Cases
Headline
Tender business Middle East
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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
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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 project management method
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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
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.
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.
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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
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
Technology Screening Medical Devices
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Challenge
Objective: Search for new technology trends for a market leader and identification of possible M&A targets
Ansatz
Definition of the fields of application of interest. Comprehensive screening of development and patent activities of competitors, start-ups and academic research groups.
Ergebnis
Trend report and identification of possible M&A targets for further pursuit
Headline
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.
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
Growth areas for chemical innovation
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Challenge
Identification of specific business development areas
Ansatz
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
Ergebnis
5 concrete growth areas identified and backed by budget and roadmap
Headline
Algae as a supplier of raw materials
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Challenge
Evaluation of business ideas based on algae
Ansatz
Evaluation of markets for possible algae products from fine chemicals such as astaxanthin and omega-3 fatty acids, proteins and fuels, estimation of production costs using algae biotechnology
Ergebnis
Focus on limited number of products
Headline
Microbiology in agriculture
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Challenge
Assessment of the market potential of microbiological products in agriculture
Ansatz
Identification of market participants from university research groups, through start-ups to established companies. Evaluation of the research approaches and the product portfolio. From this, the main areas of application and their market were estimated.
Ergebnis
Suggestion of concrete fields of application of microbes in agriculture and suitable M&A targets
Headline
Due diligence agricultural target
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Challenge
Evaluation of a portfolio of genetic variants
Ansatz
Estimation of the market size for different breeds and identification of trends. Estimation of margin distribution along the value chain and valuation of the portfolio.
Ergebnis
Scenarios for portfolio development under various assumptions
Headline
Market entry strategy Bio-Chemicals
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Challenge
Development of a new business area Bio-Chemicals
Ansatz
Identification of chemicals that are accessible by biotechnological routes under competitive conditions. Detailed analysis of selected portfolio (market development, competitive environment, raw material supply, synergies etc.). Implementation plan for defined product groups
Ergebnis
Strategy for the development of a Bio-Chemical portfolio
Headline
PMO Development of a new vaccine
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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
PMO for the development of new generics
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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
Biofuels as an investment opportunity
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Challenge
Complex environment
Ansatz
Evaluation of different biofuels and raw material sources based on various criteria (availability, price, volatility, carbon footprint, market entry barriers). Selection of suitable candidates and development of a business plan for implementation
Ergebnis
Strategy for building a biofuel business
Headline
Gx Portfolio Management
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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
Innovation scouting for organic products
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Challenge
Expansion of the product portfolio
Ansatz
Detailed examination of process flows (pulp & paper industry); scouting for product ideas for intermediate and waste products; development of a concept for the business model and possible partners; concrete design of the roadmap with the new partners
Ergebnis
Launch of 3 new bulk products
Headline
Adjustment of biotech innovation portfolio
Bild
Challenge
Optimization of the use of R&D resources
Ansatz
Development of scenarios for market development including drivers; detailed recording of all R&D projects; adjustment of the research portfolio based on the market estimates in workshops with the management; development of a balanced portfolio with regard to risk, temporal development, market segments etc.
Ergebnis
Focus of research tasks on main growth drivers
Headline
Biofuels as an investment opportunity
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Challenge
Complex environment
Ansatz
Evaluation of different biofuels and raw material sources based on various criteria (availability, price, volatility, carbon footprint, market entry barriers). Selection of suitable candidates and development of a business plan for implementation
Ergebnis
Strategy for building a biofuel business