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
Product Re-launch
Bild
Challenge
Product difficult to position in the market.
Ansatz
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.
Ergebnis
Significant increase in market share
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 project management method
Bild
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
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
Establishment of a new contract manufacturing business
Bild
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.
Ansatz
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.
Ergebnis
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
Bild
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.
Ansatz
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
Ergebnis
A coordinated long-term plan ensures that the medical benefits and the value of the asset are optimally exploited.
Headline
Discount contract strategy for original products
Bild
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.
Ansatz
Based on a comprehensive analysis of possible contracts, a contract strategy was developed. The implementation and establishment of a monitoring system was also supported.
Ergebnis
Numerous new discount agreements led to a win-win situation for both the cash register and the company
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
Product & Commercial Strategy Bioinformatics
Bild
Challenge
Our client, a bioinformatics start-up company, was planning to invest in the further development of its product and to refocus its offering.
Ansatz
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.
Ergebnis
Strategy & roadmap based on an objective evaluation
Headline
Market Study Diabetes
Bild
Challenge
Investigation of prescribing behavior and identification of drivers and barriers to technical innovation
Ansatz
Analysis of current behavior and development of future scenarios involving a panel of diabetologists
Ergebnis
Clearly defined future scenarios and comprehensive understanding of the drivers of development
Headline
CRM design and implementation
Bild
Challenge
Optimization of the CRM system to create transparency and increase sales performance.
Ansatz
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.
Ergebnis
SAP CRM implementation, which was very well received by sales force and management, reporting set new standards.
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
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
Analysis hospital market, effects of legal innovations
Bild
Challenge
Shifting the decision-making authority
Ansatz
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
Ergebnis
BU Hospital restructured, successful cooperation with KH, sales increase
Headline
Design customer loyalty program wholesale
Bild
Challenge
Intense competition with little room for differentiation
Ansatz
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.
Ergebnis
New program has found high acceptance among pharmacies, expansion of market share.
Headline
Market entry strategy Medical Device
Bild
Challenge
Preparation of market entry for various European markets.
Ansatz
Primary market research with service providers, clarification of market access conditions, necessary preparations, pilot customers etc.
Ergebnis
Measures for market entry and business plans for the period 3+ years.
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
Market analysis Dental Device
Bild
Challenge
Analysis of the market potential for new medical devices for use by specialized dentists
Ansatz
Comprehensive primary market research online and in interviews to understand the treatment setting, possible positioning and pricing
Ergebnis
Optimal preparation of the business case and market entry strategy