Cases
headline:
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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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
Approach:
Coordination of due diligence involving internal and external experts. After a positive result, support of the transaction and coordination of all stakeholders until closing.
Result:
Successful completion of the transaction
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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
Approach:
Definition of the fields of application of interest. Comprehensive screening of development and patent activities of competitors, start-ups and academic research groups.
Result:
Trend report and identification of possible M&A targets for further pursuit
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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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Algae as a supplier of raw materials
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Challenge:
Evaluation of business ideas based on algae
Approach:
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
Result:
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
Approach:
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.
Result:
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
Approach:
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.
Result:
Scenarios for portfolio development under various assumptions
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Market entry strategy Bio-Chemicals
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Challenge:
Development of a new business area Bio-Chemicals
Approach:
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
Result:
Strategy for the development of a Bio-Chemical portfolio
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PMO Development of a new vaccine
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Challenge:
Market supply of sufficient vaccine
Approach:
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
Result:
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.
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.
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Biofuels as an investment opportunity
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Challenge:
Complex environment
Approach:
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
Result:
Strategy for building a biofuel business
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Innovation scouting for organic products
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Challenge:
Expansion of the product portfolio
Approach:
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
Result:
Launch of 3 new bulk products
headline:
Adjustment of biotech innovation portfolio
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Challenge:
Optimization of the use of R&D resources
Approach:
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.
Result:
Focus of research tasks on main growth drivers
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Biofuels as an investment opportunity
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Challenge:
Complex environment
Approach:
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
Result:
Strategy for building a biofuel business
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Market analysis Dental Device
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Challenge:
Analysis of the market potential for new medical devices for use by specialized dentists
Approach:
Comprehensive primary market research online and in interviews to understand the treatment setting, possible positioning and pricing
Result:
Optimal preparation of the business case and market entry strategy
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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