Recent Projects and Customers

Case Studies – Commercialization

Commercialization blueprint Launch preparedness/ excellence Go-to-market models
Customer Small biotech Rare disease leader Small biotech
Therapy area Oncology –solid tumor Rare disease Hematology
Problem: What commercialization steps are needed over the next 3-5 years leading up to launch of the asset? How can we help affiliates set the right priorities leading up to launch? How can we ensure best practice is systematized and incorporated? What go to market models have other companies used in EU and US? What could our optimal model look like? How do we deploy?
Solution: Developed and tailored a 5 year roadmap to the company’s specific situation including:
  • Approach for the optimal go to market model in EU and US
  • A deliverable driven roadmap for launch preparedness function by function
 Created a blueprint for the specific brand based on best practice from initial launches focused on:
  • Critical initiatives based critical success factors
  • A how to guide around “non-negotiable” initiatives
  • Critical timing around deliverables needed function by function
  • A library of global support enabling affiliate success
 Supported the development of:
  • Critical commercialization factors
  • Analogues needed to benchmark success
  • Options around what great could look like
  • Recommendation of optimal model including deployment timelines

Case Studies – Sales Excellence – Account Management

Sales Excellence Strategy & Account Management Framework “MSL of the future” – upgraded MSL PlaybookBig biotech – geographical focus EU
Customer Small biotech– geographical focus: EU Big biotech – geographical focus EU
Therapy area CNS Across TA, main focus in oncology
Problem:
  • What should the optimal sales excellence approach look like?
  • Needed a tailored Account Management and communication approach?
  • How do we manage/ coach our “customer facing teams”?
  • How do we future proof MSL capabilities?
  • What solutions can we deploy to upskill our MSLs?
  • How do we deploy skills/ capabilities in an optimal fashion?
Solution: Utilizing competitive benchmarking, business drivers and our IP, our solution contained:
  • The company tailored “sales model” .
  • 3 tailored core frameworks; account management framework, Communication approach (for KAMs and MSLs) and coaching framework for managers
  • A competitive benchmark enabling the customer to assess “what great should look like”
  • A modular approach for all 3 frameworks - focus on the right levers – the “toolbox”!
 Utilizing internal as well as external benchmarking Element developed:
  • Internal benchmark on current capability levels
  • A gap analysis – what should be targeted for future success?
  • A “capabilities of the future map” – where do you need to be?”
  • A toolbox and ran ”sample workshops” for 140 global medical leaders for dissemination into local markets
  • An integrated plan containing scientific and transferrable skills
  • Developed remote learning solutions –1st wave focused on 4 prioritized capabilities with our partner Red Nucleus

We work with some of the largest global biopharma companies as well as emerging small entities with one key asset under development. We partner with CEOs, chief operating officers, franchise heads, commercial, access and medical leaders as well as functional area directors. 80% of our projects are repeat business. You can see some of our recent projects below:

Target product profile

  • : Small biotech company
  • : Phase II/ early stage

Strategic Medical Planning

  • : Global biotech company
  • : Phase III/ pre-launch

Soft skill development – medical team

  • : Big pharma
  • : Early stage to mature

Corporate strategy framework

  • : Small biotech company
  • : Phase II/ early stage

Soft skill development

  • : Big pharma
  • : Early stage to mature

Sales Technique/ Account management

  • : Generics Company
  • : Mature brands/ generics

Target product profile

  • : Rare disease leader
  • : Phase I/ early development

Launch readiness/ strategic brand plan

  • : Small biotech company
  • : Phase III/ pre-launch

Train The Trainer/Curriculum Design

  • : Small biotech company
  • : Launch and exisitng brands

Commercial skills/ Account management

  • : Generics company
  • : Mature brands/ generics

“Launch blueprint”/ strategic brand plan

  • : Small biotech company
  • : Phase III/ pre-launch

Early stage opportunity assessment

  • : Rare disease leader
  • : Phase I/ early development

Value proposition and HE modelling strategy

  • : Large biotech company
  • : Phase III / pre-launch

Global capability plan and curriculum

  • : Global biosimilar leader
  • : Mature brands/ biosimilars

Commercialization/ go to market strategy

  • : Small biotech company
  • : Phase III / pre-launch

Access and commercialization advisory service

  • : Small biotech company
  • : Phase II/ early stage

Strategic brand planning process

  • : Global biosimilar leader
  • : Mature brands/ biosimilars

Global Medical capability blueprint

  • : Global biotech compant
  • : Early stage to mature

Organizational go to market structure EU & US

  • : Small biotech company
  • : Phase II/ pre-launch

Corporate strategic advisory service

  • : Small specialized biotech
  • : Phase III/ pre-launch

References : : Customer , : Life Cycle Stage