Our Track Record
We focus on actionable change and change which is sustainable. Below are some examples of our work and the achieved outcomes.
Rapid Build-up & Growth
Key Objective: Deliver above-average growth in a highly competitive pharmaceutical market segment (central nervous system), versus much larger players for a European specialty pharmaceutical company.
Key Tasks undertaken: With limited resources the focus was on building up the flagship portfolio by de-emphasizing sales of older, less profitable brands, significantly increasing direct marketing expenditures, including investing in large-scale regional stand-alone meetings and building up a country-specific opinion leaders’ network. To further boost profitability and productivity, selective price increases and portfolio pruning measures were implemented. High-performance country teams were built up in record time. Changing and strengthening distributor relationships was also a pivotal part of the build-up strategy.
Key Result: Market leadership achieved in 6 markets (market share between 22-28%) competing against much bigger competitors. Turnover doubled in three years and the bottom line also substantially improved. Strong foundation laid for consistent double-digit annual growth.
Turnaround & Transformation
Key Objective: In a volatile & challenging market with security and IP concerns, how to quickly turn around a pharmaceutical business of a European company not delivering results according to plan and short-term prospects were also not encouraging.
Key Tasks Undertaken: A multi-faceted restructuring plan was devised, involving downsizing the field force by 29%, focusing marketing/sales resources on the leading brand, pruning slow-moving/negative profitability items, outsourcing warehousing, substantially reducing administrative staff and relocating offices resulting in 65% rental savings. Measures implemented in three months.
Key Results: Operating margin improvement in one year of 5 structure points (26% year-on-year increase). Declining trend reversed and a shutdown of the business entity was averted.
Market Entry
Key Objective: Review market entry options for a European niche generic player and close partnerships in record time.
Key Tasks Undertaken: Working closely with the head office, we initiated partner search in multiple markets and reviewed regulatory options for branded generics. We charted revenue and profits forecasts for the medium term and created new alliances for the company.
Key Results: In four months, partnerships were sealed covering no less than eight markets in Asia. The company’s profile was also visibly enhanced in the region.
Sustainable Business Development
Key Objective: Build up a sustainable portfolio in the short-term for a mid-sized, family controlled European pharmaceutical company, comprising in-licenced products with a focus on China & North Asia. Substantially increase sales in selected export markets in the region.
Key Tasks Undertaken: Working closely with country teams, initiated regional business deals with a focus on China. Closed strategic alliances focused in cardiovascular and anti-anemia segments within 2 years. Tapped partner resources to launch sales and marketing capabilities and achieve positive margins in 2nd year. Designed an innovative sales, marketing, and distribution alliance in Singapore & Malaysia resulting in a 5-fold sales increase. Launched full-fledged Philippines operations in less than 3 months using lean processes to build up market position.
Key Results: Medium-term revenues doubled in China with a major strategic alliance project. Year 5 revenues from China deals exceeded US$ 30 million.
Boosted export sales 50%+ in one year by revamping distribution to reduce costs and increase South-East Asia market penetration.
Reverse Decline and Reposition for Growth
Key Objective: Review market and organizational options for a major European player and reposition the business for growth.
Key Tasks Undertaken: Reviewed structures and product lines. Revamped sales force strategy. Devised strategies to enter the lucrative government sector.
Key Results: Turnover doubled in less than 3 years and profitability increased too. Company rankings advanced from No. 19 to No. 10
Re-energize & Rapid Build-up
Key Objective: Review market build-up options in the ASEAN region for a niche and specialized Japanese player.
Key Tasks Undertaken: Working closely with the head office teams, we initiated a thorough review of the business comprising the market environment, existing partnerships and therapeutic groups analyses. We charted revenue and profits forecasts for the medium term and elaborated an extensive country-by-country revenue gap analysis.
Key Results: In three months, a regional ASEAN strategic plan, including also quick wins, was finalized with the objective to more than tripling sales in the medium term. The headquarters teams were also trained to view strategy & build-up from a different perspective.
Regional Strategy and Market Entry
Key Objective: Formulate growth entry strategy and review market build-up options in the Asian & MENA regions for a niche European nutraceutical player
Key Tasks Undertaken: Working closely with the regional teams, we reviewed the market environment and formulated the mid-term growth entry strategy. We identified new partnership options and charted revenue and profits forecasts for above-average growth in the medium term.
Key Results: A regional strategic plan, including also quick wins, was finalized with the objective of delivering above average growth with new partners in the medium term.
Regional Entry Strategy
Key Objective: Review market entry and partnership options in the ASEAN region for an established branded Gx player from the MENA region
Key Tasks Undertaken: Working closely with the BD team, we initiated partner search in multiple markets and reviewed regulatory options for selected first-to-market branded generics. We charted revenue and profits forecasts and created new alliances for the company
Key Results: A regional alliance and partnership plan, including also quick wins, was finalized with the objective to score quick wins and enable the company to create first footprints in Asia
