Pan-European portfolio strategy in the medical device industry
For a leading global manufacturer of medical devices we realigned the product portfolio for its largest and strongest growing product group, which consisted of a large variety of products. There was little transparency on product usage and no consistent segmentation of customers to start with, and the simultaneous acquisition of a competitor with a complementary product line further increased the need to review portfolio strategy. Together with the sales force, we mapped product usage and the competitive situation throughout Europe. Based on this, market potential was assessed by product, customer segment and medical procedure and, together with all country organizations, we streamlined the product portfolio and agreed on a new market strategy, integrating also the newly acquired product line, to drive future growth.
Resource planning in pharma
For several large and medium-sized pharmaceutical and biotech companies we developed quantitative tools to improve the efficiency of selected organizational decision-making processes. These included tools to rapidly analyze, consolidate and manipulate data sets, as well as a resource planning tool which allowed for schedule conflicts in a multi-project business to be identified swiftly.
European pricing strategy
For a provider of chemical devices, we reviewed the European pricing strategy in its most dynamic business segment, which was increasingly under pressure from large international buying groups with strong purchasing power and from growing European price transparency. While prices differed strongly across Europe, there were no pricing principles in place to guide decisions. We identified the main drivers for price, proposed a pricing structure related to product value and modeled the impact of pricing options on future sales volume. From there European Floor and List prices were established. We also supported the company in the transition from existing to new prices.
Product lifecycle modeling in pharmaceuticals
We built a long-term strategic forecasting model which considered the future development expenditure and possible revenues for all of a pharmaceutical company’s products, covering the costs and risks of the development phases, and the future revenue uncertainties. This supported long-term business and strategic planning by allowing executives to see the range of likely future outcomes and their timing, identify where additional projects or resources might be required, and define the nature of such activities.
Back-up production strategy in Pharma
For a large pharmaceutical firm, we supported a strategic decision about the extent to which back-up production facilities should be retained for high-value drugs, using quantitative optimization techniques to address many aspects of this question, whilst integrating this into overall policy considerations.
Sales force deployment for medical devices
We supported a manufacturer of medical devices to develop a framework that would enable the sales organization to achieve its ambitious targets. The company was under pressure due to increasing competition and its sales force was struggling with highly complex products and the integration of a newly acquired additional product line. We compared existing approaches in the various EMEA clusters, assessed geographic market specifics, and mapped competitors. Based on detailed forecasts by market, we determined the required sales force headcount by cluster / region, and we adjusted the sales structure for maximum effect.
Retail marketing strategy for a pharmacy chain
We developed a location-driven marketing strategy for a large pharmacy chain, supported by analytic and database consolidation tools to integrate market and competitive information.
Patient test matching in biotechnology
For a biotechnology company, we created a robust and auditable algorithm and tool to allocate patients to various clinical trials, given a complex set of decision/trade-off criteria.