What we do
Our extensive experience serving pharmaceutical and medical products firms in all therapeutic areas has given us a deep knowledge of global commercial trends affecting the industry, including reimbursement issues.
In helping clients navigate through this turbulence, we focus on four areas:
Product launch: We have helped drive product launches for the most successful drugs on the market and have expertise in all therapeutic areas. Although launches are often complex, with products entering the market in multiple countries simultaneously, we can keep development on track. For instance, our Launch Tracker allows clients to monitor developments globally and identify country-specific problems. The tool also identifies countries where progress is proceeding smoothly, which can assist in the sharing of best practices. To help clients prepare for future launches, we focus on capability building during our studies and have created the Launch Academy training program.
Marketing: We support clients in creating high-impact strategies that maximize value, using customized tools such as Insights PharmaCo, which benchmarks commercial functions and identifies areas for improvement in the US and European markets. We also have detailed market data for all major geographic regions, including emerging markets (e.g., information on trends in India and China).
Sales: We help clients reach their full sales potential while maintaining efficiency. Our efforts span the entire organization—we can help train and restructure sales forces, work directly in the field to provide coaching, maximize value from back-office services, develop strategies to accelerate short-term sales, and assist with company-wide commercial transformations. We also have databases with information that can help companies maximize sales force effectiveness, such as the Institutional Segmentation and Targeting Tool (ISATT), which provides data on US hospital accounts.
Market access: We have a deep knowledge of global market access issues. Many payors are now reluctant to pay for new products, especially if they are more expensive than existing therapies. To overcome this challenge, we work with clients to develop compelling real world evidence in support of their drugs. We also assist clients with payor negotiations, helping them build trust-based relationships while simultaneously obtaining optimal reimbursement terms. In addition, we have supported several clients in the design and implementation of value-added services for patients, such as patient loyalty programs and medication co-pay cards.
For more information, visit the Tools & Solutions page.
Recent examples of our work
- We helped a pharmaceutical company reduce its field force by 25 percent while maintaining sales through the redesign of the sales force model and alignment of incentives with company profits, among other initiatives.
- We helped a pharmaceutical company increase sales for a key product by over 20 percent and fend off a competitive threat by improving frontline training for the sales force and developing a program to increase physician access.
- We supported a generics company in developing an innovative growth strategy—early returns point to a gain of about $150 million in annual sales.
- We assisted a pharmaceutical company in reallocating over 25 percent of its budget based on project priorities.