Business Development Strategy & Implementation
We provide a broad range of services to clients that enable them to think outside of the box, to identify new opportunities, assess their commercial viability, and incorporate them into their strategic and business planning.
| Opportunity Identification |
|
We offer clients an extensive array of expertise to identify and validate opportunities that lead to measurable business growth. This might include:
• Primary marketing research within existing markets to identify unmet needs that can translate into new product opportunities.
• On-the-ground market searches in other countries talking with distributors and clinicians to identify established products that will fit well with the client’s products and organization.
• Convention and meeting attendance to spot unique new products for consideration, or mature products that established marketers might be willing to sell.
• Review of published sources, such as The Gray Sheet, Company Annual Reports, FDA notifications, etc.
• New patent reviews to monitor anticipated new offerings from competition. |
|
Commercial Assessment
Once a new product is identified, we offer clients the expertise to assess its commercial viability. This might include in-the-field contacts with the product source’s sales organization and customers to determine the true nature of the opportunity, unpolished by management’s story. It will typically involve some marketing research to either establish or validate the size and nature of the market. We also assist management in evaluating the product’s fit within their organization. This might include regulatory and clinical support, manufacturing options, distribution and marketing and sales planning.
Business Planning
We lead the client through the business planning process while developing a strong team participation in the process. Most clients fail routinely to update business plans or don’t prepare them at all, usually because they are either too busy or lack the disciplinary skills. Our team leadership enables team members to assume responsibility for their respective activities and to recommend and implement changes, as necessary. The business plan must address all significant functions and actions, for example: marketing and sales; regulatory and clinical; manufacturing; quality assurance; finance; and, if appropriate, R&D.
Strategic Planning
We offer a full range of strategic planning support activities, primarily to small to medium-sized companies. Most clients recognize the need to do strategic planning but typically lack the time and focus to accomplish it effectively. The process can always benefit from the objectivity of our looking at your business from the outside. We offer the necessary tools, assist in the information collection and assessment, and identify the appropriate market strategies and tactics for consideration. Management must make the decisions regarding strategy.
Manufacturing/Outsourcing Strategies and Tactics
We provide the guidance necessary to insure your manufacturing process is appropriate for today’s health care environment, and that your costs are competitive both for today and the long-term. Whether you are a start-up ready to manufacture your first product or an established company looking for a more cost-effective and efficient manufacturing or distribution path, we help make the necessary connections.
Finding the right source to manufacture your product is key to business success. If you don’t have a manufacturer, we can assist you to identify and qualify one, while preparing your specifications to insure a smooth start-up. If you have an established manufacturing source, either internal or external, but need a lower cost or more qualified option, we can help provide a better solution. We connect your management with manufacturers we screen and qualify, both domestically and internationally. International might be offshore, in Asia, or Eastern Europe. We have established contacts in all locations and know how to qualify new ones, if appropriate.
Getting your product to your customer reliably, quickly, and conveniently, determines your sales success long-term. Once your product is being manufactured, we can help make sure the distribution route to your customers is efficient and cost-effective. Whether you need a better strategy for your domestic sales or want to create international paths to customers, we can help to find the most appropriate source for your company.
|
