Managing market potential
Industry challenges
The industry is moving away from blockbusters, and is increasingly focusing on new niche products. It is becoming crucial for companies to think carefully about their current portfolio and optimize its management. This includes having the right organization, tracking and measures of performance.
Further, the traditional sales model is not working optimally anymore, and physicians are becoming saturated with non-productive sales visits. New sales models are being devised and implemented in many companies. As companies differentiate from each other, their sales approach will have to differentiate as well.
Finally, pharma companies are creating partnerships and alliances to go to market. This creates challenges both internally and externally. In order to face these industry challenges, most companies will need to answer the following key questions:
Key questions:
- Are our customers well managed ?
- Is our go-to-market strategy optimal ?
- Are we obtaining an optimal return on investment?
- How can we optimize & manage our portfolio?
- What is the optimal sales force size and structure?
- How can we build consumer confidence, trust and reputation?
- Are we prepared for increased payer scrutiny of product pricing?
Deloitte offering - Selected approaches & credentials
Deloitte has collaborated with several life sciences companies (small and big pharma) in:
- Sales force management: redefinition of sales force, supporting tools
- Portfolio management: best practices, management process, supporting tool
- Marketing resources management: planning, budgeting, allocating, executing and measuring activities
- M&A opportunity assessment: determination of benefits, risks and feasibility.
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