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Life Sciences Commercial Solutions

Life Sciences companies are facing a litany of challenges that are forcing them to rethink many parts of their business models from research and development to commercial approaches. As they face shrinking pipelines, loss of exclusivity of existing assets, and waning effectiveness of traditional commercial engines, many companies are being challenged to do more with less.

These changes have given rise to a number of challenges that will likely impact and drive the need for evolution of the industry’s go-to-market approach:

  • Evolving customer landscape: Convergence, consolidation, and the shift from volume to value are changing the dynamics of the health plan and provider marketplace
  • New value equation: Therapeutic area strategy and comparative effectiveness now play a leading role in formulary and prescription decisions
  • Marketing 2.0: Customers demand more than just products, they seek solutions that provide a range of pre- and post-prescription support
  • New stakeholders = new selling models: C-suite executives and provider formulary panels have a growing role in purchase decisions; a tailored approach and a focus on account management will likely be required  to engage these stakeholders
  • New data sources - opportunity or distraction?: HIT and social media create an ever-growing set of customer data which can create valuable insights... or a lot of noise

Deloitte Consulting LLP’s Commercial practice offers a full portfolio of solutions to help address the key challenges of today and plan for those of tomorrow.

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Featured insights

Big pharma
Learn more about the business model choices for the new market.
The case for change
Learn how consolidation and changes in decision making among health care providers effect the biopharma commercial model.
Biopharma customer facing model v2.0
Learn more about the new sales model.
mHealth in an mWorld
Learn how mobile technology is transforming health care.
Value-based pricing for pharmaceutical
Read the article to learn about value-based pricing and identify opportunities for additional exploration.
Breaking down the walls
Learn how to integrate clinical development with commercial operations.
Should Life Sciences companies socialize on social networks?
Tapping into social networks is great for engaging your audience – if you’re selling aftershave. But can it translate into results for life sciences companies?
Customer need Key questions Deloitte offerings
Define new commercial models How do sales and marketing operating models evolve to deliver greater value to their customers while generating required contribution margins by finding new approaches to drive profitable growth?
  • New commercial models
  • Sales force optimization
  • Sales organization design
  • Commercial alliances
Create commercial value from data In a world of segmented data how can Life Sciences companies adapt and develop business intelligence frameworks and to increase the value derived from data?
  • Closed loop marketing
  • SFA / CRM
  • DA strategy / data warehousing
  • BI architecture and design
  • Analytical tools and techniques
Optimize revenue and economic value How can Life Sciences companies create competitive differentiators and establish enterprise-wide revenue strategies under the mounting pressure for information on healthcare costs, quality and treatment options?
  • Pricing and reimbursement strategic services
  • Health plan and contracting strategic services
  • Comparative effectiveness
  • Order-to-cash management services
  • Rebates and chargeback services
  • Distribution and channel management services
  • Customer support design services
Improve marketing strategy and effectiveness How does a Life Sciences company innovate beyond mass marketing in the face of rising regulatory scrutiny and uncertainty?
  • Real-time marketing mix management services
  • Marketing and resource planning services
  • “SMART” marketing services
Maximize value throughout lifecycle What can Life Sciences companies do to minimize the risks associated with launching new products while designing a strategy that will deliver revitalization throughout the lifecycle?
  • Product launch planning and execution
  • Lifecycle management strategy
  • Customer centricity and engagement
  • Strategic brand planning and revitalization


Meet our leadership team

Scott Evangelita
Principal, Deloitte Consulting LLP, National Commercial Practice Leader

As used in this document, "Deloitte" means Deloitte Consulting LLP, a subsidiary of Deloitte LLP. Please see for a detailed description of the legal structure of Deloitte LLP and its subsidiaries. Certain services may not be available to attest clients under the rules and regulations of public accounting.

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