strategy consulting services

© Profound Healthcare Services, 2014

This document is solely for the use of client personnel only. No part of it may be circulated, quoted or reproduced for distribution outside of client’s

organization without prior written approval of Profound Healthcare Services

Strategy Consulting

MARKET INTELLIGENCE. PROCESS SUPPORT.

2 Profound Healthcare Services - Credentials

Contents

• Introduction

•Offerings and projects done

−Strategy Consulting

−Market Intelligence

−Process Management

−Pharma Chronicle

•Team


Contents

• Introduction





−Pharma Chronicle

•Team


Profound Healthcare Services assists pharma companies in taking

informed decisions through a basket of services

About us

− Profound Healthcare Services was started in June 2012, by ex-IMS consultants, with an objective of providing spread

of services to pharma industry

− We cater to various types of clients in the healthcare segment – i.e. Pharma, Med Tech, Healthcare consulting &

investors, Specialty chains / clinics

Service segments


Clients

In a short span of two years, we had the opportunity to serve

some of the leaders from various segments of Pharma market

Partner Point

SHARDA CHEM

INTERNATIONAL


Our four offering segments are targeted at assisting you in

strategic and tactical measures in complex business environment

Contemporary business environment

External Business Environment - Macro

Political

Economic

Social

Technology

Legal

External Business Environment

- Micro

Competition

Value chain

Consumers

New launches

Regulations

Internal Business Environment

Business processes

Employees

Process Management

Market Intelligence

Pharma Chronicle

Str

ate

gy C

on

su

ltin

g


Our strategy consulting and market intelligence offerings assist

clients in growth in different ways

Our services mapped on the Ansoff’s growth matrix

Market IntelligenceStrategy Consulting

Market development Diversification

Market PenetrationProduct Launches

GrowthMarket

ProductExisting New

Existing

New

Market entry strategy

Growth strategy & CI

Portfolio optimization

Portfolio design

Portfolio design

Market assessment

Market sizing

Brand growth

driver

assessment

Market assessment

Benchmarking1

NOTE: 1) Benchmarking for field force, brands and company level strategies


Our team profile, robust methodologies / models and industry

network help us deliver high quality outputs

Why us?

Exclusive Healthcare

focus and experience• We focus exclusively on the healthcare sector

• Experienced in multiple therapy area assessment across acute / chronic segments

Strong Industry Network• Strong network of highly experienced professionals from Indian pharma industry

• Established access to KOLs across major therapy areas

High quality insights

• We take a solution oriented approach to go beyond pure data generation

• Provide high quality insights and implementable recommendations

• Personal involvement in insight generation leads to highest quality of market

intelligence

• Blend of market research and consulting experience

• Total experience of 7+ years in Healthcare Consulting, including 5 years in IMS

ConsultingStrong Team Background

Robust methodologies

and frameworks

• Robust analysis based upon internally developed analytic models

• Scientific methodology customized as per project need

• Specific models (e.g. forecasting model) are shared with client as a deliverable


Our earlier experience in healthcare consulting also spans across

a very broad spectrum of delivery areas

We have been a part of multiple consulting engagements in each

of the following areas

• India entry strategy for new MNCs entering Indian market

• Growth strategy for large Indian companies

• New therapeutic area entry strategy for existing players

• Portfolio optimization for existing players

• Portfolio selection for new entrants and forecasting with

P&L

• Qualitative primary market research for market size

estimation MNCs

• Brand awareness primary market research for international

brands

• Pricing and market access studies

Overall Experience

• Super-specialty –

Neurology, Oncology,

Diabetology, CVS,

Rheumatology,

Gastroenterology,

Nephrology, Infertility, etc.

• Specialty – Internal

Medicine (CP),

Gynaecology, Paediatrics,

Surgery, Orthopaedics,

Ophthalmology, GP, etc.

Therapy areas experienceDelivery areas experience


Contents

• Introduction





−Pharma Chronicle

•Team


Strategy consulting usually involves a scientific approach

leading to strategy recommendation supported by financials

Strategy Consulting – typical approach

• Typically 12-16 weeks duration1

• High involvement of client essential at each stage

NOTE: 1) Timelines are rough estimates, actual timeline would be defined based upon the scope of each engagement and would differ for each

engagement

Illustrative

Recommendation

with financial

analysis• Financial analysis

• Client meetings

• Final recommendation

Detailed market

assessment• Ongoing desk research

• Building DGs

• Pilot research

• Primary market research

• Validation & bridging

gaps from experts

Validate internal

aspirations• Internal meetings

• Basic desk research

as needed

Analysis and

strategy framework• Data collation

• Analysis through existing

/ customized tools

• Developing strategy

framework

• Identification of strategic

options

Identify issues• Analysis of findings

from internal meetings


Case studies

Nature of Engagement Client What we did? Benefit to client

Market entry strategy

for own marketing of

Gynec manufacturer in

India

A leading

Indian

manufacturer

of hormones

and

contraceptives

• Provided detailed understanding of

market dynamics through desk research

and data analysis

• Recommended product portfolio based on

a detailed market research & internal tools

• Forecast for the products under

consideration based upon doctor

feedback

• End to end entry strategy with

implementation plan, field force

requirements, organization structure and

P&L

• Identification of operating segments

• Dynamics of a completely new

market

• Implementable recommendations for

market entry

• Detailed financial analysis with P&L

• “Go-no go” recommendation

Optimize the women’s

health portfolio for a

additional division

A Global

leader in

Gynecology

• We did secondary research, discussions

with KOLs, looked at new launches,

pipeline, clinical trail data, molecules

available in international markets

• Identified new opportunities for portfolio

for immediate launch

• Identified futuristic opportunities, with

qualitative feedback from KOLs

• Detailed KOL feedback on 65

products

• Dynamic forecast model for the same

• A differentiated & customized

portfolio of 50 molecules

• Directional inputs for BD and R&D

teams through 17 prioritized, futuristic

products focusing beyond 3 years

We have delivered one entry strategy and one portfolio strategy

engagement


Case study slides


Case study: India entry and go to market strategy for a new

player entering the Gynec market in India

• Understand the growth plans

• Understand key expectations

• Market Assessment – through

initial desk research / industry

expert feedback

• Develop consensus on next

steps and project milestones

• Ratify key portfolio

opportunities in line with

consensus – through

external datasets, KOL /

expert feedback

• Evaluate and finalize

portfolio – with 3 yr top-line

forecasts

• Forecasting for Gynaec BU

– overall 3 yr forecast for the

Gynaec BU

• Assess other go to market

options – S&T strategy, SF

structure & FF sizing

• Evaluate findings and

recommend entry strategy

– Define divisional structure,

cost & profitability of that

structure. Compare options,

prioritize and recommend

operating model

• Develop overall

implementation plan –

across functions with clear

responsibilities, timelines &

key milestones

• Convert implementation

plan into financials, as

necessary. Develop

consensus

Review growth plans and

vision

Assess and Evaluate

Portfolio

Opportunities

Align field force and

recommend entry

strategy

Develop Implementation

Agenda

Benefits for client: Client was able to arrive at a final “go / no-go” decision based upon in-depth financial

analysis and subsequent recommendations

Strategy Consulting

Back


Case study: Optimization of women’s health portfolio focusing

on KOLs with infertility & pregnancy maintenance practice (1/2)

Strategy Consulting

Benefits for client:

Client was able to get

a differentiated portfoli

o that was tailor made

for that division.

Portfolio

included prioritized 17

molecules that could

form a futuristic

portfolio beyond 3

years of

division launch

Stage I:

Studying target market

• Understand internal aspirations

• Study external business environment

• Define the target market

Stage II:

Developing long list of products

• Analyse existing portfolio

• Assess the initial list

• Arrive at long list of potential molecules

Stage III:

Forecasting & final portfolio

• Generate doctor feedback

• Build product level forecast

• Recommend final portfolio

NOTE: Stages II & III are depicted in detail on the following slide

Back


Immediate Portfolio (Phase I) Process

All molecules identified in landscaping

Initial screening for obvious exclusions

and identifying

gaps

Opportunity vs.

operating barriers analysis

Long list of molecules

for final ratification

Doctor feedback

and internal data

analysis

Forecasting

Final short-listed

portfolio

Stage IIStage I Stage III

841

65

126

Depth discussions

with 44 Gynecs

58

1. New molecules in IPM

2. Novel products identified in stage I&II

3. New products of specific identified

companies

4. Client pipeline17

44

21

Legend:

SOURCES

• Gynecologist KOLs

• Industry Experts

• International Markets

• Secondary sources

Identified products suitable for various

areas

Shortlisted products for further

study

Additional list of products

36

18 24

Futuristic Portfolio (Phase II) Process

Qualitative

feedback from

KOLs

Case study: Optimization of women’s health portfolio focusing

on KOLs with infertility & pregnancy maintenance practice (2/2)

Back

Strategy Consulting

Girish Korde

+91 98197 21479

[email protected]

Thank You!

mailto:[email protected]

strategy consulting services

Healthcare

healthcare sectorexperienced

healthcare segment

spread of services

exclusive healthcare

different waysour services

pharma companies

market intelligence

high quality outputswhy