Business development consulting

Alcimed supported an industrial player in the field of silicone to develop in a new market unknown to our client: the North American dressing market.

Prior to our action in the field, we built a sales pitch on the basis of qualitative interviews conducted with potential prospects. Following this, our team established a list of prioritized potential prospects, identified key contacts and made the first calls.

At the end, 300 companies were analyzed in the North American wound dressing market, 50 priority prospects were identified and 10 key calls were obtained by our client.

We supported the “New Business Development” team of a pharmaceutical company in a project to identify and analyze potential clients.

Our client’s team, which has field sales teams in many geographies, was driven by establishing collaborations with SMEs in pharma, with the aim of helping them to access markets where they are not present, in order to increase the coverage of their products among the patients concerned.

In this context, our client’s team wanted to better understand the business strategy and product sales partnering needs of small and medium-sized pharmaceutical companies. Our team investigated 30 companies of interest to our client and analyzed their geographic coverage gaps and the associated revenue shortfalls in each country not covered.

Our study allowed our client to identify new business development opportunities, most of them with links and interests pre-identified by our team.

We helped an industrial player to build its Smart Monitoring offer through a business development approach. Our team first carried out a benchmark of “Smart Monitoring” offers, allowing to build a first draft of a potential offer.

We then identified a few prospects and interviewed some of them to collect their needs and expectations and pre-test first arguments. Then, 10 meetings were organized to test the receptivity of potential customers in order to refine the offer in an iterative way.

Alcimed also created promotional material: visual presentation of the offer for our client’s team, associated sales speeches as well as an interactive video.

In the end, our client was able to establish advanced contacts with potential prospects, which will certainly be promising business leads and be pursued as soon as the offer is commercially fully ready.

Our team supported a leader in medical devices to prepare the launch in Europe of its innovative digital surgery platform. Our client wanted to understand how to launch its platform in each of the countries taking part of this launch (stakeholders to target, launch sequence, purchasing and integration methods, etc.).

By mapping the key stakeholders involved in the purchase and integration of such robotic solutions (in and around the hospital), and by analyzing their levels of influence, Alcimed enabled its client to develop its go-to-market strategy and to train the sales and marketing teams in each European country.

We supported a biotech company specialized in gene therapy for rare diseases in one of its strategic development projects. Our client’s goal was to build a franchise in the field of neuro-ophthalmology for the next 5 years.

The main challenge being related to the nature of rare diseases (little or no information, a strong dispersion of patients, poorly optimized care pathways, strong disparities between geographies…), we assisted our client in a commercial pre-evaluation on 3 rare ophthalmic diseases: description of the disease, epidemiological analysis, diagnosis and treatment practices, competitive landscape, unmet needs,… in order to guide our client towards commercial opportunities, indicate how to address them, and recommend the opportunity to work on in priority.

We assisted an investment fund in carrying out a strategic audit of a producer of stainless steel tanks in the biopharmaceutical and food-processing markets.

We assessed the manufacturer’s perception of its customers in both markets, and challenged the coherence between the offer and the market’s needs and expectations.

The evaluation of the development prospects in both sectors allowed us to confirm the interest of investing in this producer and to have visibility on the development potential in the next 5 years.

We assisted a leading pharmaceutical company in the field of CAR-T therapies in preparing the launch of its new treatment and in defining its market access strategy in the United States, Canada and Europe. CAR-Ts are highly personalized technologies that require a high level of specialization to be delivered to patients, and therefore not all healthcare centers are ready to administer them. In this context, and in order to define the market access strategy for its new treatment, we helped our client to:

1. Understand and identify which centers would have the capacity to bring CAR-Ts to market.
2. Analyze the bottlenecks for approval in the in-scope markets.
3. Consequently, define the actions to be implemented to ensure access to its new CAR-T therapy.

After an investigation conducted in more than 200 healthcare centers in the United States, Canada and Europe, our analysis brought us to recommend to our client the next key steps to be taken in order to develop the skills of each center and to promote rapid access to their new treatment.

We supported a leader in the pharmaceutical industry in the development of its commercial strategy and business development plan for the launch of a new antibiotic in 2 key countries: South Africa and Thailand.

Once the project was launched and the context of our client was analyzed, our team first carried out a diagnosis of the situation in each target country (existing supply, market segments, demand mapping, needs and expectations of physicians, purchasing path and decision process, patient pathway, etc.). Following this diagnosis, our exlorers conducted a regulatory analysis to identify approval timelines for such a treatment in each target country.

All the elements gathered during our investigations and our analysis enabled us to co-build with our client each step of the commercial strategy and in particular its business development plan for this new product.