Business development

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.

We supported a leading vaccine player in redesigning its current due diligence process to address several identified limitations: the absence of a common standard procedure for all, the lack of skills of some members involved and the lack of training program in place, the insufficient exhaustiveness in some parts of the risk analysis, or the lack of real-time sharing of progress on each business development project. In order to overcome these limitations, and to formalize a new set of standard procedures, our team has implemented a 4 key steps approach:

1. A critical analysis of current practices
2. A benchmark of the practices of other industrial players and investment funds
3. The organization of a workshop to co-construct the “new business development” process with the team concerned
4. The development and sharing of key tools to be used in the process.

In the end, our project enabled our client to define a new method to conduct their due diligence projects, with a trained and motivated team.

One of our customers in the aeronautics industry asked us to help them boost their business development.

Our team first worked on structuring an effective sales approach to create impact in the target markets: structuring a sales process, defining sales performance indicators and preparing “selling kits” (sales pitches, presentation aids, videos, samples, etc.). We then targeted the most relevant market segments and customers and launched the first operational prospecting campaigns. Discussions with the target prospects enabled us to generate initial business opportunities while identifying potential improvements to be made to the presentation of the offering.

Finally, our team was able to share with our customer a tried and tested sales approach and coordinate the actions to be taken with the technical support and administrative teams to refine the offer and sign contracts with the first prospects on the way to becoming customers.

Alcimed supported a biotech company wishing to offer insulin produced in Senegal and West Africa in its commercial development activities.

Our team helped our client define and implement the commercial strategy for its innovative platform for monoclonal antibodies and medical proteins. Our client’s objective was to offer local production to provide affordable and sustainable treatments in West Africa.

After identifying the molecules of interest and the most relevant markets/countries for our client’s offer, we supported the teams in the initial phases of commercial development by canvassing potential partners interested in this new technological platform and by drafting and presenting partnership proposals.

We also took advantage of the prospective exchanges to refine our client’s offer according to the receptiveness and expectations of local players, and to produce specific sales and promotional materials.

In the end, our mission enabled our customer to benefit from a clear roadmap for commercial development to offer its insulin in Africa.