OUR EXPERIENCE | SAMPLE BUSINESS CASES

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TALENT MAPPING FOR A BIOPHARMACEUTICAL COMPANY

TARGET: Sales & Marketing, Regulatory Affairs, Value Demonstration Managers
CLIENT: Global specialty biopharmaceutical company.
PROJECT OBJECTIVE: To screen, analyse & map potential candidates in Ukraine & CIS which meet certain criteria and place them on the "potential-talent" system of coordinates.
PROJECT TASKS:

  1. Scan the pool of possible candidates in Sales & Marketing, Regulatory Affairs and Value Demonstration functions in Ukraine and the CIS region;
  2. Direct and indirect assessment of each candidate to identify his/her talent, potential and salary expectations;
  3. Develop a database of the pre-selected candidates;
  4. Advice the Client on candidates approaching strategies.
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SCHIZOPHRENIA MARKET ACCESS STRATEGY DEVELOPMENT

TARGET: schizophrenia market in one of the CIS countries
CLIENT: US-based bio-pharmaceutical company & Berlin-based consultancy
PROJECT OBJECTIVE: assess the schizophrenia market environment, analyse and map stakeholders - accumulate all the data needed for the business modelling and scenarios testing of entering the market.
PROJECT TASKS: provide commercial and marketing support in:

  1. complex analysis of the psychiatric market;
  2. detailed description of formulary system and prescribing landscape via qualitative research among prescribers, KOLs, patients, manufacturers and regulatory authorities;
  3. development of a commercial model test with calculation of set-up and operational costs.
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PRE-INVESTMENT MARKETING & COMMERCIAL AUDIT

CLIENT: International Private Equity Fund
TARGET: Major Ukrainian producer of human blood-based drugs
ISSUE: the Client was considering to provide equity investment to finance Target's planned capacity expansion project.
PROJECT TASKS: provide an independent opinion on the:

  1. Sustainability of the Target’s competitiveness and profitability;
  2. Sufficiency of domestic and export market demand for new production capacity and for the contemplated increase;
  3. The market potential for the Target’s products in its chosen export sales markets, including CIS and European Union;
  4. The Target’s strategy and business plan;
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COMMERCIAL & MARKETING DUE DILIGENCE OF A LOCAL PHARMACEUTICAL MANUFACTURER

TARGET: Local major pharmaceutical manufacturer of generics.
CLIENT: EBRD
PROJECT OBJECTIVE: To assist the bank in its assessment of the risks of participating in the project from a commercial perspective, by providing an independent opinion.
PROJECT TASKS: Provide independent opinion on:

  1. Pharmaceutical market trends, sustainability of the Company’s competitiveness and ability of the Company to defend its market position;
  2. The capacity of the Company to implement part of the Project related to modernization of R&D laboratories, confirming the presence of required expertise;
  3. The Company’s strategy, investment program and business plan;
  4. The management competence and capacity to implement this strategy.
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HEMOPHILIA MARKET RESEARCH IN UKRAINE

TARGET: Hemophilia market in Ukraine
CLIENT: Global specialty biopharmaceutical company
PROJECT OBJECTIVE: Analyse competitive market environment by interviewing prescribers and HCPs.
PROJECT TASKS:

  1. Identify core market competitors;
  2. Assess physicians' attitude to each competitive brand on the core market;
  3. Evaluate growth opportunities for the Client's brand;
  4. Qualitative assessment of the core market by certain criateria.
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BRANDED GENERICS MARKET ENTRY FEASIBILITY STUDY

CLIENT: USA-based “big pharma” company

ISSUE: the Client faced a patent expiry risks in several CEE/CIS markets and had a strong need in the expansion of its portfolio with branded generics. The generic manufacturer had been bought before and the Client was searching for optimal scenarios to apply the acquired portfolio in each country of the region.

OUR SOLUTION: [1] Existing portfolio detailed analysis; [2] Survey of treatment patterns and promotion practices; [3] Risk assessment of acquired portfolio entry into Ukrainian pharmaceutical market; [4] Brand plan for every new product

CLIENT VALUE: Appropriate set of opportunities and risks per each potential branded generic access to Ukrainian market

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A SERIES OF NEW BGX PRODUCT LAUNCH WORKSHOPS

TARGET: Sales & Marketing managers.
CLIENT: Big-pharma company, global markets
PROJECT OBJECTIVE: to develop and deliver a series of 2- and 3-days workshops for S&M teams globally.
PROJECT TASKS: 3-5 workshops per year, which include the following:

  1. Development and adaptation of the workshop program for each team and target market;
  2. Development of a set of pre-workshop home tasks per each team;
  3. Development of a global launch tracker;
  4. Deliver workshops globally.

Let's stay in touch

Address
"UPharma Consulting"
Holosiivskiy avenue, 30B
office 58
Kyiv, 03039
Ukraine

Telephone: + 380 (97) 953 68 14

E-mail: mailbox@upharma-c.com
Web: www.upharma-c.com