The Fletcher/CSI Life Sciences practice serves the world’s leading pharmaceutical, biotech, medical device, and consumer healthcare companies. Our team researches topics related to all stages of the product life cycle, including R&D and drug discovery, clinical trial progression, product commercialization, brand management, sales and marketing, generics and biosimilars, and managed care. Clients come to us when they need a quick turnaround to provide insights about one specific competitor. They also reach out when they need continuous monitoring of an entire market landscape or therapeutic area.
To learn more about how we advise Life Sciences companies, please see the link below and read our case studies.
Biotech Internal Resource Decisions
A global biotech client needed to determine how effectively it was resourced in specific regions. There were disagreements in the executive ranks around whether the client spent more or less on commercial staff than its competitors. In order to make resourcing decisions, the client needed facts, not opinions.
Fletcher/CSI conducted hundreds of interviews globally to gain an accurate picture of the commercial resources of five major competitors. Departments profiled included brand and product management, sales, sales operations, and others. Fletcher/CSI normalized the analysis based on regional revenues for each competitor.
Client increased its headcount in specific regions in order to be competitive; in some regions where client thought it had greatest market share opportunity based on its product mix, client became headcount leader.
Medical Supply Generic and New Product Threats
A global medical supply company was facing competitive threats in the skin preparation industry. The client anticipated that generics and products with similar formulations would enter the global market within the next five years.
Fletcher/CSI created briefing books about competitors in the skin preparation industry and facilitated a business strategy game with ~50 employees from all functions. During the business strategy game, teams used several analysis tools to predict competitive strategies and tactics that could be implemented over the next decade.
The post-workshop write-up outlined three strategies related to the client’s products, programs, and partnership agreements that the client could execute to prepare for generics and competitor launches, and maintain its market share in the skin preparation industry.
Biopharmaceutical Market and Competitor Monitoring
A top global biopharmaceutical company was preparing for biosimilar entrants in the autoimmune category, and needed to better understand its overall market landscape and competitive threats.
Fletcher/CSI attended eight medical conferences for the client over the course of a year to interview KOLS and competitor manufacturers, and attend relevant industry sponsored events and symposia.
Client was able to receive real-time updates about its market landscape and competitors’ initiatives to inform its strategies related to biosimilars, new MOAs, clinical trials, regulatory activities, and sales and marketing practices.
Healthcare IT Product Implementation Process
A healthcare IT company that sold billing and practice management systems was losing deals at an alarming rate, and quickly needed to understand why.
Fletcher/CSI completed a full Win/Loss analysis to determine the key reasons for losses (and wins). Interviews were conducted with office managers and practice owners to better understand their buying criteria as well as the specific reasons they did/did not buy from client.
Client got direct feedback from its addressable market. A key finding was that implementation was a major issue, and references (wins) were negative about their experiences regarding implementation. Client was able to restructure its implementation methodology, increasing staff and reducing timelines.