We work with device and pharmaceutical players to assess new opportunities such as assessing consumer-driven purchasing behavior, valuation of acquisitions, creating and managing distribution channels (including managing channel conflict), and marketing communications. We are frequently involved in turnaround situations that require a senior hands-on team to bring a product (or new product line) to market for improved revenues, higher market valuations and/or exit options.


MEDICAL DEVICE, PHARMA AND BIOTECH

Recent projects include:

  • Diabetic Retinopathy Screening Business Model: Diagnosed the current business model; created plans to develop a new self-sustaining business model; considering new service lines, partners, financials, and governance for the entity. Created a financial and operational model to test scenarios, plan investments, cash flows and operational impact.
  • Medical Device Co Acquisition Valuation: Assessed markets; then valued target companies; conducted due diligence and financial modeling on the potential value of the consumer driven device purchases.
  • Online Vaccine Ordering and Provider Engagement: Working with a major pharmaco to outline functionalities and features to streamline ordering of several vaccines, and engage providers and purchasers with useful tools, education and resources.
  • Tamper-Proof Rx Technology Launch: Technology company expanded from financial services into healthcare. Created and implemented a marketing program: product road map, marketing communications, pricing, segmentation, online channel and website.
  • GI Strategy - Forecasting the Technology and Case Mix: Forecasted the 2-5 year impact of technologies, changing populations, reimbursement, and operational impact on the case mix, finances, operations, capital, and staff. Considered the impact of the shift of colonoscopy screenings to virtual screenings and other emerging competing technologies.
  • HealthCare Technology Platform Co: Advised a health technology company that provides open intelligent channels between patients and doctors with a range of connections, from live video communications, video mail, chat and secure email to face-to-face office visits.
  • Retail Channel for Medical Device Co: Conducted an analysis of retail channels; developed a partnership with a retailer and implemented a pilot program to open new markets.
  • Retail Clinic Opportunities for PharmaCo: Worked with the clinic operator and pharmaco to create novel chronic care and wellness programs that leverage the features and unique abilities of NPs in retail clinics. Created a platform of learnings to apply across several categories for retail clinic channel.
  • Assessed a medical device acquisition for a top 10 device company, focusing on the consumer-driven value of the product range.  Created a valuation model to better assess and price the acquisition, with a three week rapid turnaround.  Engaged senior executives and the acquisition team in North America, Europe, and Asia.
  • Created a turnaround marketing plan for a diabetic device, company including a consumer campaign, focused and new sales efforts, and new product design to tap into new markets.
  • Worked with a top 10 medical device company to create distribution strategy for a pain device, leveraging retail clinics and an employer-driven campaign.
  • Created and executed a plan for a medical device manufacturer to achieve profitability and market cap increase of 140% through a new focused market strategy, revamped sales force, new pricing, redesigned marketing campaigns, and new product development process.  Worked with the CEO to educate his Wall Street investors on the larger market opportunity.  Served as interim VP Marketing.
  • Co-created a forecast on the future of telemedicine, including leading an expert panel and editing a report.
  • Developed strategy for a cosmetic device manufacturer to secure investor funding, including a market assessment and prioritization of customer opportunity in different distribution channels.
  • Worked with a nascent biotech firm to expand clinical trials capacity and increase financing for trials.  Assisted the finance and HR teams to create new processes to manage new clinical trial capacity and processes.
  • Co-created launch plan for new consumer genetic testing service business including a direct-to-consumers plan.
  • Implemented a growth plan through acquisitions for an e-prescribing business. Sought out, assessed, and valued potential aquisitions.
  • Worked with a Fortune 500 biotech company to increase and retain its high-caliber talent pool. Created a novel talent value proposition based on quantitative research of the needs and interest of the talent pool. Created a new recruiting program.
  • Worked with a medical device company to improve sales rep productivity through sales training programs, including ROI-based selling techniques, profiling top reps, and redefining sales territories.
  • Assessed growth opportunities for a health care call center provider, including new market assessment, new technologies (such as chat, interactive dialogue, and text messaging).
     


The Retail Clinic Opportunity for Phamaceutical and Biotechnology Companies

The Retail Clinic Opportunity for Phamaceutical and Biotechnology Companies: Capturing New Customers and Markets through Retail and Employer-Based Healthcare Clinic Channels
(May 2008)

What Medical Device Winners Know How to Do

What Medical Device Winners Know How to Do: Seven Imperatives to Transform Your Company’s Performance
(March 2004)

 

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