A global Biotech company was looking to pro-actively conduct a LOE Readiness Assessment & build a “Go-to-Market” Strategy and Framework, supportedby its implementation through Tactical Plans and Advisory Services.
- Loss of Exclusivity for a key product impacting global sales:
- Introduction of biosimilar products in the market
- Expected revenue erosion and Market share loss
- Focus on several mitigation efforts:
- Tender Landscape & Insights
- Tendering Excellence Capabilities
- Building competitor intelligence and differentiation strategies
- Non-clinical differentiation
- Geographic and market expansion
- Achieved Country readiness via organizational, process and technology initiatives across 18 markets to respond to tenders
- Ensured post-LOE governance, guidance & policy based on quantitative analysis for bid prices to support country-level decision-making and escalation
- Developed Affiliate-Based Tactical Plans incl. LOE Scenario Planning, Tender & Events Calendar, Tender and Contracting strategy with market-specific tactics
- Established an integrated approach for cross-functional stakeholder engagement
Marbls provided support to prepare operational readiness and excellence:
- Conducted Tender Landscape Analysis and defined LOE scenarios
- Planned and led country workshops to capture market-specific insights
- Provided training on competitive tendering & contracting to build capabilities and enhance organizational readiness
- Redefined business case templates
- Implemented new “Tender Taskforce” for Strategy execution