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Pharmaceuticals

Financial pressure, regulatory changes and burgeoning numbers of decision-makers within the healthcare sector are among the factors calling into question the pharmaceutical industry's present operating model.

These pressures are compounded by low R&D output, costly product withdrawals and lower revenue per product.

In brief

Developing high performance operating models in a challenging environment

For Rx suppliers, discovering and marketing promising innovations is getting more difficult, expensive and risky – and hard for individual ethical pharmaceutical suppliers or biotech firms to finance on their own. Establishing a well-organized and competitive network is becoming increasingly crucial for success. We provide a fresh perspective on aligning your operations along the entire value chain: reviewing your corporate management structure, improving your R&D performance, launching blockbuster products efficiently, increasing your marketing and sales effectiveness, implementing new supply chain capabilities and developing best-in-class support functions.

The pharmaceuticals market is driven by pressure on margins, the onslaught of generics and ubiquitous cost containment efforts. To hold their own, generic suppliers must achieve cost leadership – all the more so as governments and health insurers increasingly favor cheap products to reduce overall spending. Aspiring leaders develop and implement innovative market strategies, strive for continuous globalization, manage commercial excellence and excel at managing the supply chain and optimizing production sites. And we help them do so.

Patients are increasingly becoming customers, and their influence is growing. OTC products are therefore gaining substantial market share. We support OTC suppliers with appropriate approaches, such as customer relationship management, multilateral sales channels management or exploiting the opportunities of direct mail and e-commerce, to successfully address the challenges involved.

Roland Berger offers Rx, generics and OTC suppliers customized approaches that take their different business models into account, covering areas such as:

  • Commercial excellence
  • R&D excellence
  • Operations excellence
  • Management and organizational excellence
  • Business development and partnering excellence

Sample projects

Post-merger integration of two leading pharmaceutical companies

Roland Berger assisted the integration of two leading European pharmaceutical companies in 2004. After we defined the joint new operating model, we focused on the commercial strategy. This included shaping the portfolio of the merged entity, allocating the necessary marketing and sales resources and harmonizing commercial policies. Another significant part of our support included reviewing the core processes, designing the new target organization and defining the structure and size of enabling functions such as finance, HR and IT. Finally, we helped tackle general integration challenges such as the cultural/legal framework, site selection, cost synergy and supply chain issues. A central integration office was in charge of overall project coordination, while RBpoint, our project monitoring tool, helped us track all activities and achieve all project goals in an ambitious timeframe.

Commercial excellence to boost sales performance

A global pharmaceutical customer found out that actively managing its commercial capabilities was a prerequisite for future growth. In the past, commercial operations had been managed on a country by country basis, commercial practices were hardly ever shared and external benchmarking happened rarely. To extract the maximum revenues from the current and future product portfolio, our client intended to initiate a process that would drive innovation and effectiveness. Based on Roland Berger's commercial excellence framework, we worked with our client to develop a new commercial operating model. We helped the client describe the key standards and processes for all key levers of commercial excellence (e.g. targeting, call quality, organization, marketing and sales interactions, metrics, people and performance, etc.). Using our proven assessment approach, we worked with countries across the globe to understand their individual strengths and weaknesses and developed action plans to improve performance. Furthermore, we defined and implemented a portfolio of global initiatives supporting our client on its way toward commercial excellence. Roland Berger provided content expertise, project management competency and change management capabilities to help our client reach the next level of commercial excellence in an increasingly challenging environment.

Our experts

Bahrain

Michael Caracache

Principal

Manama, Bahrain
Phone: +973 17 5679 - 50
E-mail: e-mail

 

Brazil

Jorge Pereira da Costa

Partner

São Paulo, Brazil
Phone: +55 11 3046-7111
E-mail: e-mail

 

France

Christophe Angoulvant

Senior Partner

Paris, France
Phone: +33 1 53670-984
E-mail: e-mail

 
Patrick Biecheler

Managing Partner Spain

Paris, France
Phone: +33 1 53670-902
E-mail: e-mail

 
Michel Jacob

Partner, Member of the GEC

Paris, France
Phone: +33 1 53670-936
E-mail: e-mail

 

Germany

Martin Erharter

Partner

Munich, Germany
Phone: +49 89 9230-8414
E-mail: e-mail

 
Georg Altmann

Partner

Frankfurt, Germany
Phone: +49 69 29924 - 6147
E-mail: e-mail

 
Carolin Griese-Michel

Partner

Hamburg, Germany
Phone: +49 40 37631-4324
E-mail: e-mail

 
Morris Hosseini

Partner

Berlin, Germany
Phone: +49 160 7448-497
E-mail: e-mail

 
Thilo Kaltenbach

Partner

Munich, Germany
Phone: +49 89 9230 - 8651
E-mail: e-mail

 
Frank Steffen

Partner

Munich, Germany
Phone: +49 89 9230 - 8665
E-mail: e-mail

 

Greater China

Tony Tang

Principal

Shanghai, Greater China
Phone: +86 21 52986677-810
E-mail: e-mail

 
Ignatius Tong

Partner

Shanghai, Greater China
Phone: +86 21 52986677 - 816
E-mail: e-mail

 
Thomas Wu

Principal

Shanghai, Greater China
Phone: +86 21 5298 6677 - 823
E-mail: e-mail

 

Japan

Satoshi Nagashima

Managing Partner Japan

Tokyo, Japan
Phone: +81 3 35876-660
E-mail: e-mail

 
Kenshiro Tamura

Principal

Tokyo, Japan
Phone: +81 3 35876-660
E-mail: e-mail

 

Netherlands

Benno van Dongen

Partner

Amsterdam, Netherlands
Phone: +31 20 7960-600
E-mail: e-mail

 
David Frans

Principal

Amsterdam, Netherlands
Phone: +31 20 7960-621
E-mail: e-mail

 

Romania

Codrut Pascu

Managing Partner Romania, Poland

Bucharest, Romania
Phone: +40 21 30605-00
E-mail: e-mail

 

Southeast Asia

Yoshihiro Suwa

Principal

Jakarta, Southeast Asia
Phone: +62 21 298 - 59812
E-mail: e-mail

 
Rezki Wibowo

Principal

Jakarta, Southeast Asia
Phone: +62 21 298 - 59802
E-mail: e-mail

 

Sweden

Hans Nyctelius

Partner

Stockholm, Sweden
Phone: +46 8 410438 0
E-mail: e-mail

 

Switzerland

Matthias Hanke

Managing Partner Switzerland

Zurich, Switzerland
Phone: +41 43 336-8650
E-mail: e-mail

 

Further reading

Cancellation of drug sale subsidization for medical services and separation of drug sales from hospitals

THINK ACT, 2015

This report analyzes sales within China's pharmaceutical market. It also examines the effects of the "separation of drugs from hospitals" …  >>

 
Saudi Arabian pharmaceuticals

Study, 2014

Saudi Arabian pharma manufacturers must assess their strategic positioning in the market and adapt to the industry's changing landscape to ensure success in the long run …  >>

 
How pharmaceutical companies can optimize operations

THINK ACT (Chinese only), 2014

The "operational excellence" outlined in this study aims to help Chinese pharmaceutical companies realize both cost optimization and a manufacturing transformation …  >>

 
Market access as the key to Chinese pharmaceuticals

THINK ACT (Japanese only), 2014

Our latest THINK ACT takes a look at market access as the key to Chinese pharmaceuticals industry …  >>

 
How to adapt in China's evolving pharma landscape

THINK ACT, 2014

China's pharmaceutical market has entered an era of discontinuity. This THINK ACT shows perspectives on commercial model innovation for multinational pharma companies. …  >>

 
Pharma's fight for profitability

Study, 2013

Increasing price and cost pressure, regulatory changes and expiring patents are leading to shrinking margins in the pharmaceutical industry …  >>

 
Fight or flight?

Study, 2010

This study is based on a global quantitative survey supported by in-depth desk research. The survey results were validated in over 50 CEO and board level face-to-face interviews with top decision makers of leading pharmaceutical groups …  >>

 
What's next? Innovating the concept of innovation in the pharmaceutical industry

Study, 2009

For the longest time, innovation in the pharmaceutical industry was product-centered. Everyone knew what the product was and what it looked like – a pill …  >>

 

Press releases

May 2, 2016

EU road transport sector could reduce well-to-wheel greenhouse gas emissions by 22 percent between now and 2030 …  >>

March 7, 2016

Oil producing countries' price forecasts are becoming increasingly inaccurate. For 2015, their starting point was an average oil price per barrel of USD 95, while the actual average was USD 49 …  >>

July 22, 2015

According to Roland Berger Strategy Consultants' newly released THINK ACT booklet, China's policy of separating drug sales from hospitals will finally be substantially and widely implemented over the course of its 13th Five Year Plan …  >>

November 4, 2014

A new Roland Berger study found that optimized marketing and sales processes harbor additional revenue and profit potential …  >>

October 13, 2014

Saudi Arabian pharma manufacturers must assess their strategic positioning in the market and adapt to the industry's changing landscape to ensure success in the long run …  >>

January 6, 2013

Three out of four pharmaceutical companies are convinced their industry is in the midst of a strategic crisis …  >>

July 9, 2012

To better support its clients and tackle the special challenges of the pharmaceuticals and chemicals industry, Roland Berger Strategy Consultants is stepping up its consulting activities in this sector in North America …  >>

May 18, 2012

As new Partner and Competence Center head, Martin Erharter has been working on pharma & chemicals projects at the international strategy consultancy's Munich location since April 1, 2012. …  >>