Roland Berger Study: Commercial excellence in the pharma industry

Delivering superior value to your customers in challenging times

2007

The pharmaceutical industry has recently started to fundamentally challenge their traditional operating model in marketing and sales. Across the industry, companies have realized that simply restructuring and downsizing their sales forces is not enough. If pharma companies want to succeed in today's challenging environment, they must look further and strive for a new level of commercial excellence. The industry is now bringing customers into the center of operations again and asking: what do we offer our customers and how do we approach the market?

Roland Berger is helping to answer these questions and has published the first pan-European study on key success factors of commercial excellence. The study uses insights from executives at all the major European pharma companies to show key commercial trends in Europe. Our "RB Business Model Mixer" provides a unique framework to develop your own customer-centric business model.