The client
The commercial development team of an established pharma company with two late-stage trials for expansion indications of a marketed product for a rare inflammatory disease required broad support for lifecycle management (LCM) activities.
Challenge
Our client was interested in understanding how to utilize an established salesforce to effectively navigate additional disease areas. To succeed, the client required a strong understanding of the market and sizing of the opportunities, particularly with an incoming competitor. The client had a unique organizational structure, requiring additional effort to gain alignment amongst cross-functional teams to manage competing priorities across brands.
Approach
We developed annual plans for each indication based on a situation analysis, commercialization strategy workshop, and cross-functional tactical and financial plans for the following year.
Our team revised fact books for each indication to capture the latest updates on disease treatment and management, key stakeholders, the product profile, and the market.
We also organized monthly cross-functional sub-team meetings through development of agendas, compilation of materials, and capture of key takeaway items for team members. We supported the commercialization development team with ad hoc requests to bolster organizational capacity and ensure timely progress of LCM activities.
