The New Business Model in Pharmaceuticals

You have an idea as to how your company should change to succeed, but you are not sure you get the full picture - and you certainly don’t have the time to think things through. You are looking for a sounding board and challenge from your peers and experienced business leaders. How can you translate some of those concepts to YOUR company and YOUR strategies and tactics?

Shrinking margins, increasing pressure from regulators, demographic shifts, ethical concerns, developing markets, integrated healthcare models and personalized medicine challenge existing processes, organizational structures and roles. This workshop helps you realize where and how you need to radically alter the way you and your company are doing business.

The consequences of the mega-trends in the healthcare environment on your business and on your corporate strategy:  Demographics, aging of the population and increase in overall disease burden. Economics of healthcare, cost-containment and strive for value-for-money. Disease management, risk-sharing and pay-for-performance. Moving from mass-markets to mass-customization with specialized pharmaceuticals and personalized medicine. Collaborative healthcare models. Productivity increase in R&D, Marketing & Sales, Supply Chain Management and Outsourcing.  Emerging markets, generics and OTC.  

Open Innovation in BioPharma: Managing Effective Collaborations and Partnerships in R&D

In-house innovation in large pharmaceutical companies has drastically decreased in recent years. A new ideal business model for pharmaceutical research may be based on small-scale, highly focused, interdependent organizational entities. In this workshop, we look at the different business models to build, organize and manage pharmaceutical research through interdependent organizational entities in order to maximize innovation, to minimize risks and costs and to ensure profitable results. Read more

Development and Manufacturing: Strategic Choices Ahead in the Pharmaceutical Industry

Which is the better business model for organizing chemical and pharmaceutical development and manufacturing: small-scale, highly flexible manufacturing units or large-scale, highly standardized manufacturing units with a limited number of technology platforms? The future probably holds commercial opportunities for both business models. In this workshop, both models are investigated in depth to identify advantages and disadvantages, and allow participants to analyze their current development and manufacturing business models against these two business models. Read more

Medical Affairs in the Pharmaceutical Industry: Protecting vs Supporting Roles and Keys to Success

The impact of the mega-trends in the healthcare environment on your business and consequences on Medical Affairs: 

- Demographics, aging of the population and increase in overall disease burden
- Economics of healthcare, cost-containment and strive for value-for-money
- Disease management, risk-sharing and pay-for-performance
- Medical Science Liaison in the world of specialized pharmaceuticals and personalized medicine
- Enhancement of commercial efforts by the Medical functions, while maintaining corporate integrity and compliance with ethics, governance and regulations

This workshop will give you a solid overview of the current, mid- and longer-term trends in the healthcare environment impacting your business today and tomorrow. It will help you find answers to the key challenges in Medical Affairs and maximize the opportunities for you and your company.

Market Access, Pricing and Health Outcomes: The New Reality in the Pharmaceutical Industry

The consequences of the mega-trends in the healthcare environment on your business and on your corporate strategy: Demographics, aging of the population and increase in overall disease burden. Economics of healthcare, generics, cost-containment and strive for value-for-money. Disease management, risk-sharing and pay-for-performance. Roles of Regulatory Affairs, Health Economics & Outcomes Research, Advocacy, Public Affairs, Communications and Marketing in Market Access.

In order to cope with the new and future Pricing & Reimbursement requirements, Pharma must develop very effective strategies addressing the demanding needs of its multiple stakeholders. Market access is rapidly becoming the key to survival and long-term success in pharmaceuticals.

This workshop will give you a solid overview of the current, mid- and longer-term trends in the healthcare environment impacting your business today and tomorrow. It will help you find, organize and deliver answers to the ever increasing demands of your Stakeholders.

Clinical Development Reinvented: From Biomarkers to Adaptive Trials

Today, clinical development is too much focused on a financially risky "the-one-drug-that-cures-as-many-people-as-possible" approach. Instead, a "smaller-but-targeted" approach allows for a step-by-step development and launch with more manageable costs. 

In this workshop we look at the different business models of pre-clinical and clinical development in order to increase speed-to-market, minimize risks and costs and to ensure profitable results.

Patient Centricity in Pharma: When Empowered Patients Become Your Primary Focus

The pharmaceutical industry has traditionally been driven by innovation and products. Its communications predominantly focused on physicians i.e. the prescribers. With the ongoing changes in the healthcare environment, new stakeholders have gained considerable importance for Pharma, for instance patients. Selecting a pharmaceutical product is one of the choices that empowered patients can and do make nowadays. This workshop will review various approaches to drive growth by adopting customer-centric and patient-centric business models in Pharma. Read more

Generics Markets and Big Pharma: Pure Player Going Hybrid? Old Models in New Markets?

With healthcare budgets tightening and patents of blockbusters expiring one after another, the generic market is poised to booming. Big Pharma is now reconsidering a market segment that most R&D based companies had so far snubbed or denigrated. This workshop will review alternative options to enter into the generic markets and the consequences they may have on your operational model.    Read more

Leadership Post-Mergers and Acquisitions: Striving for Successful New PharmacCo

Dry R&D pipeline, patent cliff or heavy cost-containment, your company has or will embark in the new consolidation wave in the pharmaceutical industry. Now that the merger or acquisition has been approved, you must ensure a healthy integration. Bringing together two corporate entities into a coherent new whole is a complex and challenging task. If you are responsible for or involved in managing post-merger integration and change management, MCE’s Pharma-specific Post-M&A workshop will help you accelerate integration, smoothen culture clashes and deliver the anticipated value of the merger or acquisition.    Read more

Managing Brands Regionally and Selling Locally: Efficient Marketing Matrix and Processes in Pharma

We all know that we are living in a world that is more global than ever before, thanks to the internet and easy communications. However, most pharmaceutical companies have established regional organisations to coordinate and oversee operations taking place in groups of countries. For a large number of reasons, regional marketing activities may deviate to small or high degree from the global marketing strategies determined by the headquarters. There are good and valid reasons from that, for instance: different portfolios or product life-cycle, different regulatory environment, competitors, medical practices, pricing and distribution channels. For efficiency and productivity reasons, companies try to regionalise their marketing. This represents a fair balance between truly global and purely local marketing but poses number of coordination challenges, which this workshop will review, analyse and propose solutions. Read more

Managing Emerging Markets: Strategic Decisions, Operational Options

Patents of blockbuster drugs expire one after another, R&D pipelines are dry, social security deficits explode and push for more healthcare cost containment and generics thrive. Clearly, the growth engine in the Western markets is stalling. Big Pharma is undertaking a dramatic shift in terms of where it can turn to resume growth and secure profitability. As from 2009, it is predicted that “Pharmerging” (or BRIC+TKM) will be responsible for more than 50% of the growth in the global pharmaceutical markets. Except for a few early believers, it is only now that most multinational pharmaceutical companies are waking up and trying to develop and deploy plans to capture a share of the untapped potential in the emerging markets. This workshop will review the alternative strategic options that Big Pharma should consider for the emerging markets and the impacts they will have on your operational model.  Read more

Outsourcing and Virtual PharmaCo: Strategic Planning and Best Practices

Pharma has been slower than other industries to adopt outsourcing, With its traditionally high margins, Pharma could afford the luxury having all functions in-house. However, over the last decade, outsourcing has become an important strategic issue, also for our industry. Rising pressure to reduce costs and speed up time-to-market, have led to not only outsource non-core functions such as manufacturing, but also specialised or technically demanding areas such as clinical operations or drug discovery. This workshop will review the possibilities for Pharma to contract most of its functions, while mitigating the complexity and risks of intrinsically linked to outsourcing. Read more

"Commercial" Effectiveness in Pharma: Think beyond Sales Force Effectiveness

The pharmaceutical industry is undergoing unprecedented transformation. From heavy cost containment from payers, to the infamous “patent cliff”, there are a number of converging forces that drive down value creation in Pharma. Maintaining the ongoing commercial operations, as they have been managed over the last decades, is economically unsustainable. Pharmaceutical companies must adapt to a new environment, which is more demanding than ever before.  They must adopt lower cost models across the whole value chain and improve productivity and efficiency in their commercial approaches. This Commercial Excellence workshop will enable you to reconsider and redesign the way you operate your commercial model, from marketing to medical-marketing and to sales, in order to develop a sustainable competitive advantage for your company.  Read more

The 5-Day Mini MBA for the Pharmaceutical Industry

More than ever before, the dynamics and fast pace of the new healthcare environment require cross-functional experts who master complexity and go beyond silo thinking. The "Mini-MBA" is based on the key areas of the MBA that have been especially tailored to the pharmaceutical industry. It provides you with the intellectual capital needed to excel as a high-performance manager in this fast-moving industry. Read more

Value-Base Marketing in the Pharmaceutical Industry

The seismic shift in the healthcare market requires transformational innovation from marketing, including new value-added services, taking full responsibility for marketing ROI, understanding integrated multichannel campaign management and creating stronger links between Marketing, Sales, Medical Affairs and the customer.

This workshop gives you a solid overview of the latest trends in healthcare and key tools to address these. We focus on the practical application of these concepts, so that you will have an action-oriented toolkit with which you can begin to make immediate improvements in your strategy and its execution. Starting from customer/consumer motivations, you will explore the role of product management and marketing organisational realignment, and define the critical differences between marketing and sales, while deepening your understanding of the strategic mission of both a business unit and the company as a whole. The workshop will also address the strategy, intelligence and implementation of marketing products and services that are often truly "life or death" solutions.

Digital Marketing Strategies in the New Healthcare Environment

The pharmaceutical industry is preparing to make a big push in the digital marketing space and you know that you need to adapt your marketing mix to the new realities in the market. This workshop will provide you with practical knowledge about the possibilities offered by the digital channels. It will help you select and use digital media effectively in your marketing mix in the new pharma environment. Read more

OTCs: Fundamentals of Patient and Consumer Marketing Communications

There is a growing pressure from authorities to “empower” patients and switch costs to them. At the same time, pharma is keener to rescue suitable brands in market segments less prone to generic competition. Thus, no surprise, OTC is on the rise! However, most pharmaceutical companies have little or no experience in marketing medicines to the end consumer. Consumer Healthcare marketing requires different approaches in all aspects of the Marketing Mix. Pharma can learn a lot from experiences from non-healthcare consumer industry. This workshop will examine and review with you winning approaches for your patients and consumers marketing communications. Read more

Personalized Medicine: What it means for Pharma

Mass market medications are traditionally associated with high proportions of non-responders, which are a source clinical inefficacy, adverse drug reactions and poor resources utilization. With the advent of pharmacogenomics, diagnostic biomarkers allow pointing to the most appropriate treatments i.e.  targeted drugs. This paves the way to so-called Personalized Medicine. For patients, physicians and payers, such personalized medicine offers clear clinical and economic advantages by making more predictable outcomes and enhancing efficacy through prior identification of responders.  While personalized medicine offers the potential to improve well-established medical practices, the concept presents a major challenge to the pharmaceutical industry. This workshop will guide you through the challenges posed to our industry by personalized medicine and the changes it will trigger on our business models, from Drug Development to Commercialization, including Market Access Read more

Securing Pharma Skills and Talent Management for Superior and Sustained Performance

The pharmaceutical industry is undergoing unprecedented transformation due to the tremendous changes in its environment. New technologies, cost pressure, consolidation, downsizing and reorganisation, need for new competences in Health Economics and Outcomes, Market Access and Advocacy, Medical Marketing, Relationship Management, Key Account Management, Outsourcing Management, just to name a few new Pharma realities.

As we develop new strategies to address the issues and opportunities of this changing environment, our needs in terms of people become increasingly difficult to fulfil. The good news is there is a lot of value HR can add to the business by aligning talent and performance management systems to support the strategy. MCE’s Pharma Skills & Talent Management workshop will increase your ability to master it, thus enabling superior and sustained performance of your organisation.

Supply Chain Management in Pharma: Strategic Sourcing and Supply Chain Governance

The pharmaceutical industry is in turmoil and undergoing unprecedented transformation. In the era of the highly profitable mass-market blockbusters, Big Pharma could afford lots of inefficiencies along its value chain. These times are gone and pressure on costs is increasingly intense in the pharmaceutical world.

Traditionally, pharmaceutical companies were vertically-integrated fully. But, as we are in pervasive search for efficiency and savings, the industry is externalising many of its functions and “disintegrating” its vertical model.

In this highly interactive workshop, we will focus on moving from a buyer-seller relationship, to a strategic partner relationship with key suppliers and vendors. This involves recognizing and applying good practices when engaging with and managing suppliers, drawing on a variety of strategic approaches and complying with GMPs and applicable international rules and regulations.

OTCs: Distributing to and Managing Sales with Pharmacists

As pharmaceutical companies expand presence in the Consumer Healthcare market and rescue suitable brands as OTC medicines, the role of the pharmacist is gaining in importance considerably. However, most companies have little or no experience in partnering deeply and strongly with pharmacists, who are the primary gatekeepers in OTC marketing. This workshop will examine and review with you winning approaches, from non-pharma and pharma industries, in partnering with retailers and pharmacists, these specialists of healthcare retailing. Read more

Operational Excellence in Pharma Supply Chain Management

Supply chains in the pharmaceutical industry are classically large and consist of a global network own plants, numerous suppliers of APIs and other materials, as well as an increasing number of contract manufacturers. Numerous products and SKUs are manufactured, shipped, and distributed in across the world in various markets, with their respective customer, regulatory, and quality requirements. Constant high product quality and continuous availability are a must, as customers (patients, physicians and hospitals) and regulators have little tolerance for product quality defects and drug shortages. This workshop will help you identify the best supply chain optimization opportunities in the context of your company’s strategy. Read more

Institutional Selling: Selling to National Health Insurance Systems, Hospital Networks, Buying Groups and Insurers

The pharmaceutical industry is undergoing unprecedented transformation due to number of major changes in the healthcare environment. Patents are expiring one after another. Authorities around the world increase pressure and deploy broad measures to contain the growth of healthcare costs. The customer landscape is becoming more and more complex, often centralized and heavily networked. Payers, whether public or private, hospital networks, buying groups and the like, want more results and more value, preferably at discounted prices! In other words, they want “Value for Money”.

This new reality inevitably increases the complexity of selling, with the implementation of things like health technology assessment agencies, formulary committees, clinical committees, buying clusters, practice-based commissioning and so on. As buying complexity has increased, so must selling sophistication to align with that. This workshop will review and discuss the changes that Pharma must make in order to accommodate the more organized buyers and overcome the new selling barriers it is facing.   

Getting Ready for Your Future Senior Role as Senior Manager in the Pharmaceutical Industry

In the upcoming generation that will soon replace senior managers and leaders, there are fewer people and there are even fewer of the right people. As part of their talent management and succession planning, pharmaceutical companies need to develop the talent they have because it will be very hard to hire talent away from competitors. For individuals, the skills gained in this workshop are vital management skills for any senior manager’s career and will prepare you for the challenges ahead. And in our Pharma world, challenges are plentiful. Participants in this workshop will become knowledgeable and skilled at responding to changes in doing business globally, creating and delivering value and making the right decisions to move the organization forward toward its objectives.  Read more

Managing R&D Projects in Pharma

To get a better return on R&D investments, pharma companies want to improve the efficiency of their R&D activities. They need R&D managers with strong project management capability in addition to their scientific expertise. This workshop gives R&D managers the methodology they need to run projects smoothly, efficiently and leading to the desired outcomes. Scientific expertise combined with the ability to manage projects and achieve targets through others are a winning combination for advancement in a pharma career. Read more

Key Account Management in Pharma: From a General Approach to Targeted Sales and Company-Wide Selling

For pharma product prescribers, the market is rapidly changing from "one size fits all" to tailored efforts based on customer value, behaviour and attitudes. Product or disease information is available to anyone 24/7 on the Internet. In many markets, decision power is shifting away from the individual prescriber to networks of physicians, health insurers, governments and even patients. These new trends require a stronger relationship with teams inside your company, true customer focus and rigorous stakeholder analysis and influence mapping.  Read more

Pharmaceutical Product Management: Building Your Brand in the New Healthcare Environment

New channels and stakeholders are emerging, and the customers’ view on value is changing. To stay ahead, pharma marketers need to sharpen and challenge their strategic marketing skills, identify and seize the significant marketing opportunities offered by new stakeholders and channels, and become more customer-centric in the process.  Read more