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Commercial strategy

Alcimed assists its clients in the development of their commercial strategy to increase the turnover of their product and service offerings in different markets around the world.

How we help you to develop your commercial strategy

We offer our clients comprehensive support in sales strategy to adapt their offers to the demand in each market (choice of positioning, business model, development of an adapted marketing mix etc.) and to differentiate themselves from the competition (analysis of the forces at play, identification of competitive advantages, growth levers etc.), up to the operational implementation of strategies co-defined together (development of sales presentations, coaching of teams, business development, etc.).

EXAMPLES OF RECENT COMMERCIAL STRATEGY DEVELOPMENT PROJECTS FOR OUR CLIENTS

Commercial strategy for the launch of a new antibiotic

We supported a leader in the pharmaceutical industry in the development of its commercial strategy and business development plan for the launch of a new antibiotic in 2 key countries: South Africa and Thailand. Once the project was launched and the context of our client was analyzed, our team first carried out a diagnosis of the situation in each target country (existing supply, market segments, demand mapping, needs and expectations of physicians, purchasing path and decision process, patient pathway, etc.). Following this diagnosis, our exlorers conducted a regulatory analysis to identify approval timelines for such a treatment in each target country. All the elements gathered during our investigations and our analysis enabled us to co-build with our client each step of the commercial strategy and in particular its business development plan for this new product.

Commercial strategy to be reviewed following a change of distribution model for a medical device in Russia

We assisted a leading player in the medical device industry in redesigning its commercial strategy for its entire product portfolio in Russia. Following an internal strategic change, our client needed to rethink its sales approach in Russia from a direct sales approach to an indirect sales approach via distributors. In order to establish its new strategy and define its growth plan, our team explored the Russian hospital market: analysis of supply and demand, understanding of regulatory, purchasing and reimbursement mechanisms, and identification and characterization of potential distribution partners. The results of our study allowed our client to rethink and decide on its new business strategy and growth plan for the coming years.

Commercial strategy of a new service offering for the automotive sector

We assisted one of our industrial clients in the identification and characterization of segments of interest for the development of a new service offering and the construction of a commercial strategy adapted to a new sector for our client: automotive. Alcimed's project team first identified and selected the segments of interest for our client's offer. Then the priority segments were characterized in a more precise way and were the subject of a business model proposal. Then, a commercial strategy was elaborated, including in particular a prospecting strategy and commercial tools, in order to allow our client to quickly launch into the automotive sector and to set-up first meetings with prospects.

Study of the commercial strategy of potential targets in order to develop targeted collaborations in the pharmaceutical sector

We assisted the New Business Development team of a pharmaceutical company in identifying and analyzing potential customers. Our client's team, having field sales teams in many geographies, was looking to establish collaborations with SMEs in the sector, with the aim of helping them access markets where they are not present, in order to increase the coverage of their products with the related-patients. In this context, our client's team wanted to better understand the business strategy and product sales partnership needs of pharmaceutical SMEs. Our team investigated 30 companies of interest to our client and analyzed their geographic coverage gaps and the associated revenue shortfalls in each country not covered. Our study enabled our client to identify new business development opportunities within the in-scope targets, most of them with links and interests pre-identified by our team.

WHO IS ALCIMED?

Founded in 1993, Alcimed is an innovation and new business consulting firm, specializing in innovation driven sectors: life sciences (healthcare, biotech, agrifood), energy, environment, mobility, chemicals, materials, cosmetics, aeronautics, space and defence.

Our purpose? Helping both private and public decision-makers explore and develop their uncharted territories: new technologies, new offers, new geographies, possible futures, and new ways to innovate.

Located across eight offices around the world (France, Europe, Singapore and the United States), our team is made up of 220 highly-qualified, multicultural and passionate explorers, with a blended science/technology and business culture.

Our dream? To build a team of 1,000 explorers, to design tomorrow's world hand in hand with our clients.