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Selected
clients and testimonials
Biomedical Strategy Consultants works with small, mid-size and large
medtech, biotech and pharmaceutical companies, as well as with life sciences investment
groups. Although some of our clients cannot be identified for reasons of
confidentiality, we are happy to provide specific references upon
request. Here are some examples of our past and on-going engagements:
Pan-Asian business
development
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Client: Developer of an innovative
software-based intensive care ventilator, headquartered in the U.S.
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Project outline: Establishment of a
pan-Asian distribution network by identifying and carefully evaluating
potential distribution partners. Short listed and had face-to-face
meetings with 24 potential distributors in 7 countries within 2 months
of starting the project. Concluded agreements with distribution
partners in all major markets, including one of the leading suppliers of
respiratory equipment in Japan. The client subsequently achieved
record sales and sales growth in the region. |
M&A advisory
services – China
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Client: Publicly listed
biotechnology company. |
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Project outline: Identified and
evaluated a target biopharmaceutical company in China with promising
pipeline and one drug having recently completed Phase III. The scope
of work involved identifying the target acquisition candidate,
facilitating the due diligence and the Term Sheet negotiations. The
proposed acquisition received shareholder approval and was completed
successfully at US$ 11 million. |
Business turn
around strategy - Japan
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Client: Leading U.S.
manufacturer of electrosurgical units and high end disposable
devices for the ObGyn market. |
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Project outline: Critically
reviewed our client’s activities in Japan to determine the cause of
stalled sales. Recommended a complete restructuring of the client’s
distribution set-up. Screened 9 new potential distributors.
Identified and recommended one distributor with whom our client
signed an agreement. Identified an entirely separate OEM opportunity
with immediate potential of more than 10x our client’s current level
of sales. |
Market
opportunity assessment and entry strategy – India
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Client: World leader in
infection control and operating room equipment. |
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Project outline: More than 150
face-to-face interviews were conducted with leading Indian hospitals
and industry experts in eight major cities across the country. This
was followed by a broad competitor analysis. Through the interviews
and through extensive secondary research we identified key market
drivers as well as both short and long term product opportunities.
Potential local M&A candidates were identified as an alternative
entry strategy. The final report and recommendations provided
detailed practical advice on how to best exploit these
opportunities. |
Market due diligence
and interim management
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Client: Developer and
manufacturer of a state-of-the-art 3D image-guided surgical navigation
systems for dental applications. |
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Project outline: Conducted market due
diligence in preparation for a listing on the Australian stock
exchange (ASX). Established an Asia-Pacific regional sales head
quarters and provided interim-management services. Recruited key
staff. Developed market entry strategies for major Asian markets.
Selected and appointed distributors. Provided on-going advice through
active participation at Board level of the company’s Asian
subsidiary. |
Market entry
strategy - China
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Client: U.S. based developer of a potential
breakthrough technology in digital electroacoustic cardiography.
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Project outline: Conducted
in-depth interviews and detailed market research in three locations
in China. All interviews were conducted in Mandarin. Assessed the
acceptance of a proposed product value proposition. Developed a
market entry strategy. Completed research planning, actual
interviews, analysis and final report writing within 3 weeks. A
comprehensive final report allowed our client to make informed
and intelligent decisions to move forward. |
Distributor
audits – Japan and China
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Client: NASDAQ-listed U.S.
patient monitoring company. |
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Project outline: The cause of
stagnant sales was determined through a detailed review of current
distribution channels backed by robust market research obtained
through extensive local interviews. A regulatory review was made in
China to facilitate SFDA approval. Recommendations outlined how the
client could ensure greater market control and organize its sales
and distribution efforts optimally. Advice was given to the client
on the establishment of its own direct sales subsidiaries. |
Pharmaceutical
market entry strategy – South East Asia
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Client: Large U.S. specialty
pharmaceutical company. |
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Project outline: Leveraging our
extensive network of key opinion leaders, in-depth face-to-face
interviews were conducted with leading neonatologists in Singapore,
Malaysia, Thailand and Hong Kong. The client was presented with
comprehensive country by country analyses providing details of
current market dynamics for its main pharmaceutical product and
delivery device. A regulatory roadmap was developed and distribution
partners were identified, evaluated and appointed in each of the
four markets. |
Market
research and entry strategy development
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Client: European developer of
spinal implants. |
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Project outline: Conducted
extensive market research in five major Asia-Pacific markets.
Provided a detailed map of the local orthopaedic industry,
identified and evaluated a large number of prospective distribution
partners in each market. Facilitated negotiations (in local
languages) to ensure agreements were reached in each major market. |
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Testimonials |
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