Success Principles: Making Pharmaceutical Business Development Fit for Purpose
Decision Resources
December 13, 2007 30 Pages - SKU: DECR1638048
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In today's competitive and evolving pharmaceutical landscape, Business Development is a strategic lifeline for
all companies. The more successful Business Development departments share factors that clearly distinguish
them from the pack. These success principles can be used by other companies to reinvent the role, direction, and
operation of their Business Development functions so they, too, can be "Fit for Purpose."
Get the Answers You Need to Shape Your Strategy
- Corporate management in successful pharmaceutical companies invariably recognizes and taps into Business .Development's understanding of the future and integrates Business Development's thinking into strategyformulationprocesses. What aspects of the pharmaceutical environment does pharmaceutical BusinessDevelopment particularly need to understand in order to be successful?
- Most pharmaceutical companies have not seen Business Development as the future lifeblood of the company, .and their Business Development groups are poorly equipped to take on this new strategic role. What arethe most common shortcomings of Business Development departments? How are these shortcomingsaffecting pharmaceutical companies' ability to succeed? How can companies best redirect andreorganize their Business Development departments?
- Partly as a result of Pharma's lack of internally generated new products, product acquisitions have become .increasingly important. What is the primary reason many pharmaceutical companies fail to acquirenew products that they have targeted? What aspect of the product acquisition process do Business Development strategies need to focus on?
Scope
- Business Development as an Indispensable Strategic Lifeline: . the tools of Business Development The 1990s-Pharma Enters the Real World: . technology changes and new customer economics
- Consolidation: . the rumble that became a landslide; the view of pharmaceutical management; the effect on new product innovation
- The turn of the millennium: . pressures mount; the seven key factors molding today's landscape
- The industry's schizophrenic approach to Business Development: . the not invented here mind-set; Big Pharma sits up and fi nally takes notice; a shift in strategic outlook
- What is wrong with today's pharmaceutical Business Development?: . the consequences of funding issues, unseasoned staff, and counterproductive internal relationships
- Business Development success principles: . key factors aiding the identifi cation of customers' future needs and desires; the evolution of Fit for Purpose and complex business strategies
Please note, the PDF e-mail from publisher version of this report is for a global site license.
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- Executive Summary
- Strategic Considerations
- Stakeholder Implications
- Business Development as an Indispensable Strategic Lifeline
- Pharma Enters the Real World in the 1990s
- Technology Tribulations
- Two Is Not a Trend
- The Translational Blocks
- Customer Economics
- Graying of the Population
- End of a Charmed Way of Life
- Consolidation: The Band-Aid Approach of the 1990s
- From Squeeze to Crush at the Turn of the Millennium
- A Schizophrenic Approach to Business Development
- What Is Going Wrong with Today’s Pharmaceutical Business Development?
- Business Development Success Principles Going Forward
- An Achievable Vision: Identifying Future Customers’ Needs and Wants
- Evolving to More Complex Strategies
- Externalizing Internal Assets
- Internalizing External Opportunities
- Components of Successful Business Development Operations
- A New Mind-Set and Culture in the Decision-Making Process
- Bringing Organizational Structure In-Line With Expectations
- Anticipating Necessary Levels of Resource Allocation
- Creating Internal Support for the Business Development Function
- Positioning the Company as the Partner of Choice
- The Fundamental Importance of Knowledge Networks
- Feedback Loops
- Updating Corporate Communication Practices
- The Bottom Line
- Spectrum Expert Commentary
- Esoteric Diseases—Accommodating the Unfamiliar
- Avoiding the Mundane
- Expert Featured
- John Ansell, M.A., principal, John Ansell Consultancy
- Tables
- 1. The Accelerating Aging of the Population and the Decline in the Rate of Population Replacement
- 2. Projected Impact of Key Brand Patent Expiry on Leading Big Pharma Companies
- Figures
- 1. Business Development Tool Kit
- 2. Research & Development Expenses, Total NDAs, and NDAs for NME Submissions, 1993-2004
- 3. Big Pharma at the Millennium: Caught in a Gap Between Technology Cycles
- 4. Successful Pharma Research & Development Today: The Integration of New Disciplines and Technologies
- 5. Pressures Intensify on Big Pharma
- 6. Pharma: Evolving from Simplistic Strategies to Complex Strategic Maneuvers
- 7. Big Pharma’s New R&D Model
- 8. Advanced Organization Structures in Pharma Business Development: Now Using 3-Dimensional Matrices
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