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overview
Key Learning Objectives
- Industry analyses: competitive environment, management strategies, business models, market dynamics and value chain
- Define, measure, diagnose, analyse and mitigate specific business problems
- Organisational due diligence and M&A process & key considerations
- Practical commercial competencies for pharma industry
- Managing complex commercial relationship and stakeholders’ expectation
- Portfolio Management & Optimisation: Gap identification, asset evaluation, and making strategic investment decisions
- Product launch, marketing, business development and market access case studies
- Change and turnaround management in pharma business
- Analyse business models for successful implementation of digital technologie
About the Course
Managing pharmaceutical business requires thorough understanding of the sophisticated supply chain, network of stakeholders and the challenges arising from regulatory & commercial environment. To maintain competitive and profitable, leaders across functions require deep insights into global trends and interdisciplinary competencies to navigate the complex commercial requirements and opportunities.
Highlighting a range of pharma-specific business fundamentals and real-world practical strategies, this masterclass offers high-level skills ranging from commercial management (portfolio and R&D management, product launch, life cycle management, market access, sales and value proposition) to business leadership (Merger & acquisition, organisational due diligence, turnaround & change management). You will gain practical methods to analyse and comprehend contemporary issues affecting the pharmaceutical business, including modern value chain analyses, business development, deal-making, P&L strategies as well as perspectives on innovation management.
Who Will Benefit
This seminar will benefit any executives within pharmaceutical value chain who require practical, immediately actionable fundamentals and strategies to excel in their commercial analyses and leadership, including (but not limited to):
- C-level, Directors
- Business Development
- Sales & Marketing
- Market Access
- Business Analyst
- Pricing, Reimbursement & Payer Management
- Research & development
- Patient Affairs, Public Affairs
- Finance Managers
- Contracting & Legal Counsel
- New entrant professionals
Live Online Training
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Catering to meet all your learning needs:
- Get high quality practical training from our expert instructors
- From Face To Face, Online and Blended Learning, get a superior solution for your learning needs
- Learn live online in an interactive environment
- Invest in yourself. Invest in your team.
Register today for our Live Online Training courses and fi nd out how they can help you transform the way you work. Contact one of our training consultants on [email protected] to find out more.
Agenda
MODULE 1
TRATEGIC THINKING APPLIED TO PHARMACEUTICAL INDUSTRY
- Analyse pharmaceutical value chain and business models
- Understanding the pharma market dynamics
- Competitive environment analyses (with case study)
- Strategic planning & choice
- Management strategies in a matrix environment
MANAGING BUSINESS PERFORMANCE IN PHARMACEUTICAL ORGANISATIONS
- How is performance defined?
- Strategic analyses – key tools
- PESTEL, SWOT, PORTER’S FIVE FORCES
- Applying the tools to your organisational context (workshop)
- Scenario planning & risk mitigation (with case study)
- Measuring organisational performance
ORGANISATION’S DUE DILIGENCE PROCESS
- Financial/Accounting and tax issues
- Information and communication Technologies (ICT)
- Human resources
- Legal issues
- Operational risk management, among others
MODULE 2
MERGERS & ACQUISITIONS – KEY CONSIDERATIONS
- financial, market and operational risk
- Asset valuation
- Historical earnings valuation
- Future maintainable earnings valuation
- Relative valuation (comparable company and comparable transactions)
- Discounted cash flow (DCF) valuation
GROUP EXERCISE: DIAGNOSING SPECIFIC BUSINESS PROBLEMS
BUSINESS & COMMERCIAL MANAGEMENT SKILLS FOR PHARMA INDUSTRY
- Cash flow management for projects
- The function of business development
- Preparing business cases for investment
- Strategic alliances in pharma industry
- Partnering strategies
- M&A Market and deal making
MODULE 3
LEADERSHIP AND STAKEHOLDER MANAGEMENT
- Controlling & managing complex commercial relationships
- Managing external key stakeholders
- Driving cross-functional collaboration
- Managing expectations of local and above-country leadership
PORTFOLIO MANAGEMENT AND OPTIMISATION
- Identify gaps in product portfolio
- Valuation of assets
- Access internal candidates against competitors’ pipelines
- Capital allocation, prioritisation and optimisation
- Making strategic choices on R&D investment
- Case study: sale forecasts for pipeline candidates and patient-based sales forecasts
- Case studies – evaluation frameworks
CASE STUDY – NEW PRODUCT LAUNCH AND MARKET ACCESS
- Regulatory considerations
- From NPD to commercialisation
- Market access & pricing
MODULE 4
STRATEGIC MARKETING AND GO-TO-MARKET IMPLEMENTATION
- Customer profiles, insights and mapping
- Evaluating internal resources & capabilities
- Setting key performance indicators
- Product promotion
- Marketing mix and communications strategies in Pharma sector
- Putting strategy into execution
- P&L Management
- Product life-cycle management
- Brand positioning & customer experience
IMPLEMENTING MODELS FOR PHARMA 4.0
STRUCTURAL REORGANISATION, CHANGE MANAGEMENT AND TURNAROUND
- Risk & situation analyses
- Emergency planning
- Business restructuring process and planning
- Success factors & tracking progress
- Evaluation
- Case Study: Change control, managing change projects
On-site & in-house training
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