Industry Expertise

Kaiser Associates' Health and Life Sciences Practice advises the leading Medical Technology, Pharmaceutical, and Biotechnology companies across a range of strategic, competitive and operational issues.

Kaiser Experience:

The foundation of Kaiser's service offering is its world-class "outside-in" methodology, which involves delivering critical facts and insights from the complex external environment to drive strategic decision making. Kaiser possesses the unique ability to generate insights across physicians, thought leaders, patients, competitors, partners, regulators, suppliers, and payers. Kaiser uses its deep industry experience and analytical tools to synthesize this diverse set of insights and develop high-impact solutions.

Product & Portfolio Strategy

With ever-increasing competition from new market entrants, generics and substitute products, companies need to keep a consistent focus on developing innovative and effective strategies for driving continued growth in core products (i.e., in sales and marketing and in finding new indications / label enhancement), and also in maximizing their competitive position in launching new products. Against such competition, detailed voice-of-customer research is often instrumental to a company's success.

Kaiser areas of expertise:

• Voice of Customer Research and Analysis:  Customer segmentation; Drivers of adoption, switching and referrals; Customer perceptions
• Winning value proposition development:  Patient pathway, prescription & influence map, decision criteria and influencing factors, customer targeting, customer relationship management
• Stakeholder and influencer mapping – Better understand dynamics of overall eco-systems (payers, providers, patients, KOL's) to guide resource allocation and messages
• Launch Planning:  Volume forecasting, channel evaluation, competitive landscape assessment, pricing and reimbursement evaluation, distribution optimization

Learn more about our Product Strategy services for medical science companies.

Winning with Health Care Professionals

Sales strategies are evolving as many high profile healthcare companies look to consolidate their sales forces and do more with less. Moreover, industry practice is changing as government and other regulatory bodies mandate change in how manufacturers interface with health care professionals. In order to drive continued growth, manufacturers need to look beyond sales force expansion to find better ways to differentiate for reaching customers and prospects.

Kaiser areas of expertise:

• Sales force effectiveness: Customer targeting, customer messaging, organization structure, efficiency tools, referral networks, etc.
• Commercial Model Innovation: Digital strategies and tools, loyalty programs, patient education and outreach, KOL development
• Identifying white space opportunities: Patients, customers, channels, products and brands
• Market expansion activities: Strategies to grow the markets for products and services, considering regulatory, portfolio, competitive position, pipeline, etc.
• How to win vs. the competition and increase share of wallet: Opportunity sizing, market trending, competitive positioning and strategies, offensive/ defensive actions (segment prioritization, sales reps, promotional activity, etc.) for both branded and generic products

Acquisitions, Licensing and Alliances

The cost of healthcare R&D investments continues to rise dramatically as companies look to place more products in the pipeline in order to maintain growth that previously came from a smaller number of blockbuster products. The level of investment risk is also increasing as regulatory bodies tighten approval standards, while struggling to manage the volume of new applications. As a result, Health and Life Science companies are increasingly relying on 3rd party assets to build new franchises or fill gaps in the pipeline. The competition for attractive assets is intense, and companies must adhere to disciplined analytical techniques to ensure the necessary return on investment and fulfillment of strategic objectives.

Kaiser Associates has supported numerous companies both within, and outside of, the healthcare industry in systematically identifying, prioritizing, and evaluating potential partners and acquisition candidates with detailed insights that dramatically increase our clients' ability to confidently move forward on key transactions. Kaiser's services are centered on providing investors with objectivity, proprietary fact-based and forward-looking insights, and analytical creativity needed to support decision-making across the investment lifecycle

Learn more about our Mergers & Acquisitions expertise.

Operations Improvement

As the cost of healthcare rises, the pressure continues throughout the value chain for healthcare organizations to increase the efficiency and effectiveness of every part of the organization, however, the key for this organizations is to correctly identify and prioritize those areas that have the highest potential for impact while maintain consistent levels of performance.

Kaiser areas of expertise:

• R&D productivity and pipeline management
• SG&A optimization
• Purchasing and supply chain management
• Manufacturing productivity
• Regulatory process effectiveness