partner of choice

Service description

This service will enable companies to understand how they are perceived in the market place to potential partners or licensors, consider strategies to change that perception if required and propose ways in which successful and effective collaboration might be of value and improve market efficiency.

Many inter-company relationships can be scrutinised in this way to create and release value for both partners. Examples include large pharmaceutical companies seeking intellectual property advantage from smaller biotech companies and licensing arrangements between pharmaceutical or between biotech companies. Large corporate alliances including in licensing and out licensing of products and commercial transactions involving large suppliers, for example, clinical research organisations (CROs) are further examples of the value of perception mapping and, improvement of offering in the development of win-win strategies.

We deliver market perception reports, comparisons with corporate strategy statements, reviews of any potential gaps between strategic and actual realities and finally implementation plans for any chosen strategy that may risk not being followed.

Case Study

• Our client, a top ten international pharmaceutical company, foresaw a product revenue gap in their UK portfolio at 18 months. They feared loss of market presence and sales personnel if a suitable product could not be brought in, even temporarily, to fill the sales gap.
• Our consulting team complemented their R & D core to find and assess rapidly companies, personnel and products suitable for possible partnership.
• Forty six products and eight companies were screened in less than four weeks according to an initial client specification; thereby avoiding a major internal R & D disruption. Subsequently, three products and their respective companies were scrutinised in depth and formal business development plans made with regard to partnership or acquisition to enable a Board decision for product acquisition. Additionally the client also gained much information on why they were not potentially seen as a Partner of Choice in the market place; this has been internalised and resulted in increased deal flow.