Business Partnering Challenge
Issue:
A large pharmaceutical company with several product launches in a single
year needed to reallocate spending from lower priority but valuable
products to the launch efforts. The team
was charged with identifying and negotiating a risk-sharing partnership
to fund a line extension launch and market the product. As an added
complication, the team needed to continue marketing and launch
planning with a minimal budget during negotiations.
Action:
Managed the deal analysis, medical
education strategy for launch and the brand planning process. Prepared
for and participated in negotiations with prospective partners
and management.
Results:
Successfully closed partnership deal and executed launch in the same week. Partner
successfully marketed product to the benefit of the sponsor pharmaceutical
company. Terms maintained option for sponsor to re-enter market
at a later date.
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