Tender pricing strategy and process improvement

Situation: With tenders constituting a major and growing part of our client’s pharmaceuticals business in many areas of the world, there was the need for a universal philosophy, processes, and tools to evaluate and respond to tender opportunities.
CRA contribution: 

  • Conducted process analysis and provided recommendations on redesign of business process
  • Designed tool to guide analysis and encourage focus on strategic opportunities
  • Developed a financial tool to evaluate tender opportunities


  • Completed pilot design with countries and products to be piloted
  • Recommended roles and responsibilities for major elements of tender pricing strategy
  • Prepared implementation plan and developed materials for pilot rollout
  • Conducted training sessions including simulation exercises
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