Tendering evaluation for a European pharmaceutical company

Situation: A large European pharmaceutical company was increasingly losing revenues from products facing generic competition.
CRA contribution: After an initial diagnostic phase, CRA identified internal inefficiencies in the international tendering process as a major driver of these losses. Working closely with country organizations, we developed a common platform to evaluate the strategic and financial impact of specific bids—at the country/product level or at the portfolio level—and share previous bidding experiences. We then developed a training program to bring the country teams up to speed on tender strategy and the tendering model.
Result: The platform has now been adopted by all country organizations at the company, has reduced excessive revenue losses, and improved confidence in bid decisions.

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