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.
The Convergence of Financial and Societal Value, and What It Means
In this Marakon Commentary, Charlie Johnson and Christine Delivanis discuss how until very recently, the market and society more generally were less aware of...