Life Sciences and Healthcare

Our client was a contract research and manufacturing service provider and the RFP conversion rate of client was low compared to other players in the same space. UC was engaged define a strategy and to understand key capabilities that required to be developed increase the win-rate on RFPs.

Client Benefit: Clearly articulated strategic initiatives around technology domains, human resources, focus on optimal project sizes, sourcing strategy for contract manufacturing and target customer segments i.e. small versus big pharma.

The company, a top performer (among the top 10 global players) within the pharmaceutical industry was interested in collaborating with a CRO in India for early stage drug discovery and development processes to support their fast follower molecule strategy and was open to various opportunities ranging from outsourcing to strategic alliance/ risk sharing partnerships.

Client Benefit: The client tied up with one of the top three players shortlisted and has expressed satisfaction of working with the shortlisted player on its fast follower strategy.

The client was an integrated pharmaceutical industry player from India who had recently acquired a Canadian company with radiopharmaceuticals in its product portfolio. This provided it an opportunity to enter into the radiopharmaceutical business in India.

Client Benefit: Our analysis revealed that our client could launch its products at a price point between two key leading competitors in the market. We also examined the feasibility of setting up a radio pharmacy.

The client had developed low cost real-time PCR which had clinical and research applications and was interested in exploring molecular diagnostic market in India. UC was engaged to landscape the Indian molecular diagnostic market and identify menu of tests which client could target to develop for Indian market.

Client Benefit: A timeline was drawn outlining when the client should enter Indian market along with suggestions on possible operating model. Suggested to concentrate on infectious disease testing and blood bank screening market in India and also outlined pricing for diagnostic kits for each test.

The client was a Middle Eastern Finance house which had invested in a Jordanian pharmaceutical company that sold human based insulin, range of intra-venous solutions and haemodialysis solutions under license. The client requested UC to give an objective valuation of its investment in the Jordanian pharmaceutical company.

Client Benefit: Obtained a realistic assessment of the market value of the company supported with financial projections and justifications for the same which formed the basis for the client to take decisions on how the investment should be dealt with in the future.

The client was a global pharmaceutical company which had developed novel metastatic breast cancer drug for which the client was interested in understanding the emerging market opportunity. UC was engaged to determine the market access and pricing flexibility for this drug in the Indian and Turkish markets.

Client Benefit: Understanding of the regulatory landscape for oncology therapies in India and addressable population, market access and pricing strategy for the therapy targeted at metastatic breast cancer patients.

The client was a global leader in medical technology with presence in more than 120 countries across the globe. UC was engaged to develop a business strategy to increase the adoption of their products by influencing the policies and procedures of Government reimbursement agencies (railways, defense, ESIS and CGHS) and voluntary health insurers.

Client Benefit: Developed a strategy with defined action points for the client to be able to influence the policies and procedures of reimbursement agencies and to increase the coverage and subsequent adoption of their products.

The client is an Indian subsidiary of one of the world’s largest pharmaceutical companies and has been established to identify sourcing opportunities from India in line with the pharmaceutical company’s global sourcing strategy. With a view to establish India as a sourcing base, the client sought UC’s assistance in landscaping the Indian sourcing space, identifying sourcing opportunities in India for indirect cost categories and identifying key players in opportunities shortlisted.

Client Benefit: The client prioritized three segments for sourcing from India and initiated discussions with key shortlisted vendors as well as 4 other segments were identified as opportunities to be evaluated in the medium term i.e. nine to twelve months. Based on the recommendation, the client also established a global sourcing office in India.