Global Pharma Company Beats the Competition to a Strategic Acquisition

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Global Pharma Company Beats the Competition to a Strategic Acquisition

CASE STUDY

GLOBAL PHARMA COMPANY BEATS THE COMPETITION TO A STRATEGIC ACQUISITION WWW.FULD.COM

A Fast-Moving Market and Fast-Moving Competitors

The top leadership of a leading global pharmaceutical company decided to enter an extremely fast-moving but potentially lucrative therapeutic area in infectious diseases. Fuld + Company intensely monitored the market, which featured many competitors, rapid scientific breakthroughs, numerous early stage companies, and a handful of leading companies racing toward the ultimate prize.

Case Overview

We concluded that the client’s best strategy was to acquire promising IP from outside the company, and we identified the most promising targets, three early stage companies. The client partnered with one of these companies, beat out a host of other suitors for it, and began collaboration on a novel approach to the infectious disease.

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An Urgent Management Priority Key Business Challenges

The competition in this disease area, populated by millions of patients worldwide, had been heating up for several years, with competitors snapping up promising startups. Our client’s leaders, who did not want to be left behind, put their full weight behind the effort to join the race.



Companies Popping up Like Mushrooms Key Business Challenges

The competition included a half dozen highly successful companies, each with a different drug in various stages of development. At the same time, previously unheralded or newly formed companies were announcing yet more approaches to the disease, attracting the notice of all the larger companies on the lookout for partners or acquisitions.



Comprehensively Monitoring Developments The Fuld Approach

Throughout the market monitoring phase of the project, we worked closely with the client to stay ahead of fast moving developments. The effort was supported with an online, full-scale competitive intelligence (CI) portal, which provided a central location for amassing and sharing information on a daily basis about this extremely fluid market. In addition to monitoring scientific breakthroughs and clinical milestones, we carefully followed the messaging and positioning of competing products and their likely launch timelines.



Winning the Race for IP Key Business Impact

As a result of this intensive market monitoring and the speed with which events were moving, we recommended that the client either in-license a promising product or partner with its creator. We then identified the three most promising companies.

After careful consideration the client partnered with one of them, winning out over several rivals who were also in hot pursuit of the target company. When the partnership commenced, Fuld + Company continued to monitor the market, working closely with both partners as they undertook their joint effort to develop a breakthrough drug.



Close Collaboration and a Dose of Discretion The Fuld Review

Monitoring dynamic, high-stakes therapeutic markets requires extremely close collaboration with the client and almost daily information-sharing and assessment. At any stage of drug development, competitors can suddenly achieve breakthroughs and just as suddenly experience great disappointments, dramatically altering the competitive landscape. A partnership, like the one our client formed, is doubly demanding. It requires close collaboration with two organizations, which we undertook immediately. At the same time, we were able to walk the fine line involving our original client’s IP – protecting those aspects of it that were not relevant to the project and working to provide members of the partner organization with critical information, satisfying both groups.



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About Fuld + Company

WHO WE ARE

Since 1979 Fuld + Company have pioneered competitive intelligence, and today we work with leading companies worldwide to deliver the competitive and market insights they need to make better business decisions. We don’t rest on our history and past successes. This means working hard to deliver uncompromising analysis that generates sound advice and earns us enduring partnerships with our clients.

WHY CHOOSE US

We are driven to expose our clients to insights about their industry, their competition and a changing market; designed to help avoid surprises and industry shocks. Through deep research, penetrating analysis and strategic gaming + advisory expertise, our team of professionals help you identify and solve tactical and strategic challenges. We help reduce the risks associated with business-critical decision making.

COMPETITIVE + MARKET INTELLIGENCE

Competitive + Brand Insights

War Games / Competitive Simulations

Market Analysis, Share + Sizing

Supply Chain Mapping

GO-TO-MARKET STRATEGY

Brand + Product Positioning / Launch Support

Product Portfolio Roadmap

New Market Entry / Segmentation

Value Chain Analysis

Life Cycle Management

Win / Loss Bid Support

CORPORATE STRATEGIC PLANNING

Early Warning + Scenario Planning

Sales Force Effectiveness

Merger/Acquisition + Licensing

Innovation Strategy

Business Model / Industry Convergence



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Health & Medicine

Global Pharma Company Beats the Competition to a Strategic Acquisition