process management services

© Profound Healthcare Services, 2014This document is solely for the use of client personnel only. No part of it may be circulated, quoted or reproduced for distribution outside of client’s organization without prior written approval of Profound Healthcare Services

Process Management

MARKET INTELLIGENCE. PROCESS SUPPORT.

2 Profound Healthcare Services - Credentials

Contents

Introduction

Offerings and projects done

−Strategy Consulting

−Market Intelligence

−Process Management

−Pharma Chronicle

Team


Contents

Introduction





−Pharma Chronicle

Team


Profound Healthcare Services assists pharma companies in taking informed decisions through a basket of services

About us

− Profound Healthcare Services was started in June 2012, by ex-IMS consultants, with an objective of providing spread of services to pharma industry

− We cater to various types of clients in the healthcare segment – i.e. Pharma, Med Tech, Healthcare consulting & investors, Specialty chains / clinics

Service segments


Clients

In a short span of two years, we had the opportunity to serve some of the leaders from various segments of Pharma market

Partner Point

SHARDA CHEM INTERNATIONAL


Our four offering segments are targeted at assisting you in strategic and tactical measures in complex business environment

Contemporary business environment

External Business Environment - Macro

Political

Economic

Social

Technology

Legal

External Business Environment

- Micro

Competition

Value chain

Consumers

New launches

Regulations

Internal Business Environment

Business processes Employees

Process Management

Market Intelligence

Pharma Chronicle

Str

ateg

y C

on

sult

ing


Our strategy consulting and market intelligence offerings assist clients in growth in different ways

Our services mapped on the Ansoff’s growth matrix

Market IntelligenceStrategy Consulting

Market development

Diversification

Market Penetration

Product Launches

GrowthMarket

ProductExisting New

Existing

New

Market entry strategy

Growth strategy & CI

Portfolio optimization

Portfolio design

Portfolio design

Market assessment

Market sizing

Brand growth driver

assessment

Market assessment

Benchmarking1

NOTE: 1) Benchmarking for field force, brands and company level strategies


Our team profile, robust methodologies / models and industry network help us deliver high quality outputs

Why us?

Exclusive Healthcare focus and experience

• We focus exclusively on the healthcare sector• Experienced in multiple therapy area assessment across acute / chronic segments

Strong Industry Network• Strong network of highly experienced professionals from Indian pharma industry• Established access to KOLs across major therapy areas

High quality insights

• We take a solution oriented approach to go beyond pure data generation • Provide high quality insights and implementable recommendations• Personal involvement in insight generation leads to highest quality of market

intelligence

• Blend of market research and consulting experience• Total experience of 7+ years in Healthcare Consulting, including 5 years in IMS

ConsultingStrong Team Background

Robust methodologies and frameworks

• Robust analysis based upon internally developed analytic models• Scientific methodology customized as per project need • Specific models (e.g. forecasting model) are shared with client as a deliverable


Our earlier experience in healthcare consulting also spans across a very broad spectrum of delivery areas

We have been a part of multiple consulting engagements in each of the following areas

• India entry strategy for new MNCs entering Indian market

• Growth strategy for large Indian companies

• New therapeutic area entry strategy for existing players

• Portfolio optimization for existing players

• Portfolio selection for new entrants and forecasting with P&L

• Qualitative primary market research for market size estimation MNCs

• Brand awareness primary market research for international brands

• Pricing and market access studies

Overall Experience

• Super-specialty –

Neurology, Oncology,

Diabetology, CVS,

Rheumatology,

Gastroenterology,

Nephrology, Infertility, etc.

• Specialty – Internal

Medicine (CP),

Gynaecology, Paediatrics,

Surgery, Orthopaedics,

Ophthalmology, GP, etc.

Therapy areas experienceDelivery areas experience


Contents

Introduction





−Pharma Chronicle

Team


Process management involves owning client’s internal processes and developing process improvement tools

Internal data

Market data

Analysis processStandard output in

dashboard / presentation

• Typically ongoing process• Frequency monthly or quarterly• Client involvement mainly in terms

of providing data

Illustrative

Understanding the requirement & prototyping

Development

Refinements

Process ownership

Process improvement tools

• Typically 6 -10 weeks duration, depending on complexity

• Client involvement medium

NOTE: 1) Timelines are rough estimates, actual timeline would be defined based upon the scope of each engagement and would differ for each engagement


We provide general / customized business intelligence support across three levels – organization, competition & overall market

BI Support

Market insights: secondary

sources and internal data

Competitive insights: secondary

sources & PMR

Organizational insights: internal data

• Overall business intelligence is provided by focusing on three areasGeneral market updatesCompetitive knowledgeOrganizational

performance

• Insights are generated through data available from internal and external sources

• The final output will be continual business intelligence support for the organization

Process ownership


Business intelligence will be generated through multiple models & services focusing on data analysis / modeling and field work

Overview of offering

BI Support Services

Overall market performance

(general + customized)

Competitive performance (customized)

Organizational performance (customized)

• General trends and market analysis • Latest updates about the pharma industry based

on free published data

• “On the ground” activities• New launches / pipeline• Customer perception• Field force benchmarking

• MIS for general / sales reporting• SFE tool / model• Forecasting / business planning tool• KOL MIS

• Secondary sources

• Newspapers / magazines

• Internal data

• Doctors• Industry experts• Competition

MRs• Secondary data

• Internal / secondary sales

• Field inputs• Analysis &

modeling

Focus area Services providedApproach /

Methodology


Profound Healthcare provides multiple services catering to all three focus areas leading to a robust BI offering for clients

Existing services

Area of focus Service Deliverable for client Frequency Currently provided by PHS

Overall pharma market

Pharma Chronicle Regular updates about pharma industry Annual: 3 – 4 times a week Yes

Internal data analysis Analysis of sales / Rx trends, etc. Quarterly Yes

Secondary research Specific insights as necessary Fortnightly Yes

Competition

Promotional activities Existing promotional activities in market Annual / BU Yes

New launches / pipeline Expected competition in operating market As available Yes

Customer perception

Doctor perception about self and competitor products Annual / BU Yes

Field Force benchmarking Validation of client’s FF deployment strategy Annual / BU Yes

Organization

MIS for sales / general reporting Streamlining of overall reporting systems One time No

KOL MIS Detailed KOL knowledge leading to better CRM for top KOLs One time Yes

Forecasting / analytics tool Dynamic tool for sales forecast and planning One time Yes

SFE management tool

Analysis of sales vis-à-vis performance of field force One time Yes


Market focus


Pharma Chronicle provides regular news updates about Pharma industry and allied segments directly to your inbox

What is Pharma Chronicle?

Access on the move

Handpicked, highly relevant updates

Exclusive Pharma Industry Focus

Never miss on anything important

Archives for quick future reference

Save time, jump to your interest area


Regular email will be received by subscribers with top news, categories, category-wise index & a main body with brief updates

Pharma Chronicle Elements

Top news & categories list Category-wise index of updates Category-wise brief news

• List of top 3/4 ‘high impact updates’ - directly accessible on website

• List of categories linking directly to your preferred category below

• Index of all ‘news titles’ under each category – allowing you to identify & select relevant updates

• Links directly to the news brief below

• Shows a snapshot of news updates along with source & link for full article

• ‘Read More’ links to the detailed article on www.pharmachronicle.com


All elements lead to ‘pharmachronicle.in’, which is a repository of all news updates till date – having a dynamic search facility

How it works? Random search

Tag cloud – for tag based search

Category list for

customized search

Monthly archives

NOTE: Detailed presentation available on http://www.profoundhs.in/industry-updates


Competition focus


We generate the necessary market intelligence through desk research and stakeholder discussions

Typical objective: Detailed assessment of a market or a product within the identified therapy area

• Conduct desk research for freely available data

• Use sales / Rx data if available with client

• Develop detailed discussion guide

• Stakeholder discussions

• Arrive at relevant insights

• Analyze generated insights

• Arrive at final findings & basic recommendations

• Existing promotional activities in market

• Expected competition in operating market

• Doctor perception about self and competitor products

• Validation of client’s FF deployment strategy

Illustrative Market Intelligence


Organization focus


We have developed analytics / forecasting tools by deploying step-wise scientific methodologies on existing client inputs

Market and Product assessment

1

Baseline Forecast

2

Events Analysis

3

• Gather and analyze information from client data and secondary research to understand the market potential for a product

• Study epidemiological trends if available

• Build a baseline forecast assuming there will not be major events in the future

• Provide baseline forecasting for value and volume

• Conduct discussions with stakeholders to understand market / product characteristics, major events, major shifts of demographic trends, acceptance, etc.

Market and product forecast

4• Assess the events’ impacts, possibilities & timing• Evented forecast will evaluate volume growth of product /

market, as well as value trends

• Dynamic tool for forecasting and planning using internally existing data and available secondary data

Illustrative Forecasting & Analytics


We also provide simple, effective & customized “Management Information Systems” for smaller requirements of our clients

KOL MIS

Understanding the requirement & prototyping: • Time: 2-3 days to a week • Defining the exact outcomes• How the outcomes will look?• Overall flow of the MIS

Development: • Time: 3-4 weeks• Structuring the excel model• Programming the model and buttons to get the

model working

Refinements:• Time: 2-3 weeks• Refining the flow and functionalities of the model• Tweaking the visual appearance

• A secure & updated KOL database

• Easy access for few key executives

• Quick overviews and insight generation about the customer data

• Easily add, view, edit and delete records

• Export data & report generation


Lastly, we also provide a user friendly SFE management model for analyzing sales vis-à-vis field force performance

SFE Tool

User clicks on ABM

Performance icon


Sales performance by target v/s actual, expenses, ROI, call coverage & productivity as well as sales by brand / product mix

Resource Performance Analysis

Functionality to select a

particular ABM or subordinate


Sales performance by target v/s actual, growth, expenses, ROI by a particular region / zone or sales HQ

Geographical Performance Analysis


zone/region/HQ


Sales (value & volume) / share as well as prescriber support analysis for own products as well as competition

Sales & Rx Analysis


zone/stateUser can select

specific competitor

brand to compare against

Functionality to select a particular specialty to

see trends in Prescriber support v/s competition


Zone-wise ranking for individual sales force resources based upon sales, growth, ROI, call coverage & productive call frequency

Resource Rating

Functionality to select a zone/HQ

Functionality to assign specific

weights to performance parameters

Functionality to view sales force performance

by a specific month

Sales force performance

ranked by overall

Performance Index

Girish Korde+91 98197 21479

[email protected]

Thank You!

mailto:[email protected]

process management services

Data & Analytics