Kaiser Associates has worked with leading companies across the healthcare value chain, including leaders in specialty pharmaceuticals, medical devices, medical equipment, medical distribution, and payers. We tackle issues that span performance improvement to growth in core and emerging markets.
Product Lifecycle Management
With ever-increasing competition from new market entrants, generics and substitute products, companies need to keep a consistent focus on developing innovative and effective strategies for driving continued growth in core products (i.e., in sales and marketing and in finding new indications / label enhancement), and also in maximizing their competitive position in launching new products.
Kaiser areas of expertise:
- Portfolio optimization
- And portfolio optimization process
- Scenario planning
- Product launch planning
- Market development
- Defense from competitive entry
- Brand reviews to sponsor new growth
Winning with Health Care Professionals
Sales strategies are evolving as many high profile healthcare companies look to consolidate their sales forces and do more with less. Moreover, industry practice is changing as government and other regulatory bodies mandate change in how manufacturers interface with health care professionals. In order to drive continued growth, manufacturers need to look beyond salesforce expansion to find better ways to differentiate for reaching customers and prospects.
Kaiser areas of expertise:
- Salesforce effectiveness: Customer targeting, customer messaging, organization structure, efficiency tools, referral networks, etc.
- Identifying white space opportunities: Patients, customers, channels, products and brands
- Market expansion activities: Strategies to grow the markets for products and services, considering regulatory, portfolio, competitive position, pipeline, etc.
- Winning commercial proposition development: Patient pathway, prescription & influence map, decision criteria and influencing factors, customer targeting, customer relationship management
- How to win vs. the competition and increase share of wallet: Opportunity sizing, market trending, competitive positioning and strategies, offensive/ defensive actions (segment prioritization, sales reps, promotional activity, etc.)
Licensing, Alliances and Acquisitions
The cost of healthcare R&D investments continue to rise dramatically but the level of risk is increasing as regulatory bodies struggle to manage the volume of new applications and risk, and as companies look to place more products in the pipeline in order to maintain growth that previously came from a smaller number of blockbuster products. As companies look to reduce risk, looking to leverage 3rd party assets has become ever more popular but this option requires new skills and analytical techniques to ensure the necessary return on investment to fulfill financial and strategic objectives.
Kaiser areas of expertise:
- Product / market forecasting and scenario planning
- Investment and alliance strategy
- Target and partner identification and selection
- Strategic due diligence
- Post-investment integration
Stakeholder Management
The stakeholder landscape (regulators, reimbursement authorities, payers, KOLs) is complex and changing and at the fore front of any healthcare company’s agenda. With complexity there are attending risks to manage, but equally there are value opportunities.
Kaiser areas of expertise:
- Fact-based, externally-driven and unbiased analysis of the stakeholder landscape and its trends and likely future state
- Assessment of value at stake
- Strategies and tactics to manage risks and capture value
- Actions to align capabilities and size/ reallocate resources
Operations Improvement
As the cost of healthcare rises, the pressure continues throughout the value chain for healthcare organizations to increase the efficiency and effectiveness of every part of the operations, however, the key for this organizations is to correctly identify and prioritize those areas that have the highest potential for impact while maintain consistent levels of performance.
Kaiser areas of expertise:
- R&D productivity and pipeline management
- SG&A optimization
- Purchasing and supply chain management
- Manufacturing productivity
- Regulatory process effectiveness
Payer-Specific Issues: Kaiser Associates helps payers cope with the demands of a constantly-shifting market landscape, including fundamental changes in how they do business. These include some of the most important trends to impact health insurers and plans:
- Consumer-focused operating and revenue models
- Stiffening regulatory environment
- Consolidation of industry competitors
- New and innovative competitive differentiators including prevention programs, alternative payment mechanisms and informatics
Healthcare Provider-Specific Issues
Kaiser Associates helps large healthcare providers address growth and performance improvement opportunities.
Examples of issues addressed:
- New technology impact analysis
- New technology implementation best practices
- Enhanced enterprise management techniques
- Payer strategies
