Case studies

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INSIGHTS

PATIENT JOURNEY

MAPPING

Client need 

Understanding the journey of a patient with hip fracture

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INSIGHTS

ATTITUDE, TRIAL & USAGE (ATU) STUDY

Client need 

Understand the evolution of treatment, usage and practice behaviours in a changing environment

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STRATEGY

STRATEGIC
REVIEW

Client need 

Strategic Review to establish the current status of the business and market dynamics and establish growth opportunities

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STRATEGY

INNOVATION

WORKSHOP

Client need 

To refine strategy and develop tactical initiatives with the cross-functional team

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COMMERCIAL EXCELLENCE

FINANCIAL MANAGEMENT
& BUSINESS CASE TRAINING

Client need 

Marketing and Medical teams required training in Financial Management & developing Business Cases

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STRATEGY

BRAND 

PLANNING

Client need 

Prepare Brand Plan and launch materials for a new Pharmacy product (OTC)

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COMMERCIAL EXCELLENCE

MULTI-CHANNEL

MARKETING

Client need 

Develop & implement a Multi-channel Marketing approach as part of the strategic planning process

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STRATEGY

LEADERSHIP MEETING:
FUTURE STRATEGY

Client need 

External facilitator to work with the Executive Leadership team for a Strategy offsite meeting

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STRATEGY

COMPETITIVE
SIMULATION

Client need 
Challenge the team’s thinking with a competitive simulation, in preparation for a new reimbursement from a competitor

 
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PATIENT JOURNEY MAPPING

Business Challenge

The company was in the process of bringing a new breakthrough therapy for  patients with hip fracture and wanted to understand the referral pathways, management and stakeholders involved.

Our Approach

We conducted qualitative research interviews with orthopaedic surgeons and geriatricians nationally to determine the patient journey before and after surgery and scoped suitable patient types for treatment

Outcome

We mapped patient pathway pre and post surgery for hip fracture and provided a report on patient characteristics, stakeholders involved, types of fractures and types of surgical interventions, impact of co-morbidities, revision rates, rehabilitation and patient’s prognosis.

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ATTITUDE, TRIAL & USAGE STUDY

Business Challenge

Our client was facing new challenges due to competition and wanted to gauge physicians’ attitudes towards product suppliers, test messaging, and understand treatment, usage patterns and practice behaviours with respect to clinical management of patients.

Our Approach

We conducted ATU (Awareness, Trial, and Usage) research via an online questionnaire, analysed the findings, then conducted further in-depth interviews with doctors to gain more insights via qualitative research.

Outcome

We identified commercial insights and provided strategic recommendations to the clients that helped building a robust brand plan.

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INNOVATION WORKSHOP

Business Challenge

Our client was seeking an external facilitator to develop and facilitate brand ideation workshop, challenging the team’s thinking and coming up with blue-sky ideas to refine the strategy and develop tactical initiatives.

Our Approach

We met with internal stakeholders to gather insights and ensure customised content was meeting the business needs. We integrated the insights to develop workshop content and interactive exercises using a variety of techniques to stimulate the team’s thinking

Outcome

We provided pre-work for participants, facilitated workshop face-to-face. All the outcomes and actions from the workshop were captured enabling to develop the strategic plan.

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BRAND PLANNING

Business Challenge

Our client was seeking support to develop a brand plan for the launch of their Over-The-Counter product.

Our Approach

We met with internal stakeholders to gather background materials, data & insights. 

We worked with our client to write brand plans, including strategy, tactics, messaging, targeting  & media plan recommendations.

Outcome

We prepared two brand plans, launch materials for a new campaign and targeted media plan.

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TRAINING

Business Challenge

The company acknowledged there was a need for marketing and medical teams to enhance their financial management and business case skills.

Our Approach

We met with internal stakeholders and gathered insights on gaps and key areas required for training. We built an outline for training program, and developed content, case studies, interactive exercises, that were relevant and customised to meet the business needs. Finally, we facilitated training face-to-face with participants and provided follow up from training sessions.

Outcome

The feedback received was very positive with 100% of participants being satisfied with the quality, the tools, frameworks and approaches utilised during the training.

“Interactive sessions, real-world examples, extra effort put in to make it fun and interesting. Thank you for making it practical”

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MULTI-CHANNEL MARKETING

Business Challenge

Engaging with customers in a way that adds true customer value and sales performance is  a challenge in this highly competitive market dynamic. This Global bio-pharmaceutical company wanted to implement a multi-channel approach as part of their business planning processes and ensure that it gave the organisation the skills and capabilities to deliver a true customer-centric approach.

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Our Approach

Valeur worked closely with the client to implement a 4 stage approach:

  • Identified the  knowledge and capability gaps across the organisation

  • Conducted Qualitative Research across a spectrum of  HCP specialties to uncover customer needs focusing on channel, content and engagement preferences

  • Designed a MC planning discipline within the Brand Planning process and conducted cross functional team workshops using innovative tools and templates

  • Assisted Brand teams to ensure executional excellence and continuous improvement through measurement and tracking

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Outcome

Multichannel Planning is an integral part of the Brand Planning Process with a goal of adding customer value and improving sales performance. The process is ongoing  with continuous improvement in assessing and measuring customer value and the ability to prioritise which channels deliver that value.

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STRATEGIC REVIEW

Business Challenge

Our client had recently taken on responsibility for a portfolio worth >$50M. One sizeable part of this portfolio had received limited resource support over previous years but had growth potential. A Strategic Review of the business was required to establish the current status of the business, market dynamics and establish growth opportunities.

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Our Approach

We took a systematic approach to the review with the following steps:

  1. Market Assessment – Creating an objective view of the market, performance of brands and competitors. This involved assessing the market size, growth outlook, profiling key customer segments & which segments are most attractive, key trends, exploring gaps and opportunities in the market

  2. Strategic Positioning – Reviewing the company and brand positioning, competitive positioning, strategic capabilities & weaknesses

  3. Internal Review – Looking at the alignment of organisational structure & resourcing to strategic positioning & customer segmentation

  4. Financial Analysis – Examining key drivers of financial performance, profitability and a review of the financial forecast and future scenarios

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Outcome

We developed a comprehensive Strategic Review integrating Market Dynamics, Marketing and Positioning of the brands, the Competitive context, Future growth drivers and Financial analysis. Our final presentation summarised the findings with 6 key recommendations and a project plan for implementation over the next 3 years to drive business success.

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LEADERSHIP MEETING

Business Challenge

Our client was seeking an external facilitator to work with the Executive Leadership team for a Strategy offsite meeting. The team wanted to establish the future vision for the organisation, explore potential future scenarios and build a framework for their Strategic Plan over the next 3 years.

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Our Approach

We worked with the Executive Leadership team members one on one to gather insights and ensure the meeting content captured current thinking on:

  1. Expectations for the meeting and what’s working well

  2. Where are the opportunities and what are the current challenges?

  3. What are some possible future scenarios that could happen for the business?
     

We integrated the insights to develop workshop content and interactive exercises to stimulate the team’s thinking and facilitate sessions to achieve the desired business outcomes.

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Outcome

An agreed vision for the company was established as well as key strategic goals for the organisation. The team also developed a shared understanding around future scenarios, key actions, accountabilities and timelines for the strategic plan.

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COMPETITIVE SIMULATION

Business Challenge

Our client was seeking an external facilitator to develop and facilitate a Competitive Simulation day. The client wanted to challenge the team’s thinking in preparation for a new reimbursement from a competitor. They wanted to use insights from the simulation to ensure there weren’t any gaps in their thinking, refine their strategy and allow them to develop tactical initiatives to manage the competitor’s entry.

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Our Approach

We liaised with internal stakeholders to select teams and panellists who would be assessing the team’s performance.

We then separated the project into 3 phases for the Competitive Simulation:

  1. Simulation preparation & pre-briefing

  2. Competitive Simulation Workshop

  3. Post workshop – transcribing of notes & action plans for integration into plans

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Outcome

We provided pre-work, company packs and webinars for all participants so the teams and panelists came to the workshop briefed and prepared. We then facilitated the sessions for the Competitive Simulation face-to-face and captured outcomes and actions which the teams could take away for integration into their plans. There were a number of new ideas and initiatives generated during the simulation which strengthened the company’s over planning and preparation.

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Our Clients

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