Case Studies
Patient Journey Mapping
Client Need: Understand the patient experience during their care journey
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Attitude, Trial & Usage (ATU Study)
Client Need: Understand the evolution of treatment, usage and practice behaviours in a changing environment
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Market Research
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 the patient pathway pre and post-surgery for hip fracture. A report was also provided on patient characteristics, stakeholders involved, types of fractures and types of surgical interventions, impact of co-morbidities, revision rates, rehabilitation and patient’s prognosis.
Business Challenge
Our client was facing new challenges due to competitive pressure and wanted to gauge physicians’ attitudes towards product suppliers, and 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 data, then conducted further in-depth interviews with doctors to gain more insights via qualitative research. This combination provided an integrated approach which brought data and insights together.
Outcome
The approach helped the client understand not only how physicians were behaving but also the attitudes, perceptions and beliefs underlying that behaviour. We were then able to identify commercial insights and provided strategic recommendations that helped build a robust strategic brand plan.
“What really stood out for me with Valeur was their ability to translate research into business actions. Their offer is unique because they understand how marketing and sales operate and can bridge the research findings to the next stage to help make a difference.”
Senior Brand Manager, Oncology
Market Research
Attitude,
Trial
& Usage
(ATU Study)
Strategy
Design
Thinking
Innovation
Workshop
Business Challenge
Our client promoted a product in a highly competitive market and was seeking to develop innovative solutions to drive differentiation and create opportunities to engage with multiple stakeholders.
Our Approach
Using a Design Thinking methodology, we worked with the team to explore stakeholder journeys validated by Market Research to create innovative solutions to customer and patient problems. The process was facilitated through a series of workshops with the cross functional team working closely on areas of opportunity.
Outcome
The teams created prioritised initiatives for each Strategic Pillar which were grounded in validated insights and stakeholder feedback. Additionally, we were able to create innovative plans to ensure a successful launch and optimise timelines and resources.
Business Challenge
Our client was facing the challenge of stagnating growth in their brand and wanted to develop a brand plan which would identify new gaps and opportunities to create growth drivers.
Our Approach
Working with team we conducted an in-depth market assessment to clarify the opportunities. We then conducted Brand Planning workshops which covered all stages of Brand Planning, including identifying Strategic drivers of growth, critical messaging for sales force, targeted marketing initiatives and ways to monitor and measure.
Outcome
The Brand Team were able to present a comprehensive Brand Plan to senior management which clearly defined the path to growth with alignment on measures of success and secured the necessary support and resources to deliver.
Strategy
Brand
Planning
Workshop
Training
Marketing
Workshop
for Marketers
Business Challenge
The company acknowledged there was a need for upskilling the marketing team and staff from other functional areas interested in moving to marketing to enhance their skills from a more practical perspective.
Our Approach
We met with internal stakeholders and gathered insights on the key areas required for training. We built the training program, developed content, case studies and interactive exercises that were relevant and met the business needs. The content was originally designed for online delivery but shifted to face-to-face training with easing criteria on social distancing.
Outcome
The feedback received was very positive with participants rating the program highly. The approaches utilised during the training showed a measurable positive shift in both skills & knowledge as noted from the post-training survey.
“Valeur have delivered customised training to my sales, marketing and medical team over the past 2 years. The have covered a range of topics that the team were interested in and their flexibility, expertise and engaging approach has been amazing. We seem them now as part of our team.”
Business Director, Specialty Medicine
Business Challenge
Engaging with customers in a way that adds customer value and sales performance is a challenge in this highly competitive market. This Global bio-pharmaceutical company wanted to implement a Omnichannel approach as part of their business planning processes to ensure it gave the organisation the skills and capabilities to deliver a true customer-centric approach.
Our Approach
Valeur worked with the client to rollout an Omnichannel approach with the Brand Teams. The process started with conducting Qualitative Market Research to understand Customer Channel Preferences and the development of Customer Journeys by speciality area. Valeur then assisted Brand Teams to build Omnichannel Plans which integrated online and offline channels to build a seamless customer experience.
Outcome
Omnichannel Planning is an integral part of the Brand Planning Process with the 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 value.
Training
Omnichannel
Marketing
Planning
Strategy
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 status of the business, market dynamics and establish growth opportunities.
Our Approach
We took a systematic approach covering a detailed Market assessment with an objective view of the market, performance of brands and competitors. We then defined the Strategic Position of the company, brand and competitive positioning, strategic capabilities & weaknesses. A critical analysis on the alignment of organisational structure & resourcing was conducted. Finally, we undertook Financial Analysis examining key drivers of financial performance, profitability and a review of the financial forecast and future scenarios
Outcome
We developed a comprehensive Strategic Review integrating Market Dynamics, Marketing and Positioning of the brands, the Competitive context, Future growth drivers and a 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.
”It was the best strategy and tactical day we have ever had, so much came out if and for me the biggest thing was the alignment and agreement and awareness by everyone in the wider and smaller team on the strategic imperatives and what we have to do now!”
Marketing Manager, Speciality Care
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.
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 their expectations for the meeting. We looked at what was working well, where the opportunities were and what the current challenges were and 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.
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 company’s strategic plan.
Strategy
Leadership
Meeting
Strategy
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.
Our Approach
We liaised with internal stakeholders to select teams and panelists who would be assessing the team’s performance. We designed 3 phases for the Competitive Simulation workshop which included Pre-briefing and work, the Competitive Simulation Workshop and post workshop follow up and integration into planning.
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 several new ideas and initiatives generated during the simulation which strengthened the companies over planning and preparation.
"We asked Valeur to help us run a Competitive Simulation for our brand and area given some of the competitive challenges coming. Valeur prepared great pre-work packs for the cross-functional teams and ran 2 half day sessions with multiple teams. The insights and thinking that came out really helped us identify our blind spots and prioritised a few areas we needed to focus on more."
Business Unit Director, Specialty Care