Making function decisions in a vacuum.

The Challenge

A U.S. therapeutic organization that already developed and commercialized drugs globally for gastroenterology and urological diseases needed a European distribution infrastructure to support their product launch.

We were approach thanks to our localized European network of partners. Our team across Europe with the expert knowledge of the nuances within regulatory affairs and commercialization.

Solution

We originally set up  some early insight discovery meetings with the client. The idea is to fully engage and understand the challenges our client was facing. It quickly became clear the commercial lead was making decisions to proceed and commercialize the new drug without considering the lack of structure for distribution.

From the outset we had to take into consideration relevant services that would influence the success of this project delivery. Such as quality management, pricing, implementation, staff training, account management and IT requirements.

Our discovery meetings highlighted that there was no distribution strategy or adjacent infrastructure defined and in place. Because of this lack of definition it was having a negative affect when it came to internal cross-function decisions. Major decisions where needed in areas such as finance, tax, quality, legal licensing, among others tied into distribution.

So, to support the product launch we prepared an Order to Cash Management (OCM) strategy. We then added them into our integrated platform through Europe. This meant we could better manage results related to warehouse/storage, cash to cash collection and logistics. It also helped manage the administration activities adapted to country-specific regulations.

The next task was to create a methodology to calculate a more precise and efficiently timeframe for distribution. So, we introduced our 3PL partner to the project team. They were able to create a distribution plan that would reduce costs, optimize the company’s current logistics network, and increase performance level.

Results

We were able to define an operational strategy and establish an OCM solution that improved our client’s operational efficiency and cross-function alignment. We delivered all the implementations within the client’s launch timelines. During the project phases we were aso able to address blind spots in adjacent functions to enable distribution into Israel and Turkey as well as all the other European regions.

The benefits of talking to Solem

We have local experts and teams of people on the ground all over Europe. They are all familiar with the nuances of each European country when it comes to commercialization and regulatory affairs within the Life Science industry.

If you are a US lifescience business, considering venturing into Europe and working to tight deadlines or with limited resources, contact us today for an initial conversation to see how we can create a bespoke solution to meet your businesses requirements.

contact us at info@solemglobal.com