MARKET ASSESSMENTS & INSIGHTS

  • Market landscape

    • Understanding the landscape of various players,
    • Reviewing trends and the impact of political reforms,
    • Assessing the level of market intimacy.

  • Value proposition and competitive landscape

    • Questioning the value proposition as perceived by clients,
    • Review of satisfaction with current product use and service,
    • Defining the role of respective players.

  • Buying behavior

    • Reviewing buying behavior of key purchasers,
    • Reviewing the bidding process and level of interaction,
    • Assessing openness for innovation.

  • Product attributes

    • Price versus “packaging” – understanding the shopping list of clients,
    • Analyzing aesthetics versus technical/medical considerations,
    • Political and regulatory development.

  • Pricing strategy

    • Accompanying complex reimbursement processes,
    • Disentangling dossiers that are not moving forward,
    • Preparing context and engaging decision-makers through strategic communication.

  • Decision-maker influence

    • Analyzing decision-making structures and players’ culture,
    • Shedding light on their respective information needs,
    • Assessing organizational politics.

  • Implications for sales approach

    • Contemplating transaction focused versus influencer role,
    • Developing a strategy to communicate a particular message,
    • Adapting value proposition to country specific knowledge.