This global consumer healthcare products company wanted to expand its presence in a fast-growing market. Numerof laid out a strategy for acquisitive growth and developed a framework that became the organization’s primary reference for making investment decisions and integrating new business units.

Situation

  • This global consumer healthcare products company wanted to expand its presence in a fast-growing adjacent market.
  • Especially given a recent re-organization, the company needed to determine the organizational and infrastructure requirements entering new markets.
  • Recognizing a need for greater strategic focus, more discipline in evaluating acquisition targets, and better attention to critical integration success factors, the client asked Numerof to help define and build the capabilities required for business development success.

Intervention

  • Numerof undertook a comprehensive analysis of opportunities, costs, and barriers to entry in the market. Using primary and secondary research (including interviews with key decision makers and influences), we identified unmet needs, examined trends, determined market potential, and evaluated competitor products, approaches, and sales tactics.
  • We also conducted an in-depth assessment of the organization’s business development capabilities and interfaces, which included interviews with key functional heads across divisions of the company. We put our findings in the context of best practices and client expectations and identified implications.
  • Our recommendations included a macro-level plan for entering the new market space with timelines, resource requirements, and an assessment of key risks.

Impact

  • Guided by our findings, the client subsequently entered the market, in-licensing two late-stage products.
  • Numerof’s recommendations allowed the client to broaden its business by facilitating changes in commercial structure and deployment, addressing core competency deficits and overcoming cultural issues to ensure alignment.
  • The work continues to serve as the blueprint for making investment decisions and integrating new business units.