STRATEGIC PLANNING CASE STUDIES

CASE STUDY: Franchise strategy

CASE STUDY: 

For this leader in growth hormone deficiency treatment, we assessed the potential acquisition opportunities.

CLIENT SITUATION:

  • The client was a leader in growth hormone deficiency (GHD) treatment and wanted to explore growth opportunities in the diagnosis and treatment of GHD
  • Client was interested in whether a new diagnostic would increase testing, and if a new drug formulation would expand the treated patient population

TRINITY'S ROLE:

  • Assessment of potential acquisition targets
  • Qualitative PMR with physicians and payers to understand what could influence uptake of the new products
  • Quantitative PMR with physicians to determine whether there would be increased testing and treatment in the pediatric and adult markets

ILLUSTRATIVE EXAMPLE:

  • Market research showed the only significant change was to the number of tests performed on adult patients
  • Presence of the new diagnostic in the exercise did not significantly increase the level of testing for GHD in both the pediatric and adult markets
  • A new product would garner some market share, however it would not be a “game changer”

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PROJECT OUTCOMES:

  • The new diagnostic did increase the number of tested adult patients; however, the client’s focus on the pediatric market meant that acquisition of this product was not a good strategic fit
  • The new drug formulation did not increase the number of treated patients or gain a dominant market share, so the client was advised to not invest in this opportunity due to the possible risks involved with the final outcomes of the product’s clinical development