Expert Details

Expert in Competitive Intelligence from Primary Sources in Pharmaceuticals, Diagnostics, and Medical Devices.

Expert ID: 729945 California, USA

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•Business research and development professional with a successful record targeting and developing Fortune 500 clients.
•Founded pharmaceutical and information technology business intelligence firm and served as Business Development & Research Director for 15 years.
•Expertise assessing the unique challenges facing firms in the healthcare industry and designing strategies to optimize market performance.
•Extensive background in information-intensive writing and editing, including over 20 years authoring published market reports, managing projects and performing client-defined research projects.

•Business Development, B2B.
•Competitive and market intelligence research and analysis.
•Project Management-creating virtual teams and synthesizing geographically distributed collaborators.
•Sales; prospecting, lead development and closing.
•Distribution analysis and development.

Assessed market opportunities and target markets. Collected intelligence on client and competing firms. Generated leads and developed marketing campaigns. Prepared and conducted formal capabilities presentations and project proposals to executive-level prospects. Developed CRM policies and procedures. Reviewed RFP and prepared project proposals.

Contract staff consultant for multiple CI/MI firms. Complete competitive intelligence, benchmarking and strategic business assessment projects. Develop means and human intelligence sources for all information. Author of published market research, competitive analysis, business analysis and forecasting reports.

Clinical Trial Progress:

One of the earliest successful biotechnology pharmaceutical companies wanted to determine the clinical trial progress of several potentially competitive drugs.
His company interviewed research, regulatory, finance and marketing personnel within the six target firms as well as contacts within the FDA, the financial community, and clinical trial coordinators for data. Information was collected on the current research phase and the results of all previous research for each drug in development.

As a result of the project, the client developed a clear understanding of the potential competitive threat of each product in development, and was able to refocus research efforts and current market positioning to most effectively contain the threat.
Competing Technologies:

The surgical equipment division of a diversified medical products corporation faced potential sales erosion due to the development of several alternative cancer screening technologies. The new diagnostic products did not compete directly, but by altering physician practice, could minimize the need for several of the client’s products.
Expert conducted an exhaustive secondary research search to locate all technologies approved or in development for screening the specific form of cancer. Full due diligence studies were completed on each of the target firms, thoroughly analyzing their current financial, manufacturing, and marketing positions and future prospects. Interviews were also conducted with physicians and other health care professionals involved in the cancer screening to determine statistics on product use and market demand factors.

As a result of the project, the client developed a clear understanding of the potential competitive threat of each product in development, refocused current market positioning and evaluated the feasibility of acquisition to effectively contain the threat.
Product Development – Market Entry:

An international medical diagnostics manufacturer wanted to strengthen its product line by introducing an optimized point of care testing product into a market category established several years earlier by a competitor.
Expert's firm interviewed over 90 physicians to determine the optimal product configuration and pricing, and to segment product usage by physician specialty. The information was then used to devise sales projections, a demand analysis by market segment, market entry demand factors, barriers to entry and the rate, degree and timing of market penetration.

As a result of the project, the client refocused R&D efforts and created financial plans with a clear understanding of the revenue potential and costs associated with marketing the new product.
Market Development and Acquisitions:

A major European manufacturer of diagnostic imaging agents needed detailed information on the U.S. Magnetic Resonance Imaging market to facilitate global strategic planning. The firm intended to prioritize research and development activities and finalize vertical acquisition plans.
Expert's firm collected detailed market information from equipment vendors, pharmaceutical manufacturers, MRI facility managers, radiologists, third-party payers and government officials to determine the present condition and future outlook for diagnostic imaging in the U.S.

As a result of the project, the client purchased the radiopharmaceutical and diagnostic imaging business units from several U.S. manufacturers and refocused product development activities in the European headquarters.
Benchmarking and Organizational Development:

The pharmaceutical division of a U.S. medical and consumer products conglomerate faced several challenges which had resulted in a declining new product pipeline. The impending integration of another pharmaceutical business through the acquisition of a specialty chemical manufacturer convinced them to turn to Expert's firm for recommendations.
Expert's firm conducted a study benchmarking the product development activities of eight pharmaceutical firms demonstrating consistent success in introducing superior new products. Following a thorough analysis of each firm, elements of organizational structure and product development process were determined to be consistent with success.

As a result of the project, the client reorganized global product development activities, and integrated those of the acquired business unit.


Year Degree Subject Institution
Year: 1989 Degree: MBA Subject: Business Analysis Institution: California State University
Year: 1983 Degree: BS Subject: Biology Institution: Rutgers

Work History

Years Employer Title Department
Years: 1995 to Present Employer: Undisclosed Title: Business Development Consultant Department:
Available upon request.

Fields of Expertise

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