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Product Development Process to Optimize Commercial Value


Our major biopharma client recognized that their product development process under-delivered on commercial objectives, such as market access, which are as important as regulatory approval.

They turned to Herspiegel to design and implement a commercially aligned process.

The Problem

Our client is a highly successful global biotechnology company with a broad portfolio of assets in development for major and rare diseases. As a result of rapid expansion of the client’s product pipeline and continuing changes in the commercial landscape, management recognized a need to rebuild the company’s product development process and governance structure to ensure that assets achieved the commercial potential.

Our Solution

• Herspiegel created a refined stage gate model, focusing on questions to be answered at each stage to inform decision making
• The deliverable included a comprehensive list of commercial questions, the functional owner, and the recommended deliverable that need to be created. This deliverables list by stage gate was then fed into a resource
plan outlining personnel and budget timing to support required to support execution. The commercial stage gate focus was married to a
clinical stage gate question set
• The strategic questions and deliverables were drafted by Herspiegel and reviewed by a steering committee of VP level business executives and subsequently rolled-out to the organization

Value Delivered

• The updated stage gate model enhanced the value discussions earlier in asset development
• A more consistent and comprehensive review of assets across the portfolio and an informed multi-year resource plan

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Herspiegel is a leading professional services firm helping biotech start-ups and the world’s largest pharmaceutical companies navigate the path from science to brand performance and change patients’ lives. We are committed to using strategic insights from medical to commercial to market access to solve critical problems.