VERTICAL MARKET CASE STUDY

Specialty Pharmaceutical Manufacturer

Client’s Challenge

• Reestablish market position after extended plant shutdown in a dramatically changed marketplace
• Provide direction and capabilities to field sellers to succeed in a changing marketplace

iac’s Solution

• Perform Market Access ‘Diagnostic’ to assess effectiveness of current Market Access resources and process
• Develop ‘Market Access’ Strategy incorporating recommendations into comprehensive new approach to the market
• Develop ‘Market Management University’ to build capability of sellers to manage the new marketplace dynamic
• Implement CRM system

Results

• Double-digit growth
• Improved sales effectiveness / productivity