Client: The World’s leading chemical company

The challenge

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As experts, we are often asked to provide our know-how and hands-on insights to support many of the well-known consulting firms.  In this joint project with consultancy IMS, our client was a leading global fine chemicals conglomerate whose Japanese division had been struggling to gain market share for 10 years. Our challenge was to help them develop a strategy for market growth in the country.

Our approach

We called on the expertise of our API /fine chemical specialist, who had several years’ experience in Japan. Working with IMS and drawing on their huge database of healthcare industry information, we evaluated:

• How the Japanese pharmaceutical manufacturing market was structured
• The purchasing behaviour of chemical intermediate buyers
• New business opportunities for chemical intermediates in Japan

Following this, we reviewed the client’s portfolio to fit the Japanese market, identified routes to market and developed action plans to improve access.

A key tool in this process was our own ‘Pharma-whys’ technique (based on the theory that you achieve deeper levels of understanding by continuing to ask ‘why?’), to discover the root causes of our client’s issues. This ensured we were able to provide robust solutions not based on irrelevant information or personal opinion.

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Results

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Well-run and delivering great results, it’s not surprising that the project was extremely well-received by the client. It won a group-wide award as one of the company’s best consulting projects.

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