Mais conteúdo relacionado Avoiding Invasive Tactics When Conquering Markets2. Avoiding(invasive(tac.cs(
when(conquering(markets(
Abstract(
Entering(into(and(succeeding(in(Global,(La.nF
American(and(Emerging(markets(demands(not(only(
a(deep(analysis(but(real(interna.onal(experience,(a(
wide(range(of(skills,(and(culture(sensi.vity.((
This(presenta.on(outlines(the(global(perspec.ves(
of(the(organiza.ons(and(their(leaders,(tackling(then(
business(in(La.n(America(and(in(the(life(science(
market.(
Fernando(Ferrer.(Mul.na.onal(Partnerships(( 2(
5. Globaliza.on(is(a(con.nuous(process(
of(worldwide(interconnec.ons(
What(works(in(one(
A(global(business(strategy(
country,(fails(in(another.(
should(be(doing(everything(
Because(na.onal(
the(same(everywhere(
differences(s.ll(maWer.(
Fernando(Ferrer.(Mul.na.onal(Partnerships(( 5(
6. if(na.onal(differences(s.ll(maWer,(
What(can(a(Global(firm(do?(
Set(few( Create(links( Manage(
Think( Embrace(
Decentralize( standardized( around(the( tradi.on(and(
globally( diversity(
polices( processes( change(
Fernando(Ferrer.(Mul.na.onal(Partnerships(( 6(
11. entering(into(“new”(markets(
similar(hurdles(faced(in(established(markets(…(
(
regula.ons.,(
quality,(
(
compliance(
(
( pricing,(market(
market(
access(&(
awareness(&( ( distribu.on(
promo.on(
( channels(
(
(
compe..on,( resources(and(
costs( ( infrastructure(
(
…but(they(need(to(be(addressed(with(Fresh(Eyes(
Fernando(Ferrer.(Mul.na.onal(Partnerships((
( 11(
12. Fresh(Eyes(
understand(the(market’s(dynamics(
use(boWom(up(approach((
Fernando(Ferrer.(Mul.na.onal(Partnerships(( 12(
13. address(the(countries’(demands(
deep(and(rigorous(analysis(to(take(informed(
decisions(in(an(ambiguous(mul.cultural(
environment((((
clear(objec.ves,(
strategy,(organiza.on,(people,(
resources,(skills(
commitment,(flexibility((
Fernando(Ferrer.(Mul.na.onal(Partnerships(( 13(
14. connect(with(the(targeted(Country(and(
Region(from(different(perspec.ves(
invest(in(learning(
Industrial(
Poli.cal( Technological(
Social(
Economical( Natural(
Environment(
Fernando(Ferrer.(Mul.na.onal(Partnerships(( 14(
15. avoid(invasive(tac.cs(
conquer(the(market(by(understanding(it:(
business(development(
show(cultural( understand(the( partner(&(learn(with(
sensi.vity( ra.onal(and(the( local(experienced(
emo.onal(culture(( organiza.ons(
divide(risk(by(
engage(with(the(local( partnering(with(
demonstrate(local( players(that(are(
culture(and(
commitment(
community( looking(to(grow(
through(innova.on(
spend(.me(with(
interna.onal( lead(with(Senior( building(trusts(
customers( decisionFmakers(( takes(/me(
Fernando(Ferrer.(Mul.na.onal(Partnerships(( 15(
17. lead(the(change(against(((
“Not(Made(Here”(
Fernando(Ferrer.(Mul.na.onal(Partnerships(( 17(
Fernando(Ferrer.(Mul.na.onal(Partnerships((
18. Procedures,(controls(and(
ensuring(quality,(ethics(
and(compliance(must(
support(business((((((((
development(and(
innova.on(
Fernando(Ferrer.(Mul.na.onal(Partnerships(( 18(
19. Regional(&(Country(Strategies(aligned(
with(the(Corpora.on(and(the(Market(
Business(Models,(Plans(and(Life(Cycles(
Expansion(&(growth(
• Organic(/(M&A(,(JV(,(Alliances(/(Distribu.on(,(Partnership(
Financial(goals(and(cash(flow(
• Revenue(/(Profit(
Product(porpolio(and(Marke.ng(strategies(
• Proprietary(/(Generics(/(Holis.c(Approach(((
Commercial(&(Industrial(organiza.on(
• InFcompany(/(outsourcing(F(mixed(/(investments(,(infrastructure((
Pricing(&(Served(markets(
• Global(/(Country(/(Access(
Fernando(Ferrer.(Mul.na.onal(Partnerships(( 19(
20. Expansion(&(Growth(models((
different(needs,(benefits(and(.me(to(market(
Organic(
M&A,((JV,(Alliances(
High(Time(and(
Resources(consump.on( Distribu.on,(Partnership(
Time(Savings(
(
( Less(Investment(&(
Gain(experience(
High(Cash(Investment.((( profit((
( (
(
Follows(the(Corp(model( Communica.on(and(
Integra.on(is(key(
alignment((
Fernando(Ferrer.(Mul.na.onal(Partnerships(( 20(
21. Product(Porpolio(/(Product(Mix(
• select(the(products(that(make(sense(to(the(
market(
• new(expensive(therapies(are(difficult(to(
commercialize((
• different(demographics(and(diseases(from(
US(and(EU(
• Wide(range(of(registra.on(.melines(and(
requirements(
Fernando(Ferrer.(Mul.na.onal(Partnerships(( 21(
22. Price((and(Place(
• For(pricing(approval,(Governments(are(
reques.ng(pharmacoeconomic(studies(showing(
benefits(
• discounts(and(exchange(rates(of(local(currencies(
affect(the(forecast(&(marke.ng(plans(
• autonomy(among(the(Business(and(Therapeu.c(
Areas(avoid(the(bargain(of(the(porpolio(
• invest(on(developing(partnerships(with(the(
mul.ple(distribu.on(channels(
Fernando(Ferrer.(Mul.na.onal(Partnerships(( 22(
23. Promo.on(and(Communica.on(
channels(
• push(and(pull(messages(locally(tested(
and(validated(throughout(mul.level(
channels(
• local(market(research(and(holis.c(vision(
including(all(the(stakeholders(
• follow(and(innovate(on(the(tradi.onal(
and(digital(channels((
Fernando(Ferrer.(Mul.na.onal(Partnerships(( 23(
24. Integrate(Clinical,(Technical,(
Opera.onal(and(Growth(
Strategies(
• impact(on(La.n(American(and(Emerging(
markets(must(be(considered(at(early(
stages(
• produc.on(scale(is(key(for(cost(
leadership(and(market(share(aGer(LOE(
Fernando(Ferrer.(Mul.na.onal(Partnerships(( 24(
25. Brands(and(Intellectual(
Property((IP)(
• remain(global(and(differen.ate(yourself(
from(local(compe.tors(
• protect(Brands(and(IP(from(nonF
interna.onal(prac.ces(or(corrup.on(
Fernando(Ferrer.(Mul.na.onal(Partnerships(( 25(
26. Human(Resources((HR)(and(Structure(
• resources(in(headquarters(providing(dedicated(
support(and(guidance(to(the(local(business(
• local(organiza.on(fully(dedicated(to(the(local(
opera.on(
• integrate(the(organiza.on(across(the(
boundaries(
• higher(demand(of(experienced(talent,(exchange(
rates(and(infla.on(impact(the(HR(costs(
Fernando(Ferrer.(Mul.na.onal(Partnerships(( 26(
27. BoWom(Line(
• achieve(profit(as(the(ul.mate(goal(
• invest(within(the(local(communi.es((
• think(long(term(
Fernando(Ferrer.(Mul.na.onal(Partnerships(( 27(
29. Thank(you(
Fernando(Ferrer(
Mul.na.onal(Partnerships(LLC(
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info@mul.na.onalpartnerships.com(
+1(908(514(2770(
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