New Opportunities & Strategies in the Pharmaceutical Industry

1 The executive Issue No. 38 | 2012 New Opportunities & Strategies in the Pharmaceutical IndustryWe enable you to deliver on your STRATEGY AND CHANGE How do you get your people to implement strategy and change?36 ICT A key player in your business strategy49 MERGERS & ACQUISITIONS Increasing the changes of a successful acquisition or merger17 PATIENT CENTRICITY The new source of competitive advantage37 BUSINESS-FOCUSED HR Four ways HR contributes to achieving implementation of strategy and Centre Reader,Executives and senior managers like you recently highlighted the following eight major business challenges for 2012 and beyond: Increasing the business performance to enhance competiveness Achieving customer loyalty Managing supply chain risks and increasing commodity costs Improving information for decision-making by focusing on data management and analytics Managing regulatory change Attracting, retaining and developing top talent Realizing bottom-line value in mergers and acquisitions Managing enterprise riskEffectively implementing your strategyManagement Centre Europe (MCE) helps organisations to better deal with complex strategic and leadership challenges and change.

2 We support both individual managers and groups of managers to be more effective in the implementation of their company s has a unique methodology that differs from business schools and training organisations. We offer a pragmatic and goal-based approach, backed-up with Industry -specific insights of 150+ MCE Senior Associates, all with more than 20 years of international experience in senior management positions in major companies. Based on your business goals, we build highly customised programs with clear, commonly agreed business metrics to be improved. Individual managers are supported with Mentoring and Coaching, both from a business and personal development point of view. Additionally, MCE offers the largest range of world-class open-enrolment Workshops for Individual us for a meeting or teleconference to discuss your needs. Our dedicated account teams are at your with Today s Business ChallengesFrancis van den BoschManaging DirectorManagement Centre EuropeCONTACT MCEM anagement Centre Europe Tel: +32 (0)2 543 21 20 Fax: +32 (0)2 543 24 00 Email: Planner: Catalogue: Centre Europe3 executive Issue Nr.

3 38 | 2012 ContEntsCONTENTS4 Macro-Trends in the Global Economy Six trends point to changes with a wide impact on business6 Trends Impacting the Pharmaceutical Industry 12 MCE s Capabilities in Pharmaceutical Industry 14 MCE Strategy Implementation Programmes16 Patient Centricity The new source of competitive advantage 18 Join our Social Communities19 Leading Implementation of Strategy and Change How do you get your people to implement strategy and change?22 Implementing Strategy through Key Projects and Project Portfolios 23 MCE s Capabilities in Strategic Leadership & Change Management 25 MCE Business Transformation Programmes27 B2B Customer Solutions: Implementing a successful strategy requires building a closer relationship with your customers29 Measuring & Managing Sustainability 33 How We Support Your Development as a Manager35 Six Ways MCE Adds Value36 ICT: A Key Player in Your Business Strategy 37 Business-Focused HR Four ways HR contributes to achieving implementation of strategy and change 39 Retain, Develop and Engage Your Management TalentThe executive Issue No.

4 38 2012 Pharmaceutical Industry40 Women Have Come a Long Way, 41 MCE Mentoring & Business Coaching 43 MCE s Capabilities in Functional Management45 Finance for Financial Managers Financial management to support strategy46 People Management skills Getting top performance from your people47 Business and Operational Management skills practical management skills48 Network Management skills Communicating and collaborating across the organization49 Mergers & Acquisitions Are the benefits of an M&A greater than the risks?50 Partnerships & Alliances Strategic Alliances: Why and how to build them51 Corporate Learning & Development practical not theoretical business management skillsManagement Centre in The Global econoMy1. Economic Shift: Emerging Markets are MaturingThere are growing numbers of middle-class consumers in at least 16 countries with emerging economies.

5 They are home to nearly 2 billion people who spend a total of $ trillion every year. In the next 10 years, 80% of economic growth is expected to come from what is called the emerging markets . (Source: McKinsey Quarterly, July 2010) Today, more than half of the people in countries like China, South Korea, Brazil, India, Russia, Turkey, Mexico and Indonesia are middle class consumers. To remain competitive, European companies are offering differentiated, highest-quality products and services. This may be the best way for European companies to go to global Trends Point to Changes with a Wide Impact on BusinessToday, managers face deep changes that they have never seen before. There are challenges and Opportunities in the new economic environment. But in 2012, the business world is a very different place than it was in a detailed look at these macro-trends, please visit: Resource Demand What happens when billion people suddenly become middle class ?

6 There is a greater demand for sophisticated products, components, raw materials, shipping, travel and other services. Suppliers are having difficulty keeping up. Prices for all kinds of commodities are increasing. Three resources everyone needs:Energy: More electricity and more fuel for vehicles will require significant investments in technology and infrastructure. Alternative sources will increase, but most generation will rely on traditional energy sources. Energy efficiency, green tech, and clean tech will stimulate innovation and economic and India together contain 40% of the planet s population Centre Europe5 executive Issue Nr. 38 | 2012 MaCro-trEnds in thE Global EConoMy> MACRO-TRENDS > ChANgES wITh A wIDE IMPACT ON buSINESSFood: Across the world, 10 million km2 of land is still available for agriculture.

7 But as the population grows from 7 billion to 9 billion people, growing enough food will be : Less than 1% of the water on our planet is fit for human use. Today more than 2 billion people are affected by water shortages. Conserving and recycling water will be Technology DevelopmentICT and other technologies have profoundly and rapidly changed the way we live and work. They have enabled great leaps in productivity, interactivity, connectivity, and transparency. 10 trends in technology1. Profiting from online communities2. Networked organizations3. Virtual collaboration 4. Smart objects5. Big data crunching6. Sustainability7. Services instead of products8. Multi-sided business models 9. Developing-world innovations 10. Public goodSource: Clouds, big data, and smart assets: Ten tech-enabled business trends to watch , McKinsey and Company 2010.

8 4. Growth ModelA new model for economic growth will emerge. Growth that was based on too much consumption and too much debt is not going to return. Europe and other mature economies may focus on making high-value-added products and customised solutions. Success will come from clear product differentiation, using new management approaches and focusing on the Models for GrowthSustainabilityLive and work in ways that do not endanger social, environmental and economic resources. GlobalizationGrow the economy by making specialty, high-value-added products and services. LocalizationBring more manufacturing home, or closer to European expertise and manufacturing capability to create exportable hi-tech solutions. HealthcareFind ways to make productivity gains in healthcare at all levels.

9 ServicesRespond to the demand for specialised services for older workers, retirees, and working families. 5. Government Policy: The Role of Government is CriticalGovernment policy frameworks are needed to shape the new economy. In the European Union, the focus will be on financial and environmental regulation and probably more flexible labor policies. Three key areas of focusThe EU is sending strong signals about the areas where regulatory reforms will be focused. It is clear that: Financial responsibility Green and efficient manufacturing practices and Getting ready for a more diverse on the list. It is likely that there will be new taxes, higher taxes, incentives for people to work longer, new regulations for business and fewer government contracts. 6. Consumer Behaviours are ChangingCompanies need to have operations in their home markets as well as in emerging the West, consumers will seek more products and services that are environmentally friendly and are produced according to fair trade practices.

10 Consumers in emerging economies look for affordability, utility and durability to stand up to harsh conditions. Customers in all markets want real value for their money. They inform themselves, purchase and seek services through a variety of channels, including the Internet. Successful businesses will learn how to create loyal customers who recommend products and services to others. Management Centre industryTrends Impacting the Pharmaceutical IndustryUntil recently, pharma investments in R&D and innovation resulted in patent-protected, high-margin revenue streams. Doctors prescribed drugs. Patients accepted the doctor s prescription. And payers footed the bill. The business was lucrative. Lean practices were not needed in the Pharma Industry . Today the Pharma Industry is scrambling to deal with big changes that include:4 Trends1.