Business Operations Strategy Prompt - Part 1
Your client is a leading global player in the pharmaceutical market. Its sales in Europe for Valvo, a drug used to treat a type of heart disease, are deteriorating.
You have been hired to understand why sales are deteriorating and to recommend actions to overcome these factors.
Could someone help me with a high level framework for this prompt?
Hi Maria,
I suggest the below framework/structure to crack this case;
1. Market Analysis
• Industry Trends: Is the cardiovascular drug market shrinking? Are there policy or regulatory changes affecting sales?
• Competitor Landscape: How does Valvo compare to competitors in efficacy, branding, or availability? Are new entrants disrupting the market?
• Customer Needs: Are patient or provider preferences shifting toward alternative treatments or generics?
2. Product Performance
• Efficacy and Safety: Are there concerns about Valvo’s effectiveness or safety profile?
• Differentiation: Does Valvo have a clear competitive advantage or address unmet needs?
3. Sales and Distribution Strategy
• Salesforce Effectiveness: Are there challenges in engaging key decision-makers or aligning incentives?
• Distribution Channels: Are there bottlenecks or inefficiencies in reaching pharmacies and hospitals?
4. Marketing and Awareness
• Brand Positioning: Is Valvo effectively differentiated and well-perceived by stakeholders?
• Awareness Campaigns: Are providers and patients adequately educated about Valvo’s benefits?
5. Regulatory and External Factors
• Regulations: Are stricter guidelines or approvals impacting prescriptions?
• Macroeconomic Factors: Are healthcare budget cuts or economic shifts affecting sales?
Next Steps
• Collect data on market trends, competitors, and internal performance.
• Identify root causes and prioritize actions such as salesforce optimization, marketing initiatives, or operational improvements.
Please DM me if you'd like more details / practice more case frameworks.
Best,
Evelina