Our clients must balance the quest for growth and innovation with the near-term demands of their core business. To build value, they either seek new applications for identified medical technologies – whether new therapeutic indications for drug compounds or creative Use Cases for software solutions – or first identify market opportunities and then look for solutions.
In order to invest substantial resources into an innovative product, service, or market space, companies need to perform thorough, thoughtful, multi-disciplinary commercial assessments that consider factors beyond epidemiological sizing, such as competitive threats and evolving market and regulatory dynamics. Predicting the long-term commercial performance of products or services that do not yet exist is a difficult exercise that is highly dependent on the accuracy and reasonableness of underlying assumptions. Our commercial assessment team integrates domain knowledge, strategy consulting skill-sets, and financial modeling expertise to develop reasonable, well-informed and market-driven evaluations of opportunities.
Our clients return to us repeatedly because of our approach: we assemble an evidence-based fact-set to drive insights and build confidence in what can be known or accepted, and then run scenario analyses against the key unknowns to test a company’s conviction in an idea, tolerance for risk, and ability to pivot in response to change.
Thorough commercial assessments involve many of the following analyses:
- Scoping the parameters of a client’s stated opportunity such as “how to go after white space” or “how to meet critically underserved needs” or “how to disrupt and transform a sector through technology.”
- Validating the underserved needs of patients, providers and payers that create the targeted opportunity, via primary and secondary market research.
- Preparing market analogs to learn from past experience.
- Sizing the adoption of a solution with an understanding of long-term demographic trends and assumptions around reasonable penetration levels.
- Working through scenarios to identify key success variables and understand the risk of competitive threats, and regulatory, market or economic changes.
- Modeling pro forma financials of multiple scenarios to build investment cases and understand risk and the economics of various outcomes.