IM Associates, healthcare experts, take project ownership and focus on implementation. Our goal is to establish a preferred partnership with our clients by building trust and achieving results. We analyse We advise We build We train

1. IM Associates
Service offering - 2011

2. IM Associates service offering
2 © 2011 IM Associates: service offering
29/11/2011

4. IM Associates analyse healthcare insights
Patient flow intelligence
Customer profiling, segmentation & targeting
Market dynamics & GEOanalyses
4 © 2011 IM Associates: service offering
29/11/2011

5. How do you assess current treatment algorithmes / patient flows?
• Where does the patient initiate?
• Who’s the key stakeholder for cure?
• How many lines of treatment are there?
• What’s the impact between secondary and primary care?
• To what extent has patient compliance an impact?
When do you run such questions?
Flows are dynamic, how do you secure this?
5 © 2011 IM Associates: service offering
29/11/2011

6. IM Associates build dynamic patient flow models
In a patient flow model, IM Associate start with the available market research,
pharmaco insights, desk research and interview information from the field /
customers.
The first insights are consolidated in a flow chart model; a key step is to
determine the impact of the dynamic and variables that will change
commercial success.
6 © 2011 IM Associates: service offering
29/11/2011

7. IM Associates build dynamic patient flow models
After approval of the flow, a dynamic simulation model is built in PowerSim
software (with an Excel input/output).
Dynamic simulations are used to analyse the impact between variables in flow
model. It’s crucial to grasp such impact.
Advantages for dynamic simulations:
• Linked to a time-interval (week, month, quarter, year)
• Delays are included (eg average treatment duration, time to pass from GP to SP,
…)
• Circular references are not a problem (eg relapse)
Powersim
7 © 2011 IM Associates: service offering
29/11/2011

8. IM Associates analyse healthcare insights
Patient flow intelligence
Customer profiling, segmentation & targeting
Market dynamics & GEOanalyses
8 © 2011 IM Associates: service offering
29/11/2011

9. Why do customers do, what they do?
• What are drivers for prescription?
Who are your loyal customers?
• How do you define loyalty?
• What do they prescribe for your competitor(s)?
Who are your early innovators?
• Why, what’s the rationale?
9 © 2011 IM Associates: service offering
29/11/2011

10. IM Associates translate profiling to the field
In a customer profiling project, IM Associates identify & analyse customer
behaviour:
• Qualitative
• Interview based
• Market research
• Quantitative
• Buying process
• Prescriptions
• Sales data
The research conclusions are implemented in a profiling tool so that the selling
organisation can expand the insights to the full customer universe.
10 © 2011 IM Associates: service offering
29/11/2011

11. IM Associates analyse healthcare insights
Patient flow intelligence
Customer profiling, segmentation & targeting
Market dynamics & GEOanalyses
11 © 2011 IM Associates: service offering
29/11/2011

12. Entering a new market?
• New country
• New pathology
• New target audience
• ….
Who are the important stakeholders?
How does reimbursement work in this pathology?
What’s the competitive detailing activity?
Is there are potential concentration?
…
12 © 2011 IM Associates: service offering
29/11/2011

13. In a market dynamics scan, IM Associates screen the market conditions:
• Are there guidelines, protocols, etc and what’s their field relevance?
• What’s the reimbursement situation and in which life-cycle stage are the direct
competitors?
• Who are the key stakeholders?
• How to phase the launch investments?
IM Associates provide a document with a summary of the analyses and
insights, including launch propositions.
13 © 2011 IM Associates: service offering
29/11/2011

15. IM Associates advise on commercial excellence
Key account & stakeholder management process design
Foresight & scenario building
Performance management & rewarding
15 © 2011 IM Associates: service offering
29/11/2011

16. Who’s the main target audience today?
• Has this changed or is it undergoing change?
Who are customer facing people?
• To which extent has this changed over time?
• What’s the impact on day-to-day customer contacts?
• How does the integration and communication work?
Who’s responsible for the national stakeholders?
• How do insights flow through the organisation?
• Who’s following-up on the stakeholder plan?
16 © 2011 IM Associates: service offering
29/11/2011

17. IM Associates build sales processes
A changing environment with an increasing number of internal & external
stakeholders requires a new commercial approach.
IM Associates support to redefine and reshape the commercial process:
1. Demonstrate the need for change
2. Create buy-in
3. Build the process
1. Segmentation strategy
2. Action plan development
3. Roles & responsibilities
4. Follow-up KPIs & objectives
4. Ensure flawless execution
17 © 2011 IM Associates: service offering
29/11/2011

18. IM Associates advise on commercial excellence
Key account & stakeholder management process design
Foresight & scenario building
Performance management & rewarding
18 © 2011 IM Associates: service offering
29/11/2011

19. How do you see the evolutions in pharma Belgium into 2012-2015?
• What are critical uncertainties?
• Which driving factors are relevant in a changing market?
• What are your biggest hopes and worst fears?
• …
How do you anticipate changes in the healthcare environment?
How do you prepare for your future?
19 © 2011 IM Associates: service offering
29/11/2011

20. IM Associates run scenario building
Foresight and scenario building is a Shell-based methodology applied by IM
Associates to develop plausible scenarios for the future.
The goal is to define a strategic toolbox (strategic options) for each of the
scenarios.
Foresight is a participatory process whereby multi-functional stakeholders
(internal, but also external) are connected in interactive workshops.
20 © 2011 IM Associates: service offering
29/11/2011

21. IM Associates advise on commercial excellence
Key account & stakeholder management process design
Foresight & scenario building
Performance management & rewarding
21 © 2011 IM Associates: service offering
29/11/2011

22. Where is the link between sales objectives and incentive plans?
• How is this percieved by the commercial organisation?
• To which extent is it flexible in a changing healthcare environment?
• How transparent is the sales objective methodology?
• How do the incentives link into the objectives?
• How documented is the incentive plan design?
22 © 2011 IM Associates: service offering
29/11/2011

23. IM Associates utilise sales objective methodology
and link it to incentive plans
IM Associates have developed a transparent methology to provide a
commercial organisation with objectives, taking into account:
• Splits for cycles or quarters
• Retail and hospital drugs
• Dedicated and mirrorred sales teams
• …
• A set of variables per brick/territory:
• Market potential (incl trial-locked potential)
• Product(s) sales
• Sales growth margin
• …
Next to the objectives, IM Associates make sure that the incentive plan is in
line with the company KPIs and with the objective settting design.
23 © 2011 IM Associates: service offering
29/11/2011

25. IM Associates build tailor made tools & reporting
solutions
Performance management platform IM.smart
GEOmarketing tools
25 © 2011 IM Associates: service offering
29/11/2011

26. IM Associates has developed a reporting solution that provides personalised
insights
• Across datasources
• Accessible through email, iPad, website portal or through Excel
• Personalised reports
• Full functional dashboards
• …
26 © 2011 IM Associates: service offering
29/11/2011

27. Example: sales rep dashboard
27 © 2011 IM Associates: service offering
29/11/2011

28. Example: web portal access
28 © 2011 IM Associates: service offering
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29. IM Associates build tailor made tools & reporting
solutions
Performance management platform IM.smart
GEOmarketing tools
29 © 2011 IM Associates: service offering
29/11/2011

30. IM Associates build tailor made tools
Tailor made GEOtools already built:
• Customer network builder (building influence networks)
• Hospital monitor
• QB-monitor
Non GEOtools:
• Profiling tool for Xponent exercises
30 © 2011 IM Associates: service offering
29/11/2011

32. IM Associates train healthcare professionals
Healthcare environment dynamics:
• During a workshop meeting with the field representatives, IM Associates
prepares a field team for the changes in the healthcare environment.
• Starting from the rep input, dynamics of the Belgian and surrounding country
environments are shown and discussed.
Competence management (Sales, KAM, …):
• Building on the Insights (www.insights.com) methodology, IM Associates
identifies the required skill set, maps the GAP with the existing resources and
proposes individual training needs.
32 © 2011 IM Associates: service offering
29/11/2011

33. IM Associates service offering
33 © 2011 IM Associates: service offering
29/11/2011

34. IM Associates take project ownership and
focus on implementation. Our goal is to
establish a preferred partnership with our
clients by building trust and achieving results.
Geert Vromman
Director
www.im-associates.eu
gvromman@im-associates.eu
+32 473 900 475