Pierre Bacot has over 10 years of experience in healthcare consulting. He works as a freelance consultant, specializing in strategy, organization, operational performance, profiling/segmentation, project management, market research, and brand planning for pharmaceutical companies. Previously, Pierre worked at ZS Associates in Paris. He holds an MS in Management from ESSEC Business School and graduated from engineering school Ecole Supérieure d’Electricite.

1. info@pbconsulting.eu.com
+33 (0) 6 33 94 34 69
Pierre Bacot
Pierre Bacot Consulting
Healthcare advisory services
FREELANCE CONSULTANT
2016

2.  Pierre has been in consulting since 2007 focusing exclusively on healthcare industry.
 He works as freelance consultant since Jan 2010 and has lead several projects in Europe and
in the US for global pharmaceutical as well as small pharma companies.
 Recently, Pierre has also been working for several strategy consulting companies as project team
member/leader.
 Prior working as freelance consultant, Pierre was an Associate Consultant at ZS Associates
during 3 years in the Paris office.
 Pierre holds an MS in Management from the ESSEC Business School and graduate from the
leading engineering school Ecole Supérieure d’Electricite (Supélec).
 Contact:
– Email: pierre@pbconsulting.eu.com
– Cell : (+33) 6 33 94 34 69
2 PB Consulting – General Capabilities 2016
Biography – Pierre Bacot
Bio

3. PB Consulting Capabilities
3 PB Consulting – General Capabilities 2016
Capabilities
Strategy
 3-year promotion strategy of an Immunology franchise.
Field force sizing scenarios assessment and P&L impact.
 Market positioning to relaunch a Hematology product in EU5.
Quantitative and qualitative market research, advisory board preparation with European KOL.
Organization
 Project lead for a CRM / BI deployment project on behalf of French affiliate
 Alignment project for a Mass Market field force (160 reps).
 HR department support and materials preparation for meetings with union representatives.
 Size, structure and alignment of 5 teams for an Oncology BU (100 reps)..
 Launch readiness assessment of a Neuroscience brand
Operationnal
performance
 5 years sales forecasts of Rare Tumors portfolio.
 Reporting of various activity (sales reps, market access, MSL..) for a respiratory product launch.
 Sales reporting automation for a direct sales Immunology product
 HR department support and materials preparation for meetings with union representatives.
 Call plan creation, update and optimization for 6 franchises: target profiling, segmentation and
resources allocation.
Size, structure
& alignment
Profiling,
segmentation
& targeting
Project
Management
Market
research
Brand Plan

4. Track record
Size, structure & alignment
4 PB Consulting – General Capabilities 2016
Track record
 Define field force size and structure post merger.
 Design optimal alignment for next 3 years with
existing and short coming new product.
 Evaluate impact of major changes in BU portfolio on
size and structure of existing teams.
 Select most profitable accounts and resize sales
teams.
Client needs
 Build sizing model and present sensitivity analysis.
Impact on P&L.
 Create new alignment according to portfolio
hypothesis. Validation through workshops with 1st
line and national sales managers.
 Social impact assessment and disruption analysis
on existing sales reps. Build communication pack for
sales reps and rest of the company.
PB Consulting contribution
Main clients
 New sales structure, fully operational from day 1.
 Field force optimal sizing and redeployment project
accepted by union representatives .
 New alignment with mirror sales teams validated by
1st line and 2nd line managers.
Key results

5. Track record (cont’d)
Profiling, segmentation and targeting
5 PB Consulting – General Capabilities 2016
Track record
 Identify and target new client for a product launch.
 Update client segmentation.
 Follow profiling progress across months.
 Check if missing interesting targets among existing
clients.
Client needs
 Define/Challenge segmentation matrix with
franchise head.
 Propose optimize call plan taking into account
number and segmentation of targets and resources
capacity at district level.
PB Consulting contribution
Main clients
 Refine segmentation and targeting.
 Create new profiling process.
 Optimize resources allocation locally.
Key results

6. Track record (cont’d)
Project management
6 PB Consulting – General Capabilities 2016
Track record
 Deploy Global initiative in France : Implement new
CRM, BI solution and Commercial Apps for 5 BU
(~250 end users)
 Build and deploy Regional initiative across 10
European countries : implement BI solution for 2 BU
(~500 end users)
Client needs
 Manage project as ‘Business’ project lead along with
IT counterpart:
• Project management (SteerCo animation, Global
team interactions..)
• Business requirements & local specificities
identification
• Test, training and hypercare support
PB Consulting contribution
Main clients
 New CRM & BI successfully deployed in France
affiliate
 New BI solution deployed in France and follow-up to
a regional level appointment
Key results

7. Track record (cont’d)
Market research
7 PB Consulting – General Capabilities 2016
Track record
 Define best option to position the product among
treatment pathway.
 Identify key stakeholders in patient journey.
 Create and test several messaging.
 Validate existing positioning through qualitative and
quantitative market research.
Client needs
 Qualitative market research in international
environment (KOL 1.5hr phone interviews)
 Quantitative market research analysis. Interaction
with external vendors for respondents recruitment.
 Possibility to work conjointly with larger strategy
consulting firms.
PB Consulting contribution
Main clients
 Short term to long term positioning
recommendations.
 Identify most suitable patient profile(s).
 Validate patient journey and key opportunities for
actions
 Refine appropriate messaging.
Key results

8. Track record (cont’d)
Brand Plan / Launch readiness assessment
8 PB Consulting – General Capabilities 2016
Track record
 Create ‘Integrated Brand Plan’ for a multi indication
Biosimilar brand.
 Support France affiliate to demonstrate readiness to
launch a new Neuroscience product.
Client needs
 Liaise with sales & marketing, market access,
medical, regulatory departments and other
contributors to the Brand Plan.
 Internal challenge of key assumptions.
 Review and validate critical success factors.
PB Consulting contribution
Main clients
 Brand Plan for 2016-2020 period with summary of
key actions/next steps by dept (timing, budget..)
 Launch readiness assessment and recommendation
for affiliate organization (sales force setup..)
Key results

9. Track record (cont’d)
Others significant projects: forecast, reporting tools…
9 PB Consulting – General Capabilities 2016
Track record
 Build patient-based forecast model.
 Define activity & sales reporting main KPI for a new
BI platform.
 Develop automated dashboards for both sales reps
and HQ manager.
 Follow sales performance for a direct-to-pharmacy
delivered product.
Client needs
 Define forecast model according to client corporate
guidelines
 Organize and animate workshops with head of
strategy and head of sales for each franchise / BU.
 Build sales analysis VBA based tool.
PB Consulting contribution
Main clients
 Forecast model used to quantify French affiliate
contribution and objectives.
 New Business Intelligence platform fully accessible
to HQ & field users.
 Automated tool distributed to sales reps to track
closely sales and define action plan accordingly.
Key results