Thank you for a very interactive discussion about Pharma procurement and navigating the RFP process.

1. DEMYSTIFYING PHARMA
PROCUREMENT

2. INTRODUCTIONS
STRATEGIC SOURCING AND PROCUREMENT – BIG PHARMA
OLIVER FERNANDEZ, STRATEGIC SOURCING NOVARTIS
STRATEGIC SOURCING AND PROCUREMENT – SMALL BIOTECH
STEPHANY LAPIERRE, FOUNDER AND CEO MATCHBOOK| TEALBOOK
NAVIGATING THE RFP PROCESS
OLIVER AND STEPHANY
DISCUSSION AND Q&A
AGENDA

3. INTRODUCTIONS
OLIVER FERMANDEZ, STRATEGIC
SOURCING NOVARTIS
STEPHANY LAPIERRE, FOUNDER AND CEO
MATCHBOOK & tealbook®

4. INTRODUCTIONS
STEPHANY LAPIERRE, FOUNDER AND CEO
MATCHBOOK & tealbook®
Launched matchbook in 2008
Managed 400+ RFPs for 40+ Pharma and Biotech companies
Inspired by matchbook, launched tealbook in 2014
tealbook is licensed by 14 biotech companies and generated over
$30 million in revenue for its supplier members

5. INTRODUCTIONS
OLIVER FERMANDEZ, STRATEGIC
SOURCING NOVARTIS
Joined Novartis in 2012
Partners with the business stakeholders, global, regional
and country Procurement teams to develop the cross-
divisional procurement strategy for the Agencies, Media,
and Print categories
15+ years sourcing experience
MBA Cornell University ‘14

7. PROCUREMENT PERCEPTIONS
AGENCIES
Procurement is a bottleneck
Procurement only cares about savings
Procurement is bonused based on savings targets
INTERNAL PARTNERS
Procurement is a road block
Procurement doesn’t understand my business
Procurement is not a decision maker
Procurement seek to influence/change my budget

8. PROCUREMENT IN
BIG PHARMA
GOALS
Compliance
Supplier performance management
Leverage synergies to reduce costs
Increase Cash Flow
Stakeholder satisfaction

9. PROCUREMENT IN
BIG PHARMA
VALUE
Supplier partnerships / SLAs
Budget Optimization / ‘Bang for the buck’
Operational Efficiency
Industry Benchmarks

10. PROCUREMENT IN
BIG PHARMA
METRICS
Savings / Total Cost of Ownership (TCO)
Cost Avoidance
Spend under contract
Supplier Performance and Innovation

11. PROCUREMENT IN
SMALL BIOTECH
GOALS
Build and support a strategic sustainable supplier
network

12. PROCUREMENT IN
SMALL BIOTECH
VALUE
Keep lean teams productive and focused
Identify the strongest partners
Mitigating risks
Stretch funding dollars

13. PROCUREMENT IN
SMALL BIOTECH
METRICS
Strategic spend
Innovative supplier base
Successful launch

14. SUCCESSFULLY NAVIGATING THE RFPPROCESS

16. COST OF RFPs
AGENCIES - $35,000 to $100,000/RFP
Business Development
Market Research
Strategy
Creative
Expertise
Time
Travel
Loss of time for other clients and opportunities
CLIENTS - $20,000 to $60,000/RFP
Research
Intelligence
Time
Resource

17. CLIENT SIDE
TIP #1 ALIGN YOUR TEAM
TIP #2 DEFINE KEY CRITERIA AND SUCCESS FACTORS
TIP #3 PROVIDE A COMPREHENSIVE BRIEF AND DIRECTION
TIP #4 ALLOW FOR QUESTIONS
TIP #5 VET AND NARROW DOWN
TIP #6 CLEAR AGENDA AND EXPECTATIONS
TIP #7 PROVIDE FEEDBACK

18. PROCUREMENT SIDE
TIP #1 COMPLIANCE
TIP #2 CLARITY
TIP #3 CONSISTENCY
TIP #4 CONTRIBUTION AND COLLABORATION
TIP #5 COMMUNICATION

19. AGENCY SIDE
TIP #1 CHOOSE CAREFULLY
TIP #2 FOCUS ON KEY CRITERIA
TIP #3 DO YOUR HOMEWORK AND ASK QUESTIONS
TIP #4 SELECT YOUR TEAM
TIP #5 USE (DON’T SHOW) KNOWLEDGE TO PRESENT STRATEGY
TIP #6 DO AN ICEBREAKER
TIP #7 ASK QUESTIONS/LISTEN
TIP #8 CLOSE/FOLLOW UP