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Avoiding Invasive Tactics When Conquering Markets

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Avoiding(invasive(tac.cs(
when(conquering(markets(

 Fernando(Ferrer.(BS,(MBA(
       September(29,(2012(
  New(York(CityF...

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Avoiding(invasive(tac.cs(
     when(conquering(markets(
Abstract(
Entering(into(and(succeeding(in(Global,(La.nF
American(a...

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from(Domes.c(business(…(




Fernando(Ferrer.(Mul.na.onal(Partnerships((   3(

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Avoiding Invasive Tactics When Conquering Markets

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Session Description:

Getting into Global, Latin-American and Emerging markets demands not only a deep analysis but real international experience, a wide range of skills, and culture sensitivity to succeed in business. This presentation by Fernando Ferrer outlines the perspectives of organizations and their leaders in global operations; he then tackles business in Latin America and in the life science market.

Learning Points: Diversity of experience in various industries and living in different countries and managerial skills are key for the successful executive leading Life Science Business in Global, Latin American or Emerging Markets

Session Description:

Getting into Global, Latin-American and Emerging markets demands not only a deep analysis but real international experience, a wide range of skills, and culture sensitivity to succeed in business. This presentation by Fernando Ferrer outlines the perspectives of organizations and their leaders in global operations; he then tackles business in Latin America and in the life science market.

Learning Points: Diversity of experience in various industries and living in different countries and managerial skills are key for the successful executive leading Life Science Business in Global, Latin American or Emerging Markets

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Avoiding Invasive Tactics When Conquering Markets

  1. 1. Avoiding(invasive(tac.cs( when(conquering(markets( Fernando(Ferrer.(BS,(MBA( September(29,(2012( New(York(CityFMicrosoG(Building(
  2. 2. Avoiding(invasive(tac.cs( when(conquering(markets( Abstract( Entering(into(and(succeeding(in(Global,(La.nF American(and(Emerging(markets(demands(not(only( a(deep(analysis(but(real(interna.onal(experience,(a( wide(range(of(skills,(and(culture(sensi.vity.(( This(presenta.on(outlines(the(global(perspec.ves( of(the(organiza.ons(and(their(leaders,(tackling(then( business(in(La.n(America(and(in(the(life(science( market.( Fernando(Ferrer.(Mul.na.onal(Partnerships(( 2(
  3. 3. from(Domes.c(business(…( Fernando(Ferrer.(Mul.na.onal(Partnerships(( 3(
  4. 4. …(to(Global(business( Fernando(Ferrer.(Mul.na.onal(Partnerships(( 4(
  5. 5. Globaliza.on(is(a(con.nuous(process( of(worldwide(interconnec.ons( What(works(in(one( A(global(business(strategy( country,(fails(in(another.( should(be(doing(everything( Because(na.onal( the(same(everywhere( differences(s.ll(maWer.( Fernando(Ferrer.(Mul.na.onal(Partnerships(( 5(
  6. 6. if(na.onal(differences(s.ll(maWer,( What(can(a(Global(firm(do?( Set(few( Create(links( Manage( Think( Embrace( Decentralize( standardized( around(the( tradi.on(and( globally( diversity( polices( processes( change( Fernando(Ferrer.(Mul.na.onal(Partnerships(( 6(
  7. 7. …and(a(Global(leader?( Diversity(of(experience( Skills(to(build(successful(partnerships( Cultural(sensi.vity(and(awareness(to( get(the(message(across( Fernando(Ferrer.(Mul.na.onal(Partnerships(( 7(
  8. 8. Heading(to(La.n(America(
  9. 9. understand(the(environment(from( different(perspec.ves( Global( Country( Industry( Internal( Fernando(Ferrer.(Mul.na.onal(Partnerships(( 9(
  10. 10. La.n(American(Alliances( CELAC(F(Comunidad(de(Estados(La.noamericanos(y(Caribeños(( Mercosur(F(Mercado(Común(del(Sur( CAN(F(Comunidad(Andina(de(Naciones( SICA(/(SIECA(F(Sistema(de(la(Integración(Centroamericana(( Caricom(F(Comunidad(del(Caribe(( ALBA(F(Alianza(Bolivariana(para(los(pueblos(de(nuestra(America(( OEA(F(Organización(de(los(Estados(Americanos( NAFTA(F(North(American(Free(Trade(Agreement( Bilateral(free(trade(agreements(with(other(Na.ons(and(Economic(Alliances( Fernando(Ferrer.(Mul.na.onal(Partnerships(( 10(
  11. 11. entering(into(“new”(markets( similar(hurdles(faced(in(established(markets(…( ( regula.ons.,( quality,( ( compliance( ( ( pricing,(market( market( access(&( awareness(&( ( distribu.on( promo.on( ( channels( ( ( compe..on,( resources(and( costs( ( infrastructure( ( …but(they(need(to(be(addressed(with(Fresh(Eyes( Fernando(Ferrer.(Mul.na.onal(Partnerships(( ( 11(
  12. 12. Fresh(Eyes( understand(the(market’s(dynamics( use(boWom(up(approach(( Fernando(Ferrer.(Mul.na.onal(Partnerships(( 12(
  13. 13. address(the(countries’(demands( deep(and(rigorous(analysis(to(take(informed( decisions(in(an(ambiguous(mul.cultural( environment(((( clear(objec.ves,( strategy,(organiza.on,(people,( resources,(skills( commitment,(flexibility(( Fernando(Ferrer.(Mul.na.onal(Partnerships(( 13(
  14. 14. connect(with(the(targeted(Country(and( Region(from(different(perspec.ves( invest(in(learning( Industrial( Poli.cal( Technological( Social( Economical( Natural( Environment( Fernando(Ferrer.(Mul.na.onal(Partnerships(( 14(
  15. 15. avoid(invasive(tac.cs( conquer(the(market(by(understanding(it:( business(development( show(cultural( understand(the( partner(&(learn(with( sensi.vity( ra.onal(and(the( local(experienced( emo.onal(culture(( organiza.ons( divide(risk(by( engage(with(the(local( partnering(with( demonstrate(local( players(that(are( culture(and( commitment( community( looking(to(grow( through(innova.on( spend(.me(with( interna.onal( lead(with(Senior( building(trusts( customers( decisionFmakers(( takes(/me( Fernando(Ferrer.(Mul.na.onal(Partnerships(( 15(
  16. 16. specific(market(approach( eliminate(complexity(in(the( processes( Fernando(Ferrer.(Mul.na.onal(Partnerships(( 16(
  17. 17. lead(the(change(against((( “Not(Made(Here”( Fernando(Ferrer.(Mul.na.onal(Partnerships(( 17( Fernando(Ferrer.(Mul.na.onal(Partnerships((
  18. 18. Procedures,(controls(and( ensuring(quality,(ethics( and(compliance(must( support(business(((((((( development(and( innova.on( Fernando(Ferrer.(Mul.na.onal(Partnerships(( 18(
  19. 19. Regional(&(Country(Strategies(aligned( with(the(Corpora.on(and(the(Market( Business(Models,(Plans(and(Life(Cycles( Expansion(&(growth( •  Organic(/(M&A(,(JV(,(Alliances(/(Distribu.on(,(Partnership( Financial(goals(and(cash(flow( •  Revenue(/(Profit( Product(porpolio(and(Marke.ng(strategies( •  Proprietary(/(Generics(/(Holis.c(Approach((( Commercial(&(Industrial(organiza.on( •  InFcompany(/(outsourcing(F(mixed(/(investments(,(infrastructure(( Pricing(&(Served(markets( •  Global(/(Country(/(Access( Fernando(Ferrer.(Mul.na.onal(Partnerships(( 19(
  20. 20. Expansion(&(Growth(models(( different(needs,(benefits(and(.me(to(market( Organic( M&A,((JV,(Alliances( High(Time(and( Resources(consump.on( Distribu.on,(Partnership( Time(Savings( ( ( Less(Investment(&( Gain(experience( High(Cash(Investment.((( profit(( ( ( ( Follows(the(Corp(model( Communica.on(and( Integra.on(is(key( alignment(( Fernando(Ferrer.(Mul.na.onal(Partnerships(( 20(
  21. 21. Product(Porpolio(/(Product(Mix( •  select(the(products(that(make(sense(to(the( market( •  new(expensive(therapies(are(difficult(to( commercialize(( •  different(demographics(and(diseases(from( US(and(EU( •  Wide(range(of(registra.on(.melines(and( requirements( Fernando(Ferrer.(Mul.na.onal(Partnerships(( 21(
  22. 22. Price((and(Place( • For(pricing(approval,(Governments(are( reques.ng(pharmacoeconomic(studies(showing( benefits( • discounts(and(exchange(rates(of(local(currencies( affect(the(forecast(&(marke.ng(plans( • autonomy(among(the(Business(and(Therapeu.c( Areas(avoid(the(bargain(of(the(porpolio( • invest(on(developing(partnerships(with(the( mul.ple(distribu.on(channels( Fernando(Ferrer.(Mul.na.onal(Partnerships(( 22(
  23. 23. Promo.on(and(Communica.on( channels( • push(and(pull(messages(locally(tested( and(validated(throughout(mul.level( channels( • local(market(research(and(holis.c(vision( including(all(the(stakeholders( • follow(and(innovate(on(the(tradi.onal( and(digital(channels(( Fernando(Ferrer.(Mul.na.onal(Partnerships(( 23(
  24. 24. Integrate(Clinical,(Technical,( Opera.onal(and(Growth( Strategies( • impact(on(La.n(American(and(Emerging( markets(must(be(considered(at(early( stages( • produc.on(scale(is(key(for(cost( leadership(and(market(share(aGer(LOE( Fernando(Ferrer.(Mul.na.onal(Partnerships(( 24(
  25. 25. Brands(and(Intellectual( Property((IP)( • remain(global(and(differen.ate(yourself( from(local(compe.tors( • protect(Brands(and(IP(from(nonF interna.onal(prac.ces(or(corrup.on( Fernando(Ferrer.(Mul.na.onal(Partnerships(( 25(
  26. 26. Human(Resources((HR)(and(Structure( • resources(in(headquarters(providing(dedicated( support(and(guidance(to(the(local(business( • local(organiza.on(fully(dedicated(to(the(local( opera.on( • integrate(the(organiza.on(across(the( boundaries( • higher(demand(of(experienced(talent,(exchange( rates(and(infla.on(impact(the(HR(costs( Fernando(Ferrer.(Mul.na.onal(Partnerships(( 26(
  27. 27. BoWom(Line( • achieve(profit(as(the(ul.mate(goal( • invest(within(the(local(communi.es(( • think(long(term( Fernando(Ferrer.(Mul.na.onal(Partnerships(( 27(
  28. 28. Thank(you( Fernando(Ferrer( Mul.na.onal(Partnerships(LLC( ( info@mul.na.onalpartnerships.com( +1(908(514(2770( (

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