cases in detail

Challenge:

This client had steady growth on its sales revenue over recent years, but wished to license in several oncology products in order to enter oncology areas. However, it lacked clear estimations on the growth potential and valuation of target products, and it also had inadequate experience in negotiating with working and trading partners.

Solution:

•To predict product’s sales performance, based on the analyses on epidemiological data, clinical practice and development trend, and product pricing and market share 

•To consider payer’s sensitivity to price with citing the prices of existing products at the target market, in order to provide target product a first round pricing suggestion to enter local market, as well as predicting the future changes on pricing over next several years 

•To propose trade structure, based on the analyses on predicted sales performance and clinical and marketing costs

Achievement:

•Considering factors such as the value of target partners’ products, client was provided with different scenario of estimated NPV 

•FENIX delivered discussion deck for negotiation evidence and leverage points enabled client to successfully establish discussion with the partners