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BCM Group, LLC. Deliver custom market entry and business development services to non-US manufacturers of innovative products and technologies targeting North American Pharmaceutical, Biotech and Medical Device Manufacturers 7/17/2015 William C. Cairns - BCM Group, LLC E: [email protected] url: www.bcmgroup.net 1 BCM Group Background • LLC Established 2005 • 35+ yr experience - new product launch, business development, company start ups product and service commercialization, international business expansion, and P&L • HQ in NJ, affiliates in NJ, PA, Geneva CH, Stuttgart, DE and Asia (late 2010) • Work directly for client’s CEO, MD, BU Management • Project experience in 20+ countries • Member of trade associations • Lead US$25 mil div of European-HQ pharmaceutical capitol equipment manufacturer • First US startup of major Asian pharmaceutical, chemical, cosmetic and equipment company 7/17/2015 2 Old Ways To Do Things No Longer Work - Globalization – competition – emerging markets - Business and interpersonal relationship approach - Demonstrate win-win - Short term vs long-term view - Proactive vs Reactive (coffee and cards and letters) - Remote to the market’s pulse - Opportunity assessment - Build it and they will come - Agenda driven exchanges – written follow up - Allow time for reflection - Share industry data 7/17/2015 3 Importance of Cultural Awareness language challenge “How am I doing?” History Consultants in Europe European – style multi tasking Each culture is unique Never assume Work-life balance Reinforce respect White Paper – Project Discussions Prepare to take small steps in the beginning 7/17/2015 4 Before Making Contact Define the business opportunity Target only the MD/CEO Have successful examples in mind Customize value to client Follow up communication drafted and ready to issue Website reinforces the value proposition 7/17/2015 5 Avoid the pitfalls Respect the market – not the science Assume the market is dynamic – not static Speak with the potential customers first Recognize financial motivations – avoid discounts Don’t ignore competition or failed attempts Your services are not perfect – be open to discuss potential challenges and obstacles Make benchmarks and timelines realistic – under commit / over perform 7/17/2015 6 BCM Group’s Approach fills the Gap • Simplify the client – customer relationship • Local company presence (thank you Iceland) • Direct focus away from competition (“Blue Ocean”) • Convert client’s technology into commercially successful proposition • Real-time market knowledge, high value senior level industry contacts network • Critical feedback for business development, licensing, scientific assessment, company valuation, merger and acquisitions. • Reducing potential risks and unplanned costs • Local influence during client - customer negotiations –terms, pricing, contracts • Understand critical client issues (same-culture context) • Frequent proactive communications - what is important, not what is interesting 7/17/2015 7 Ask the client-to-be - are you ready to… •Successfully establish their company in the largest market in the world with minimal risk, cost and complexity? •Execute multi-phase market rollout with est. timelines •Work with a local partner to develop new markets and revenue streams •Make the resource commitment to accelerate growth •Build the company’s reputation as a key economic partner? •Make appropriate modifications to product or service offering 7/17/2015 8 BCM Group LLC Strategically Grounded Extensively Networked Transaction Focused Results Driven www.bcmgroup.net 7/17/2015 [email protected] 9