structure your tender management process in pharma

IM Associates

2017

Healthcare experts

Structuring your tender

management process in pharma

Tendering facts

© 2017 IM Associates: Tender Management

Twenty five percent (25%) of the pharmaceutical market is now considered to be traded through some form of tender. This percentage is expected to rise.(source: http://blog.highpointsolutions.com/why-is-tendering-becoming-so-important)

Price is the most important criterion, but so are quality, service and many others!

Because tenders are becoming so prevalent, it has become key for companies to master the tendering process and make it sustainable in the long run.

Tendering is expanding from “mass markets” (antibiotics –pain - …”) to specialized drugs.

How to manage this process?

“A tender management app should support the process end-to-end, to ensure communication and data sharing amongst the different functions and markets.”N. Bacharidis - Eye for pharma, 2015

“Tender management becomes a more and more business critical process. It’s the responsibility of each involved pharma company to ensure the tender data, relationships, outcomes, …. doesn’t belong to 1 single person but should be a source of company intelligence.” Jurgen De Baerdemaeker – CEO IM Associates


Tender management steps (simplified process)

Gain in depth account insights

Value proposition: focus on specific hospital needs

& personal relationship

Success probability analysis: estimate your chances upon historical

data

Prepare your dossier: learn from past pricing strategies & align with

supply – medical – RA - …

Gather insights in reason why tender is won/lost

and develop competitive advantage

Follow-up committed volumes - evolutions - …

Tender publication

Tender award


Key blocks in our tender management solution

Tender creation - management

Competitive insights

Forecasting –follow-up

Integrated account

overview


Key functionalities


Continuous overview;

• Position in the process;

• Stakeholders and gatekeepers;

• Deadlines;

• Client expectations;

• Product supply.

Accessible and user-friendliness;

• Every stakeholder is able to follow up thetendering process in full transparency, at anytime

Simulation and calculator;

Reminders and alerts.

Multi device solution:

• PC, tablet, smartphone;

Demo application: Tender management

Drill down to detailed sales

reports

Go to contacts & visits



Include process flow, the decision criteria and participating hospitals


Contact

IM Associates

www.im-associates.eu

[email protected]

Tel: 016 22 47 43

structure your tender management process in pharma

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