As the healthcare landscape continues its rapid change, pharmaceutical companies are revising their operating models to be more customer-centric and to have greater collaboration with providers.

Developing a customer-centric commercial business model

John Finan, director with Baker Tilly joined the healthcare consulting team in 2017. He is a member of the life sciences advisory practice and leads Baker Tilly’s new pharmaceutical commercial excellence practice. The practice provides trusted advisory services for life science clients with growth optimization expectations through the design & deployment of a product’s development and launch.

University of Hartford
Master of Business Administration

University of Rhode Island
Bachelor of Science in business administration

http://go.bakertilly.com/directory-lp?Directory=John%20Finan

18 years pharma industry experience serving commercial roles from sales representative, medical education, field sales management, product management to Vice President of sales and marketing

Life Science Market Access Optimization team

Provided clients with extensive experience and expertise designing pre-launch access and adaptability platforms

Produced impactful and targeted commercial growth initiatives for both fast-tract launch and in-line market expansion

Senior vice president, chief commercial officer, transition patient services

Retail pharmacy and patient HUB support service

Provided trade, distribution and pharmaceutical treatment transition from hospital to home services to the pharmaceutical industry

Director, commercial operations practices, PwC

Led commercial effectiveness advisory practice and function as lead advisory for strategic and tactical execution guidance

Product development and launch strategy in retail

­Institutional and DoD/ VHA customer channels

Design and construction of infrastructure and business policy for an in-house patient support HUB service for a global biopharma

­Design and construction of new business units with a focus on self-insured employers for a major pharma

Commercial transformations for pharma, diagnostic and device clients

AdvaMed – Medical Device Industry Trade Group

Bringing a novel pharmaceutical or life sciences product to market has always been an arduous undertaking, even before the onset of the coronavirus pandemic. In fact, a study by McKinsey reported that 40% of worldwide drug launches between 2009 and 2017 failed to meet their two-year sales forecasts.  Launching a new product has traditionally been an inside out perspective (i.e., a so-called “PUSH” process to push the brand into the market). Our new, unique model is an outside in perspective (i.e., a so-called “PULL” process) used to assess and understand the market dynamics, and then letting the market come to the brand as the market dynamics dictate the position and potential success of the brand, not the brand team. Commercial professionals must understand the marketplace and the competencies needed to succeed and thus design their go-to-market field optimization plans with the capabilities the market has dictated. Join Baker Tilly for an informative presentation that will discuss their new, unique P.O.E.M. framework for planning the successful launch of a new pharmaceutical product in today’s complex environment. Our team of Value Architects™ will discuss: The traditional path that life sciences companies have taken when bringing a product to market and the shift to a new commercialization mindset in recent years The importance of having a pre-commercialization development plan and how having an outside-in approach will lead to a better field optimization and demand creation strategy The Baker Tilly Product Opportunity Evaluation Model (P.O.E.M.) and how it can lead to better planning for the successful launch of a new life sciences product Who should attend? C-Suite, commercial, marketing, market access executives of emerging, small- and mid-sized life sciences companies Presenters Darren Jones, CIA, Partner John Finan, MBA, Director Katie Schaldenbrand, MPH, Manager Nicole Hovey, MPH, Senior Consultant Casey Armstrong, MPH, Senior Consultant Information about CPE eligibility There are no prerequisites for this webinar, and advance preparation is not required. There is no cost to attend this webinar. Level: Overview CPE credit: One (1) hour total credit Field of study: Management Advisory Services  A certificate of completion will be emailed to you four to six weeks after the event. For more information regarding administrative policies such as complaint and refund, please contact our offices at +1 (608) 240 2522. Baker Tilly US, LLP is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: learningmarket.org.

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Developing a customer-centric commercial business model

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Preparing for the successful launch and commercialization of a pharmaceutical product in a post-coronavirus environment