Business Case

Commercial root cause analysis and revised, enhanced commercial strategy for a Parkinson’s Disease treatment

A mid-sized pharmaceutical faced an underperforming Parkinson’s product in their lead asset. LSC helped our client identify the reason for the poor performance. LSC initially initiated a comprehensive review of internal documentation and engaged in team interviews with cross-functional colleagues including commercial, access, medical, and sales. These meetings identified several shortcomings that, when combined, appeared to be a significant component of the shortfall. Next, LSC organized strategic workshops to develop a revised commercial strategy based on the synthesized shortcomings identified in team interviews and document reviews. The revised commercial strategy identified several enhanced tactics, including rep incentivization and several internal KPIs aimed at accelerating growth. As a result, the product’s growth surge, attracting the attention of, and subsequent acquisition by, a major industry player.