Knowledge acquisition group capabilities 2014 q1 (concise)

Knowledge Acquisition Group

Charlie Coleman(678) [email protected]

Annetta Coleman(678) [email protected]

Strengths & CapabilitiesQ1 2014

Website: www.KnowledgeAcquisitionGroup.com

http://www.linkedin.com/in/annettacoleman/http://www.linkedin.com/in/colemancharles/

http://www.knowledgeacquisitiongroup.com/

http://www.linkedin.com/in/annettacoleman/

http://www.linkedin.com/in/colemancharles/

Capabilities Update: Q1 2014Knowledge Acquisition GroupThe experienced team to provide actionable results

Overview

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Specialization

The Knowledge Acquisition Group specializes in depth investigation into the commercial and development aspects of our client’s competitors. Using our proprietary Forensic Benchmarking® methodology along with industry approved techniques for traditional competitive intelligence, we gather detailed competitive insights, identify best practices and transform those detailed insights into actionable recommendations that enable our clients to reach competitive advantage. Our change management approach enables us to right-size the recommendations to fit within our client’s corporate culture and streamline the acceptance and implementation of the recommendations.

Experience

Delivery

Knowledge Acquisition Group has an extensive history of completing assignments in an accurate and timely manner with the same expertise but at a fraction of the cost of the top tier consultancies and business intelligence firms. The cost advantage is accomplished by leveraging our existing global network of experienced senior contributors, the latest in productivity tools and by carefully managing overhead.

With more than 20 years of service to our global pharmaceutical, biopharm, medical device and healthcare clients, the Knowledge Acquisition Group has developed an extensive repertoire of experience. Key capabilities include:• Forensic Benchmarking® & Best Practices• Competitive Intelligence• Payer Relations / Buyer Decision Models• Accountable Care Organization Analysis• Specialty Pharmacy / Distribution Analysis• Business Development & Due Diligence• Market Research Support

• Management Consulting Services• Organizational Analysis & Change Mgmt• Operational Process Strategy & Engineering• Strategic Planning & Portfolio Management• Life-Cycle Management• Emerging Market (BRIC) Analysis• Meeting, Congress & Symposia Coverage


Personal Qualifications of Principals & Partners

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Charles

Coleman

Knowledge Acquisition Group Founding Partner & Sr. Knowledge Acquisition Expert specializing in Competitive Intelligence, Due Diligence, Managed Markets and Business Development. Charles has an engineering degree and MBA with career history in marketing and strategic planning at the Coca Cola Company and business development at Bausch & Lomb before founding the precursor to the Knowledge Acquisition Group in the early 1990’s.

Annetta

Coleman

Knowledge Acquisition Group Managing Partner & Sr. Knowledge Acquisition Expert specializing in Forensic Benchmarking®, Best Practices, Organizational Analysis, Operational Process Strategy / Process Engineering and Market Research Support. Annetta has an honors degree in business and an MBA. Additionally she has a black belt certification in Lean Six Sigma analysis. Her career history includes Deloitte & Touche, Price Waterhouse Coopers and General Electric managing complex global organizational benchmarking and global process engineering projects from problem statement through solution delivery prior to joining the Knowledge Acquisition Group in 2004.

Key

Global

Contract

Partners

Our broad existing network of key contract partners have global pharmaceutical expertise including:

• Biopharm, Medical Device, OTC, Animal Health & Diagnostics

• Strategic Services

o Due Diligence

o Product Positioning & Launch Strategy

o Life-cycle Management

• Geographic Strategic Partners in

o North America

o EU

o LATAM

o India

o PAC Rim & China

o Mediterranean & Northern Africa

o Russia / Eastern Europe

• Clinical Design & Medicine

o Trial Design & Implementation

o US and ROW Clinical Site Analysis

o Pharmacology

o Regulatory Strategy & Relations

• Commercial Management & Analysis

o Product & Sales Management

o Patient & MD Support

o Market Access

o Payer Relations

o Formulary, Medical & Pharmacy Benefit

o Accountable Care Organizations

o Distribution

o Specialty Pharmacy


What makes us unique?

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• The Knowledge Acquisition Group is comprised of senior pharmaceutical and healthcare contributors who each have 20+ years of global pharmaceutical and healthcare experience and who all provide direct project contribution. The all-senior-contributor model allows us to provide industry experts with their sleeves rolled up and ready to provide undiluted expertise to our clients.

• Our global presence and multi-disciplinary network enables the Knowledge Acquisition Group to effectively deliver large, complex and global projects efficiently and on time. This network is comprised of like-minded preferred partners who provide complimentary expertise and also key contract contributors with specialized and/or geographic expertise.

• The Knowledge Acquisition Group is focused on problem solving.

The problem solving approach is supported by proprietary and industry analytical and change management methodologies that enable us to provide more value to our clients.

o Forensic Benchmarking®: A unique methodology which quickly pinpoints industry best practices, provides a detailed comparison of competitor capabilities and illuminates the lessons learned by competitors in developing their capabilities

Limited Overhead

Senior Contributors with 20+ years average

industry experience

No Entry Level Staff (who develop their expertise at

client expense)

Benchmarking

Operations Research

Competitive

Intelligence

Forensic Benchmarking®


The Knowledge Acquisition Group developed Forensic Benchmarking® in response to clients’ need for a roadmap to innovation success.

• Our deep experience in traditional benchmarking, operations research and competitive intelligence provides the sweet spot of advantage to our clients through the delivery of a compelling depth analysis in appropriate critical areas without the need to analyze areas of low comparative value.

• We go well beyond public information to illuminate targeted competitor positioning and provide clients a clear understanding of the detailed comparators which drive competitive advantage.

• The combination of data-driven comparative analytics and process-focused analytics reveals not only the what but also the why and the how of the solution.

The result of Forensic Benchmarking® is a roadmap to success including:

• Analytical data presented in a compelling comparative summary

• Identification of competitor or industry best practices

• Case studies to provide detailed qualitative insight into competitor actions and lessons that can be applied

• An analysis of the client’s current vs. proposed position

• Recommendations for how the best practices can beimproved and/or quickly deployed to enable the client to leap frog their competitors with maximum Return on Innovation and efficient change management.


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Benchmarking

Operations Research

CompetitiveIntelligence


Traditional vs. Forensic Benchmarking®

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Benchmarking

Operations Research


Traditional Benchmarking


0

10

20

30

40

50

60

0 10 20 300

10

20

30

40

50

60

0 10 20 30

GE Healthcare

Proctor & Gamble

Merck

Methodology

Level of Detail

Best Practices

Time Frame

Insights

Targeted depth analysis of subset of category, mostly primary interview insights, trends, evolving strategies and best practices

Micro analysis of targeted competitors provides detailed insights (may include commercial capabilities, resourcing, incentives, technologies used, MD strategies & patient services, etc.)

Illuminates targeted competitor positioning using detailed comparators which drive competitive advantage. Identifies detailed Best Practices at a micro level (may not all reside in same leading competitor)

Case studies can identify the history of key comparators and evolving strategies. What comparator changed, when, why, howand the effect of the change

Provides insights on how to leap frog into competitive positionand a Road Map to achieve these results

Broad Category Analysis, generally public information or hundreds of blinded survey data points

Although competitors may be identified at a macro level, detailed micro analysis is seldom provided

Identifies the relative position of client to competitors using general comparators. Normally identifies the competitor who is best in class from a general perspective without detailed comparators

Static timeframe (normally preceding calendar year)

Demonstrates general direction of change required to follow competitors

McKesson

Traditional Benchmarking


Benefits of Forensic Benchmarking®

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Benchmarking

Operations Research



0

10

20

30

40

50

60

0 10 20 30

GE Healthcare

Proctor & Gamble

Merck

Methodology

Level of Detail

Best Practices

Time Frame

Insights

Targeted depth analysis of subset of category, mostly primary interview insights, trends, evolving strategies and best practices

Micro analysis of targeted competitors provides detailed insights (may include commercial capabilities, resourcing, incentives, technologies used, MD strategies & patient services, etc.)

Illuminates targeted competitor positioning using detailed comparators which drive competitive advantage. Identifies detailed Best Practices at a micro level (may not all reside in same leading competitor)

Case studies can identify the history of key comparators and evolving strategies. What comparator changed, when, why, howand the effect of the change

Provides insights on how to leap frog into competitive positionand a Road Map to achieve these results

McKessonWhat are the Benefits of Forensic Benchmarking?

• Highly consultative: o Effective project execution through a collaborative

approach with client project teams

• Highest Degree of Accuracy: o Most accurate picture of competitor commercial

serviceso Extensive primary interviewso Defines Best Practices and how the best practices

are achievedo Identify minimum threshold service levels to achieve

success minimizing trial and error

• Powerful, Flexible and Interactive:o Avoid the mistakes made by competitors while

benefiting from the lessons learnedo Widely scalable to support levels of detail appropriate

for long-term budgeting or final launch planning

• Efficient:o All senior contributor model provides the experience

and drives to actionable conclusions

• Cost Effective:o More economical than mainstream consultancies

Forensic Benchmarking® was developed by applying over 2 decades of management consulting experience to improve conventional benchmarking.


Competitive Intelligence

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Limited Overhead

Senior Contributors with 20+ years average

industry experience

No Entry Level Staff (who develop their expertise at

client expense)

Benchmarking

Operations Research


Clinical Competitive Intelligence Capabilities:• With over 20 years of experience in competitive landscaping /

portfolio analysis, the Knowledge Acquisition Group has experience in virtually every therapeutic category.

• The key to our success is our worldwide network of opinion leaders and commercial medical and business executives.

These capabilities enable the Knowledge Acquisition Group to rapidly collect the answers to our client’s clinical questions.

Commercial Competitive Intelligence Capabilities:• The Knowledge Acquisition Group approach to completing

commercial competitive intelligence is to apply our proprietary Forensic Benchmarking® methodology to conventional CI.

• Through this approach, we are able to provide our clients with contextual analysis far beyond answering specific questions. This approach determines key details such as when, why and where.

The result is an analysis that includes key details that enable the client to understand the drivers behind the actions of their competitors

The Knowledge Acquisition Group Competitive Intelligence capabilities are built on over two decades of performing Competitive Intelligence in the healthcare industry. • Primary interviewing of carefully targeted sources typically is the basis for 90% of our report• All of our analysts have industry experience… We THINK like our clients. • We utilize a “Progressive Analysis Approach” to optimize and enrich intelligence gathering

via real time adaptation of the interview based on unforeseen responses.• The Knowledge Acquisition Group readily complies with industry standard CI guide lines.

The benefit to our clients is an efficient and economical analysis of competitor positioning delivered in a compelling fashion to provide the client actionable results.


Our clients & Therapeutic Areas

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Our ClientsThe Knowledge Acquisition Group has worked directly or indirectly for nearly every major global pharmaceutical and biotechnology company

Therapeutic

Areas

• ADHD

• Alzheimer’s

• Animal Health

• Anti-inflammatory

• Anti-viral

• Cardiovascular

• CNS

• Depression

• Dermatology

• Endocrinology

• Gastrointestinal

• Haematology

• HIV

• Immunology

• Infectious Disease• Medical Devices• Metabolic Disorders• Multiple Sclerosis• Nephrology• Neurology• Oncology

• Ophthalmology• Osteoporosis• Pulmonary Hypertension• Rare Genetic Diseases• Respiratory• Rheumatoid Arthritis• Sexual Dysfunction• Sleep Disorders• Pain• Women’s Health• Wound Care• Urinary Disorders

Global

Coverage

The Knowledge Acquisition Grouphas successfully completed client projects in countries shaded blue and have dedicated Preferred Partners in areas highlighted with red stars


Knowledge Acquisition Group

Charlie Coleman(678) [email protected]

Annetta Coleman(678) [email protected]

Strengths & CapabilitiesQ1 2014

Website: www.KnowledgeAcquisitionGroup.com

http://www.linkedin.com/in/annettacoleman/http://www.linkedin.com/in/colemancharles/

http://www.knowledgeacquisitiongroup.com/

http://www.linkedin.com/in/annettacoleman/

http://www.linkedin.com/in/colemancharles/

Knowledge acquisition group capabilities 2014 q1 (concise)

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