Enter a new market effectively

An evidence-based decision to self-build and bolt-on acquire without partnerships in a new region


A large MidPharma with an attractive late-stage pipeline sought to strengthen its commercial footprint in an important region for one of its therapeutic areas

Key stakeholders were not aligned on whether to self-build, acquire or partner in order to best create value, as there was insufficient insight into how feasible each option was


Assessed the corporate ambition and the current portfolio and capabilities from a potential partner’s perspective through structured interviews and analysis

Thoroughly screened and anonymously approached selected CEOs and key stakeholders of potential partners or M&A candidates to explore the nature of feasible deals with the company

Narrowed down the options for commercial footprint expansion with key stakeholders using a decision-making framework and facilitated workshops

  • Clear alignment that partnering was not the right approach for the company and identification of the most promising M&A candidates to support self-build
  • A focus for internal resources to be deployed effectively for commercial expansion in a core region and therapeutic area for the company