Client Type: Large medical imaging manufacturer
Challenge: Develop technology leadership in an emerging drug discovery market. Position the company as premier in the field prior to internal product development and appearance of competitive presence.
Action: Convene a high-level advisory panel of international leaders, in primary and related fields as well as funding agencies, to work with manufacturer’s top strategists and executives. Panel created advanced intelligence for assessing market entry strategy and initial product offerings. Externally, it fostered relationships between the manufacturer and the leading researchers.
Solution: This initial approach positioned the company for successful entries into drug discovery market equipment market and later lead to a comprehensive suite of solutions with a subsequent acquisition of a major pharmaceutical partner, their strong market position was expanded to include strategy that included even more offerings. The company has retained close communication with these leading researchers, in some cases collaborations have developed with successful partnership grant funding.
______________________________________________
Client Type: Facilitated an alliance between entrepreneur, university, corporate, member association, and government entities.
Challenge: To assist researchers, entrepreneurs, and start-ups in early stage funding for research, design, and proto-typing of products for commercialization.
Action: Took a collaborative approach to initiated and found annual conference designed to connect entities and focus on the process and awarding of SBIR grants.
Solution: For five consecutive years held an annual conference promoting funding initiatives.
______________________________________________
Client Type: Privately held Dental Offices covering the Western United States
Challenge: Client had need for interim management.
Action: Took over CEO position; instituted financial and marketing systems that required analysis and strategic planning for growth.
Solution: Positioned company for successful sale of the business unit.
______________________________________________
Client Type: Respiratory Therapy Company
Challenge: Client had need for a reorganization of company.
Action: After a careful review with management systems were developed to facilitate growth. A value proposition was created for a marketing alliance with complimentary technology companies.
Solution: The company was positioned for sale.
______________________________________________
Client Type: Point-Of-Care small-sized medical instrument Manufacturer
Challenge: Client had completed R&D and soft launch that resulted in a large order, but lacked funding to ramp-up for production, needed 2nd round of funding.
Action: After a careful review with management of the company’s value proposition management by our staff, a presentation program was developed by our staff assisted in the arrangement for presentation to funding sources.
Solution: Funds were secured by the Company and production was completed that enabled the company to fully launch its products.
______________________________________________
Client Type: Regional Home Nursing Services Provider Organization
Challenge: Home Healthcare Service provider decided to integrate specific products into its services to facilitate administrative tasks and reduce cost of transcriptions by investing in a developing technology company.
Action: Technical and Financial Due Diligence study and report were accomplished by our staff to evaluate the risk and give counsel on the valuation.
Solution: A successful negotiation was completed and the product was introduced into the market as a major technology breakthrough.
______________________________________________
Client Type: Overseas Central Governmental Economic Development Agency
Challenge: European Government Economic Development Agency desired to establish relationships with U.S.-based medical companies that desired to enter the European Market.
Action: Established the agency in a major region of the U.S. by connecting to major biomedical and medical devices companies, universities, and trade organizations. Monthly events, seminars and trade trips were established and promoted by our staff and resources available.
Solution: Client established relationships that led to regulatory approvals and sales distribution alliances. A two way trade channel was established as part of the process that led to many business and university alliances.
______________________________________________
Client Type: Mature Small Public Company in a diminishing market space
Challenge: High tech electronics manufacturer desired to examine opportunities and make an investment in a medical device company, which would assist in expansion into a diversified industry. This activity would reverse the downward revenue trend of its current product offerings.
Action: A national search led to evaluating over 100 targets of opportunities, which were winnowed down to 12 finalists. During the process the final 30 companies were coached by the staff to provide a “fit” to the needs of our client.
Solution: The client won with a deep understanding of the medical industry to go forward with further investment. The finalists won as 11 of the 12 found funding sources and thanked our staff for the assistance given them.
______________________________________________
Client Type: Start-up Point-Of-Care diagnostic instrument manufacturer
Challenge: Client was having great difficulty in entering the market place with its computerized diagnostic system. Only a small number of instruments had been sold.
Action: After a careful review of the market and competition our staff wrote a market entry program and provided:”hands-on” support through the effort.
Solution: The client was refocused to a market segment that provided a ready entry point. A national independent sales force of 50 was recruited and trained in a 90-day period. Training aids and a unique rental/unit charge financial model was introduced. The result was a spectacular growth in sales with over 3,000 units placed within an eighteen month period that produced a 10-fold increase in profitability.
_____________________________________________
Client Type: Privately held disposable products manufacturer
Challenge: Client in the physician’s specialty market wanted to expand its product offerings through acquisition of a company.
Action: A due diligence effort was accomplished together with a strategic plan for the terms of the acquisition.
Solution: Unusual facts were discovered that assisted management to change its scope and tactics for the acquisition. The emphasis became one of product line extension rather than purchase of the company. This led to a successful transaction.
______________________________________________
Client Type: Two privately held companies in the Spa and beauty industry.
Challenge: Client wanted private labeled cosmetic products.
Action: Facilitated development of private label beauty line including: packaging, marketing campaign, and branding strategy for company.
Solution: Managed project through successful launch of private label cosmetic line.
______________________________________________
Client Type: Large medical electronics manufacturer
Challenge: Create a strong academic and industrial partnership with a leading university: a mutually beneficial relationship where new technology could be jointly created, optimized, evaluated and successfully demonstrated in product form. This collaboration would be starting at ground zero where only the principals had prior personal relationships.
Action: First, the goals were defined at a planning meeting along with the identification of leaders and decision makers, from both university and the medical electronic manufacturer company. Second, once the leaders were identified they were involved in the planning process. Third, during the process broad areas where the partnership can best work and identify current projects were defined. Along with this process lines of communication and individual roles were better defined and a “team” atmosphere was established. Finally, the legal, technical, financial and clinical teams were pulled in to define the scope and framework for the relationship.
Solution: A successful partnership and ten year agreement. Initial projects are now reaching fruition and the university program is expanding with the goal of being NIH’s Top Ten in funding in three years. The company/client is well satisfied and the benefits are yielding an excellent return on the investment.