Company Overview 1
Company Overview  1
Introduction to the Services The industry segments and the core approach to processes. Rendered Services Services today offered and delivered to client companies. Geographical Coverage & Team International Presence and geographical reach. Advantages of a Structured Networkn A globalized network of professionals offering standardized high quality of consulting support. 2
Introduction to the Services The industry segments and the core approach to processes.  Rendered Services Services today o...
Introduction to Processes This section explores the most commonly rendered services and provides a summary of the respective consulting approaches and processes. 3
Introduction to Processes This section explores the most commonly rendered services and provides a summary  of the respect...
Product-Market Matrix Industry Segments and Core Analytic Approach SEGMENTS WE SERVE Pharmaceutical (including OTC) In-Vitro Diagnostics Biotechnology: Biological Products including Blood derivates, Vaccines & Biologics Medical Devices Laboratory Instruments Radiology Apparatus Surgical appliance and supplies Medicinal and Botanical products Hospital IT & Automation Life Science Research THE ANALYTIC FOUNDATION The Product Market Matrix is our core MAP to understand problems and prioritize solutions. 4
Product-Market Matrix Industry Segments and Core Analytic Approach  SEGMENTS WE SERVE  Pharmaceutical  including OTC  In-V...
New Markets Approaching New Market Entrance New Market entrance potentially means several different approaches: Expansion in Adjacent Segments of the same geography, Expansion in a New Geography of a Mature Market or Entering in Emerging Markets. The major barriers to a systematic approach typically can be found in the lack of reliable, fact-based, company-relevant market information, in the difficulty of processing a large amount of heterogeneous data and in the implementation flaws that often represent significant deviations from plans. 5
New Markets Approaching New Market Entrance  New Market entrance potentially means several different approaches  Expansion...
New Products The Core Framework for New Product Launching After the significant investments made in terms of time and resources to develop a new product, it is imperative to be well prepared for the introduction of the product to market. In fact, the work is just beginning in terms of the return on this investment. The planning process can begin as early as key design elements have been frozen in the development process. Thinkeen has established a comprehensive launch checklist that has been developed with years of experience and insight from country markets and global planning organizations. 6
New Products The Core Framework for New Product Launching  After the significant investments made in terms of time and res...
Inorganic Growth Core framework for New JVs and M&A New partnerships and acquisitions require a deep knowledge of our client. We spend a significant amount of time and resources asking questions and giving answers: why is the company seeking an acquisition, why a JV, why in that geographic area, why on those products. Does the company realize the strategic and managerial implications of such decision? Once the strategic questions are answered we perform scouting activities to identify the best acquisition candidates or - if the candidate has be already identified- we gather all the required information to evaluate the existence of an actual strategic fit. While we refer to external partners for standard due diligence we perform a deep organizational and capability due diligence. 7
Inorganic Growth Core framework for New JVs and M A  New partnerships and acquisitions require a deep knowledge of our cli...
Organic Growth Initiatives Framework for Growth driven by Operational Excellence Successful companies find growth opportunities in current markets , selling current products: they perform deep analysis of their operations focused on profitable growth drivers. While these initiatives include typical projects of Commercial Excellence, they are much broader and they focus on all operations. TYPCAL QUESTIONS How many customers do we serve? Are they all profitable? How many order do we process? What ids the back office cost of order handling? What product should we stop selling? What customer segment should we focus on? 8
Organic Growth Initiatives Framework for Growth driven by Operational Excellence  Successful companies find growth opportu...
Commercial Initiatives Commercial Initiatives focus on Current Markets and Current Segments and they focus on measurable improvement of selling competences, transactional competences, demand generation firepower as well as clinical training abilities and post-sales support. 9
Commercial Initiatives  Commercial Initiatives focus on Current Markets and Current Segments and they focus on measurable ...
Strategic Framework Planning & Implementing Successful Strategies. Strategy Planning always address all corners of the Product Market Matrix prioritizing opportunities, funding focused activities, planning implementation and measuring results. Through ThinKeen Strategic Planning & Implementation process Clients are guided in setting a reality-based business strategy built on measurable assumptions, on reliable market information and on a decision-making process framed around shared and rational decision criteria. 10
Strategic Framework Planning   Implementing Successful Strategies.  Strategy Planning always address all corners of the Pr...
Product-Market Matrix All in One Picture Lorem ipsum consectetuer dolor sit adipiscing amet, elit. dolor Aenean commodo ligula eget dolor. Aenean massa. Cum sociis natoque penatibus et magnis dis parturient montes, dolor nascetur ridiculus mus. Donec quam felis, ultricies nec, pellentesque eu, pretium quis, sem. Nulla consequat massa quis enim semper dolor ullamcorper dolor. Curabitur ullamcorper ultricies nisi. Nam eget dui. Etiam rhoncus. Maecenas tempus, tellus eget condimentum rhoncus, sem quam semper dolor. Libero, sit amet adipiscing sem neque sed ipsum. Lorem consectetuer ipsum dolor adipiscing elit. sit amet, Aenean commodo ligula eget dolor. Aenean massa. 11
Product-Market Matrix All in One Picture  Lorem  ipsum  consectetuer  dolor  sit  adipiscing  amet, elit.  dolor Aenean  c...
Rendered Services This section explores the most commonly rendered services and provides a summary of the respective consulting approaches and processes. 12
Rendered Services This section explores the most commonly rendered services and provides a summary  of the respective cons...
Structure of Services A New Market Entrance Lorem ipsum dolor sit amet, consectetuer. Lorem ipsum dolor sit amet, consectetuer 01 Growth Pathways B Services for Organizations already on the market but with Challenging growth aspirations. C D 02 Lorem ipsum dolor sit amet, consectetuer. Strategy Lorem ipsum dolor sit amet, consectetuer. Inorganic Growth: New JV and M&A Lorem ipsum dolor sit amet, consectetuer. Venture Capital Services focused on the VC investment Validation, prioritization and selection. . 03 Launching New Therapies Other Services A B Lorem ipsum dolor sit amet, consectetuer. C D Market Assessment Lorem ipsum dolor sit amet, consectetuer. Set-Up Distribution Network Lorem ipsum dolor sit amet, consectetuer. Usability Testing Lorem ipsum dolor sit amet, consectetuer. Commercial Training Lorem ipsum dolor sit amet, consectetuer. 13
Structure of Services  A  New Market Entrance Lorem ipsum dolor sit amet, consectetuer.  Lorem ipsum dolor sit amet, conse...
New Market Entrance Introduction. The process of Geographical Expansion, its potential and its complexity are often underestimated and too often approached with non-systematic methods, based more on the perceptive understanding of the global opportunities than on reality. Too many times, companies struggle in fully exploiting the value of geographical expansion even when they have the resources to make the required investments. These mechanisms often end up in limiting the development investments to the markets based only on intuition. The major barriers to a systematic approach typically can be found in the lack of reliable, factbased, company-relevant market information, in the difficulty of processing a large amount of heterogeneous data and in the implementation flaws that often represent significant deviations from plans. HOW WE HELP WHAT WE DO CLIENT RESULTS 14
New Market Entrance Introduction.  The process of Geographical Expansion, its potential and its complexity are often under...
New Market Entrance How we Help & What we do. HOW WE HELP CLIENT RESULTS For more than 25 years we have all worked and succeeded In mature export markets we have helped our clients to turn on the front-line of big organizations facing and exploiting slow growth organizations into profitable, double-digit geographical expansion opportunities. growth success stories. We have already done it. We have successfully built new In Emerging Markets we have helped clients to succeed in geographic presence from scratch several times in most of new market entrance within the planned time and exceeding the mature and emerging countries. We understand the the sales expectations by ensuring strong double-digit difference between desk-friendly, tick market reports versus growth while optimizing operating expenses and minimizing successful implementation with abundant market data and both currency and collection risks. decision-friendly, focused information. WHAT WE DO implementation phase is when most consulting practices leave clients with a pat on the shoulder and a thick We work collaboratively sharing our proven processes with the organization facilitating capability transfer so that clients gain the permanent ability to face the same issues autonomously. The We follow hand-in-hand implementation book of market research and strategic imperatives. ThinKeen follows your organization, hand-in-hand through the Entry Phase supporting a rational implementation aligned with the earlier planning phases. phases making ourselves accountable for milestones and results. 15
New Market Entrance How we Help   What we do. HOW WE HELP  CLIENT RESULTS  For more than 25 years we have all worked and s...
Launching New Therapies Introduction After the significant investments made in terms of time and resources to develop a new product, it is imperative to be well prepared for the introduction of the product to market. In fact, the work is just beginning in terms of the return on this investment. The planning process can begin as early as key design elements have been frozen in the development process. Thinkeen has established a comprehensive launch checklist that has been developed with years of experience and insight from country markets and global planning organizations. VALUE ACCEPTANCE TARGET MARKET CAPABILITIES 16
Launching New Therapies Introduction  After the significant investments made in terms of time and resources to develop a n...
Launching New Therapies Value Acceptance VALUE ACCEPTANCE The value of new ideas, new products, and new services needs to be carefully qualified and quantified looking at the product life cycle. The value for patients: Does the new product have a direct impact on a patient’s life? And what is it? The value for healthcare providers: Are there processes, cost advantages, outcomes improvement, or other upsides for the organizations delivering health care services? If yes which ones? Is this impact actually quantifiable, measurable and to what extent will they actually be valued and appreciated? The payers: Who will pay for it? Patients? Hospitals? Insurance? Government? Reimbursement: Does reimbursement exist? In which geographic areas is reimbursement is likely to be more favorable? The buyer: Who decides it is needed/useful? Who will make the final purchasing decision? 17
Launching New Therapies Value Acceptance  VALUE ACCEPTANCE The value of new ideas, new products, and new services needs to...
Launching New Therapies Target Markets TARGET MARKETS In order to identify, quantify and prioritize the target market opportunities, our rational process embraces and investigates all the key opportunity elements. What segment of therapies and/or patients, best represent the target market for the new product/service? How big is the target market globally? What is the growth rate of that market? What existing or upcoming direct and indirect competition must be considered in the target market? What are other potential barriers to acceptance and market entry including implementation costs? What percentage of the selected market represents a reasonable target for the new product/service? What is the maximum acceptable price for the product/service? What is the price of alternatives? What are the switching costs? What is the best product/service cost? estimation of the new Are price and cost compatible from a profitability standpoint? 18
Launching New Therapies Target Markets  TARGET MARKETS In order to identify, quantify and prioritize the target market opp...
Launching New Therapies Capabilities The typical way to evaluate competency gaps consists of building a credible commercial implementation plan including both details about the commercial organization and facts about the talent required to ensure successful implementation. Thus, in order to address any potential competency gaps that can compromise successful market access we provide Commercial Implementation Plans, New Product Launch Plans and Organizational Assessments. 19
Launching New Therapies Capabilities  The typical way to evaluate competency gaps consists of building a credible commerci...
Launching New Therapies Plan & Implementation OPERATING LAUNCH PLAN Sound financial plans are key in complex product launches. No company, investor nor Board of Directors would accept and support a new launch proposal without a credible, solid, reality-based and riskadjusted financial plan. The absence of a sound financial plan is one of the most common causes of failed execution. Many aspirational launch plans are keeping executive teams busy but very few have really taken off and generated the expected returns. Our methodology is based on creating a strong link between reality (assumptions) and metrics. Our modeling approach allows us to predict the effect of changes in assumptions including sensitivity to environmental changes. Based on these data clients can make an informed decision regarding the best strategic options. We focus on pre-Tax and Cash-flow approach vs. a simple revenue growth approaches which allows our clients to make projections for the profitability of the operations and the working capital required throughout the time horizon. IMPLEMENTATION & MEASURE The planning process can begin as early as key design elements have been frozen in the development process. Thinkeen has established a comprehensive launch checklist that has been developed with years of experience and insight from country markets and global planning organizations. Among other services we support our client with: - Pre-Market product usability tests - Sales Force Training - Customer Training - KPI and KSI setting and measurement 20
Launching New Therapies Plan   Implementation  OPERATING LAUNCH PLAN Sound financial plans are key in complex product laun...
Strategy Planning & Implementation Introduction Through ThinKeen Strategic Planning & Implementation process Clients are guided in setting a reality-based business strategy built on measurable assumptions, on reliable market information and on a decision-making process framed around shared and rational decision criteria. While the planning & implementation process involves the typical 4 phases (Appraisal, Decision, Implementation & Result Management), each step is designed around the needs of the life science industry. ThinKeen Strategy Planning & Implementation process "speaks" the same language of developers and manufacturers of medical devices, biopharmaceuticals and pharmaceuticals. 21
Strategy Planning   Implementation Introduction  Through ThinKeen Strategic Planning   Implementation process Clients are ...
Strategy Planning & Implementation Growth Pathways ThinKeen Strategy Planning & Implementation process stresses the value of a full (and visible) set of strategic alternatives driving profitable growth. In this way we help clients to explore also the less "usual" or less "comfortable" strategic directions and choices, we make sure that not only the organic growth alternatives are evaluated and prioritized but also inorganic and more ambitious pathways are taken in consideration and followed through. Instead of entering heavily in cost-cutting processes that imply organizational changes and changes of both organizational and individual accountabilities, successful companies take a deeper look at the unexploited top and bottom line potential across markets and products. 22
Strategy Planning   Implementation Growth Pathways  ThinKeen Strategy Planning   Implementation process stresses the value...
Inorganic Growth New JVs and M&A Introduction New partnerships and acquisitions require a deep knowledge of our client. We spend a significant amount of time and resources asking questions and giving answers: why is the company seeking an acquisition, why a JV, why in that geographic area, why on those products. Does the company relaise the strategic and managerial implications of such decision? Once the strategic questions are answered we perform scouting activities to identify the best acquisition candidates or - if the candidate has be already identified- we gather all the required information to evaluate the existence of an actual strategic fit. While we refer to external partners for standard due diligence we perform a deep organizational capability due diligence. and We have successfully walked our client through the process of forming Joint Ventures and signing complex licensing agreements allowing an exceptionally quick implementation time while managing the involved strategic risks. We have identified acquisition candidates in remote countries gathering market insights and relevant information allowing our clients to make the best acquisition decisions. 23
Inorganic Growth New JVs and M A Introduction  New partnerships and acquisitions require a deep knowledge of our client. W...
Venture Capital VC PRODUCT & IDEA SCREENING In healthcare, the value of new ideas, new products, and new services needs to be carefully qualified and quantified looking at different aspects of their future life: The value for patients: Does the new product have a direct impact on a patient’s life? If yes, what is it? BUSINESS PLANNING & SUPPORT FOR FUND RAISING We all are aware of how easy it can be to write market penetration rates, prices, volumes on a PowerPoint presentation. Investors know this too. CAPABILITY ASSESSMENT & MANAGEMENT Once the capital required to operate is totally or partially raised, Start-ups tend to redeploy the existing resources, those who have invented the product and brought it to VC’s attention. 24
Venture Capital VC  PRODUCT   IDEA SCREENING  In healthcare, the value of new ideas, new products, and new services needs ...
Geographical Presence Lorem ipsum dolor sit amet, consectetuer adipiscing elit. Aenean commodo ligula eget dolor. Aenean massa. Cum sociis natoque penatibus et magnis dis parturient monte. 25
Geographical Presence Lorem ipsum dolor sit amet, consectetuer adipiscing elit. Aenean commodo ligula eget dolor. Aenean m...
Geographic Presence Lorem ipsum dolor sit amet, consectetuer adipiscing elit aenean commodo ligula eget dolor. Europe Offices in Spain, Italy and UK. USA Offices in Miami & Chicago Latin America Offices in Puerto Rico, Panama & Venezuela 26
Geographic Presence Lorem ipsum dolor sit amet, consectetuer adipiscing elit aenean commodo ligula eget dolor.  Europe Off...
Partnership & Association Lorem ipsum dolor sit amet, Managing Partners Consulting Partners Associate Consultants Endeorse & Sign ThinKeen Ethical Code Sign Standing mutual ThinKeen NDA Sign Standing Service Agreement Promote ThinKeen and the website Identify themselves with thinkeen.com on email and on Linkedin Work under a Legal Entity named “ThinKeen” Get Unresticted Access to Network Resources Participate to monthly BD teleconferences Enjoy Administator Access to thinkeen.net PROJECT platfrom Actively Involved in the promotion of ThinKeen 27
Partnership   Association Lorem ipsum dolor sit amet,  Managing Partners  Consulting Partners  Associate Consultants  Ende...
United States of America Lorem ipsum dolor sit amet, consectetuer adipiscing elit aenean commodo ligula eget dolor. Chicago VJ Vasista Managing Partner Miami Luigi Negri Managing Partner Peter DeRobertis Managing Partner 28
United States of America Lorem ipsum dolor sit amet, consectetuer adipiscing elit aenean commodo ligula eget dolor.  Chica...
South America Lorem ipsum dolor sit amet, consectetuer adipiscing Vicente Belenguer Managing Partner Mexico City Panama San Juan Perto Rico Nuri Ortega Keye Hsiao Associate Consultant Consulting Partner Sau Paulo Marcos Plana Associate Consultant Stefano Zampa Consulting Partner 29
South America Lorem ipsum dolor sit amet, consectetuer adipiscing  Vicente Belenguer Managing Partner  Mexico City  Panama...
Europe Map Lorem ipsum dolor sit amet, consectetuer adipiscing elit aenean commodo ligula eget dolor. Newcastle Liz Hughes Consulting Partner Lyon Vicente Belenguer Managing Partner Verona Valencia Carlos Casado Diego Miglioranzi Associate Consultant Denis Cavert Xavier Champavere ?????????? ?????????? Associate Consultant 30
Europe Map Lorem ipsum dolor sit amet, consectetuer adipiscing elit aenean commodo ligula eget dolor.  Newcastle  Liz Hugh...
Value of Active Geographical Network A summary explaining why a larger committed network of international Partners can significantly improve the quality of the delivered services. 31
Value of Active Geographical Network A summary explaining why a larger committed network of international Partners can sig...
Global Sales Activities vs. Local Obviously, concurrent BD and sales activities focused on global Clients is more efficient. Offering of Services with Global Reach Few Client Companies have business aspirations limited geographically. Resources Access and Flexibility The Mix of different Life science and Geographic competences guarantees the ability to access the right professional at the right time. Leveraged Development of Common Consulting Offerings and Processes Differentiated experiences can accelerate the design of standardized global offering. 32
Global Sales Activities vs. Local Obviously, concurrent BD and sales activities focused on global Clients is more efficien...
Leveraging Practice Across Geographies More details about the advantages of an International Active Network Development of New Consulting Services Global Strategy For Global Clients Larger KOL, Stakeholder, Physician Network Ranking Distributed Research of New Clients Reacher & Optimized Communication (Website e-news) Larger Internal & External Feedback Development of New Online Tools Links Building Services and Reporting Standardization Availability of resources Increased Brand Awareness 33
Leveraging Practice Across Geographies More details about the advantages of an International Active Network  Development o...
Online Presence and Platforms Scoop.it Summary of Online Platforms platform. Vimeo Thinkeen content management All corporate and client video Linkedin are stored on a professional account of vimeo.com. ThinKeen exists on LinkedIn with a feed. Twitter Lorem ipsum dolor sit amet, consectetuer adipiscing elit. Simple Booklets All corporate and client video Google+ are stored on a professional A corporate Google+ page account of vimeo.com. exists. Cloze CRM Cloze.com is used as an easy Facebook and cheap CRM tool. Lorem ipsum dolor sit amet, consectetuer adipiscing elit. Teamwork Chat Thinkeen.net online platform for project management. Teamwork Chat Thinkeen.net online platform includes corporate chat. 34
Online Presence and Platforms  Scoop.it  Summary of Online Platforms  platform.  Vimeo  Thinkeen content management  All c...
ThinKeen Standardized Processes Improving Value Proposition through stronger, proven and standardized consulting and transactional processes. 35
ThinKeen Standardized Processes Improving Value Proposition through stronger, proven and standardized consulting and trans...
Standardized Processes Common Ethical Code & Standards 01 A critical factor in the Lifescience Industry. Common Communication Platforms 02 Common Contractual Formats 03 Convenient for ThinKeen and clearer to Clients. Leveraging on the same online platform delivering focused messaging clearer for clients. Common Consulting Tools 04 Such as the Online Project Management and Database Repository platform. Common Consulting Processes 05 Same language within and outside Thinkeen. 06 Others ? 08 Others ? Common Reporting Quality and Frameworks 07 Same language within and outside Thinkeen allowing internal flexibility and easier client penetration. 36
Standardized Processes Common Ethical Code   Standards  01  A critical factor in the Lifescience Industry.  Common Communi...
Client Pipeline A graphical summary of past, present and prospect Clients. 37
Client Pipeline A graphical summary of past, present and prospect Clients.  37
Horizontal Timeline Lorem ipsum dolor sit amet, consectetuer adipiscing elit aenean commodo ligula eget dolor. Prospects ThinKeen was born Legal Entity 2014 2016 based in FLUSA 2013 2015 38
Horizontal Timeline Lorem ipsum dolor sit amet, consectetuer adipiscing elit aenean commodo ligula eget dolor.  Prospects ...
Contact Us Address: Grand Bay Plaza Executive Suites 2665 South Bayshore Drive, Miami, Florida 33133 USA Contact information: info@thinkeen.com www.thinkeen.com 39
Contact Us  Address  Grand Bay Plaza Executive Suites 2665 South Bayshore Drive, Miami, Florida 33133 USA  Contact informa...