Value Stories

Life Sciences Company

Life Sciences Investor

Life Sciences Company

Commercial Effectiveness Assessment of a
Tech Enabled Pharma Services Subsidiary

Client Profile and Need

Our client is an international Pharmaceutical Discovery and Development services firm that had a US-based subsidiary that was underperforming in their target market since it was purchased two years prior. Internal reviews had been completed and action plans formulated, however, Corporate Leadership sought an unbiased second opinion to ensure that the evaluation was thorough, and that they had a complete view of the subsidiaries’ commercial issues and opportunities prior to approving a revised strategy.

Solution and Result

With the support of the corporate division’s General Manager who acted as Executive Sponsor for the engagement, Del Mar Advisory’s SMEs conducted a thorough and confidential commercial assessment using a proprietary methodology that was customized to the client’s unique environment. The approach was pre-approved by the Executive Sponsor and featured a preferred communication plan that ensured transparency and coordination throughout the project. Upon delivery of the commercial effectiveness assessment, Del Mar Advisory Group was then engaged to create a detailed go-to-market strategy and commercial talent assessment as a next stage of the project.

Life Sciences Company

Long-Term, Executive Level Commercial Coaching Engagement

Client Profile and Need

At the time, our client was a Life Sciences technology company in the start-up phase with a suite of best-in-class capabilities in development and a broad range of potential customers ranging from Healthcare to Pharma. As interest increased in their capabilities, the client found themselves very busy engaging with many information seeking market participants, but struggled in converting this interest into meaningful partnerships and revenue. The company was not mature enough to support a full time Chief Commercial Officer, and much of the strategic business development activity fell in the hands of the CEO, whose expertise was in science and technology, not commercial activities.
After consulting with the CEO, it was determined that she would benefit from partnering with a Commercial Subject Matter Expert who could advise her directly on effective strategies and tactics that would better position the company for market success.

Solution and Result

Del Mar Advisory Group proposed one of our SMEs to act as Chief Commercial Officer “on-demand.” This resource was made available to the CEO in her preferred method of biweekly cadence calls, supplemented by ad-hoc discussions as needed. This arrangement allowed the CEO to focus more of her time on other core needs such as corporate strategy, product development, scientific talent recruitment and retention, and investor relations. Over time, the SME became a trusted member of the CEO’s executive team that delivered growth and valuable commercial solutions and insights throughout the engagement, forming a solid foundation for permanent commercial leadership.

Key deliverables included:

  • Design and implementation of a scalable sales pursuit and alliance management framework
  • Deal-specific strategies
  • Established foundational pricing and contracting terms
  • Commercial talent assessment and recruitment

Life Sciences Investor

SME Team Deployed for full M&A Due Diligence Assessment

Client Profile and Need

Our client is an experienced early-stage Life Sciences investment firm that was interested in evaluating an established services company that sought an equity partner to fund their next phase of expansion.
The target company operated in the area of chronic disease patient engagement and treatment adherence, an area that was of interest to the client, yet unfamiliar. Additionally, this target company employed bespoke software and other tools that required specialized knowledge in order to adequately assess their effectiveness, which was central to the valuation and investment thesis.

Solution and Result

Del Mar Advisory Group assembled a team of Subject Matter Experts that held the requisite sales and marketing, and patient solution software offerings expertise. We engaged directly with the target company as part of the client’s due diligence team and performed a full assessment within the required timeframe and budget. The deliverable was an oral readout of our findings to the investment firm’s decision-makers, which in this case included a recommendation to invest. The client decided to pursue an investment in the company, and cited our thorough analysis as a key factor in support of that decision.

Life Sciences Investor

M&A CIM Review Service

Client Profile and Need

Our client is an established middle market private equity firm that sought to re-enter the outsourced Life Sciences services market after a period of focusing on other sectors. As they engaged in the latest deal flow, they required the support of a strategic consulting firm that had the following valued attributes to assist them in making the most informed decisions:
  • Sales and marketing domain expertise and broad reach into the Pharma R&D and Commercialization services sector
  • Business practices that facilitated quick engagement and expedited delivery of insights
  • Alignment with their preferred communication style

Solution and Result

Del Mar Advisory Group has been able to repeatedly address this client’s early due diligence needs by providing timely, on-demand CIM review for attractive targets. This level of service has enabled the client to make M&A decisions with confidence in a fast-paced and competitive environment.
Scroll to Top