Bidding and Negotiation
- Licensing and Co-Marketing Negotiations: We helped a major pharmaceutical company develop a negotiation strategy and tactics for talks involving a licensing and co-marketing proposal. The approach helped the client team understand their key leverage points with the other companies, and a dynamic road map was developed to guide partner discussions as they evolved. By staying two steps ahead of the other companies, the client avoided a deal that could have marginalized its product and was able to redirect their discussions toward the eventual agreement – a win-win worth hundreds of millions of dollars.
- Bidding: A country manager for a major pharmaceutical company was planning to bid on an important contract to supply a single-payer system with a particular product. Winning the bid could improve the country-level top line significantly. They had developed a bidding strategy that was controversial – some considered the bid too high and others argued it was too low. Our consultants helped the client develop a better understanding of their own, and others’, ability to meet the terms of the RFP and the cost of doing so. Based on our work, the client was able to confidently submit a winning bid that was much higher, and more than twice as profitable, as the initial bidding strategy.
- Bid Pricing for Long-Term Services Contract: We helped an oil and gas company prepare for a key bid on a substantial, long-term services contract. By considering the viewpoints, goals, and capabilities of other bidders and the government, we were able to develop strategies and tactics to guide the client to position itself well via pre-bid negotiations, as well as how to best price the service package and secure the profitable contract while leaving minimal value on the table.
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