Managing a loss of exclusivity across the EU
The ask
The client needed help with financial forecasting and managing commercial strategies across all EU countries.
Our solution
We challenged and worked with every country organization to understand its commercial strategy, and collected financial data to build a robust forecast model.
The challenge
With a major product facing loss of exclusivity (LoE) across European markets, the client needed to optimize their commercial strategy to minimize revenue erosion. Each country had different competitive dynamics, pricing structures, and generic entry timelines.
Our approach
We developed a coordinated pan-European LoE strategy:
- Conducted deep-dives with all 15 EU country teams on local market dynamics
- Built a comprehensive financial model incorporating country-specific assumptions
- Identified opportunities for authorized generic strategies
- Developed pricing and tender strategies by market segment
- Created a central coordination mechanism for real-time strategy adjustments
The outcome
The coordinated approach helped the client retain significantly more revenue post-LoE than initially projected. The financial model we built continues to be used for portfolio planning.
Key results
- Revenue retention 25% above initial forecast
- Successful AG strategy in 8 markets
- Forecast model adopted for all LoE products
- Cross-country best practice sharing established
