Global Transformation: Supporting a Leading Life Sciences Company in Global Transformation Program to Generate 200m USD in Annual Savings

SITUATION

• Global life science company targeted a 200bps improvement in returns on sales, 100m USD of this to come from the countries
• How to allocate the 100m USD in OpInc. improvement to regions was unclear to the client and executive team encountered fierce resistance from region heads
• Client engaged Genioo to help uncover where the OpInc. potential resided, convince and then help regions to realize those benefit

SOLUTION

• Working closely with Global BPA and region CFOs, Genioo developed a model that uncovered over 100m USD in OpInc. improvement potential across 6 levers by region: Gross-to-Net, Commercial Excellence, Go-To-Market, A&P, Field Force, and M&S
• Working with country teams, Genioo subsequently developed a "heat map" that captured potential by lever and by country, thereby allowing region CFOs to prioritize focus countries/levers
• Lastly, Genioo developed a robust Gross-to-Net methodology to optimize GtN globally, piloting the program in 3 key countries and training trainers for global rollout

IMPACT

• Identified concretely the 100m USD OpInc. improvement sources, allowing the client to move decisively into implementation in region and countries thus realize identified benefits