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DEMYSTIFYING PHARMA PROCUREMENT
INTRODUCTIONS
STRATEGIC SOURCING AND PROCUREMENT – BIG PHARMAOLIVER FERNANDEZ, STRATEGIC SOURCING NOVARTIS
STRATEGIC SOURCING AND PROCUREMENT – SMALL BIOTECHSTEPHANY LAPIERRE, FOUNDER AND CEO MATCHBOOK| TEALBOOK
NAVIGATING THE RFP PROCESSOLIVER AND STEPHANY
DISCUSSION AND Q&A
AGENDA
INTRODUCTIONS
OLIVER FERMANDEZ, STRATEGIC SOURCING NOVARTIS
STEPHANY LAPIERRE, FOUNDER AND CEOMATCHBOOK & tealbook®
INTRODUCTIONS
STEPHANY LAPIERRE, FOUNDER AND CEOMATCHBOOK & tealbook®
Launched matchbook in 2008
Managed 400+ RFPs for 40+ Pharma and Biotech companies
Inspired by matchbook, launched tealbook in 2014
tealbook is licensed by 14 biotech companies and generated over $30 million in revenue for its supplier members
INTRODUCTIONS
OLIVER FERMANDEZ, STRATEGIC SOURCING NOVARTIS
Joined Novartis in 2012
Partners with the business stakeholders, global, regional and country Procurement teams to develop the cross-divisional procurement strategy for the Agencies, Media, and Print categories
15+ years sourcing experience
MBA Cornell University ‘14
PROCUREMENT PERCEPTIONS
AGENCIESProcurement is a bottleneckProcurement only cares about savingsProcurement is bonused based on savings targets
INTERNAL PARTNERSProcurement is a road blockProcurement doesn’t understand my businessProcurement is not a decision makerProcurement seek to influence/change my budget
PROCUREMENT IN BIG PHARMA
GOALS
ComplianceSupplier performance managementLeverage synergies to reduce costsIncrease Cash FlowStakeholder satisfaction
PROCUREMENT IN BIG PHARMA
VALUE
Supplier partnerships / SLAsBudget Optimization / ‘Bang for the buck’Operational EfficiencyIndustry Benchmarks
PROCUREMENT IN BIG PHARMA
METRICS
Savings / Total Cost of Ownership (TCO)Cost AvoidanceSpend under contractSupplier Performance and Innovation
PROCUREMENT IN SMALL BIOTECH
GOALS
Build and support a strategic sustainable supplier network
PROCUREMENT IN SMALL BIOTECH
VALUE
Keep lean teams productive and focusedIdentify the strongest partnersMitigating risksStretch funding dollars
PROCUREMENT IN SMALL BIOTECH
METRICS
Strategic spendInnovative supplier baseSuccessful launch
SUCCESSFULLY NAVIGATING THE RFP PROCESS
COST OF RFPs
AGENCIES - $35,000 to $100,000/RFPBusiness DevelopmentMarket ResearchStrategyCreativeExpertiseTimeTravelLoss of time for other clients and opportunities
CLIENTS - $20,000 to $60,000/RFPResearchIntelligenceTimeResource
CLIENT SIDE
TIP #1 ALIGN YOUR TEAM
TIP #2 DEFINE KEY CRITERIA AND SUCCESS FACTORS
TIP #3 PROVIDE A COMPREHENSIVE BRIEF AND DIRECTION
TIP #4 ALLOW FOR QUESTIONS
TIP #5 VET AND NARROW DOWN
TIP #6 CLEAR AGENDA AND EXPECTATIONS
TIP #7 PROVIDE FEEDBACK
PROCUREMENT SIDE
TIP #1 COMPLIANCE
TIP #2 CLARITY
TIP #3 CONSISTENCY
TIP #4 CONTRIBUTION AND COLLABORATION
TIP #5 COMMUNICATION
AGENCY SIDE
TIP #1 CHOOSE CAREFULLY
TIP #2 FOCUS ON KEY CRITERIA
TIP #3 DO YOUR HOMEWORK AND ASK QUESTIONS
TIP #4 SELECT YOUR TEAM
TIP #5 USE (DON’T SHOW) KNOWLEDGE TO PRESENT STRATEGY
TIP #6 DO AN ICEBREAKER
TIP #7 ASK QUESTIONS/LISTEN
TIP #8 CLOSE/FOLLOW UP
