Value Chain and Critical Success Factors

Life Sciences—Pharmaceuticals and Biotechnology

Description Manage the discovery of Execute clinical testing and Manage strategies Manage procurement Manage distribution Provide customers
new target therapeutics, product development processes and programs to and manufacturing to function to support with effective,
license/purchase necessary to gain regulatory maximize sales meet production customer requirements proactive assistance
technology, and develop approval requirements and ensure throughout ultimate
compounds and concepts compliance with GMP sales cycle
Clinical
Development and
Value Chain Conduct Product Sales and Product After Sales
Research Commercialization Marketing Manufacturing Distribution Support
Critical Timing Successful clinical High Produce high Timely, Appropriate
uccess trials quality, quality, cost accurate, education
Ability to attract
actors and retain Timely filing
cost effective low-cost
Reliable
effective products on a delivery
scientific talent products
Appropriate products timely basis
Timely
Ability to obtain documentation and with clear
Available, invoicing
necessary response to FDA therapeutic
reliable, low
funding questions/issues outcomes Ability to
cost vendors
and/or secure
Secure Secure proprietary
benefits Optimal and proprietary
proprietary position (i.e. patent
accurate position
position (i.e. key products, Customer
inventory
patent key technologies, or satisfaction Partner
levels
products, processes) (e.g., cooperation
technologies, or timely
Ability to obtain
processes) delivery,
necessary funding
training
Partner cooperation and
education,
Innovative/
after sales
efficient/cost
support)
effective
development Develop
process and
maintain
strong
customer
and
distributor
Life Sciences— Biotechnology and Pharmaceuticals 6
10/31/97