Business Development

Portfolio Optimization

Mid-Size Pharma

Business Needs

Facing imminent loss of exclusivity for multiple brands in its immunology/transplant portfolio, our client sought to fill the anticipated gap through business development. Acsel partnered with the client team to assess how to best preserve the current business, adding value in the short term with synergistic products and in the long term with disruptive products and technologies.


To address this complex challenge for our client, the Acsel team applied deep experience in the hospital channel as well as transplant and immunology to:

Identify the relevant evolving and high impact hospital trends over the next 1-3 years

  • Perform a robust pipeline search to identify potential opportunities
  • Develop a comprehensive framework to prioritize opportunities based on feasibility, estimated impact, alignment with current in-house capabilities/infrastructure, cross-franchise synergies, strategic fit, and level of effort required
  • Conduct a detailed assessment of prioritized opportunities, including qualitative research with highly specialized sites and specialists
  • Lead a series of workshops to pressure test opportunities and align on franchise plan recommendations
  • Prepare a business case to highlight the rationale for recommended opportunities, mitigate challenges, and present an actional plan
  • Socialize the business cases with broader organization stakeholders in order to move several opportunities forward


Working closely with our client, Acsel crafted a sustainable, well supported hospital franchise plan and enabled appropriate strategic decisions to leverage internal capabilities and infrastructure.