Case Studies    Sales Strategy - Resource Allocation

Top 20 pharmaceutical firm
Firm’s top 20 affiliates worldwide each used different resource allocation criteria for annual planning purposes
Firm had no standard, objective process for allocating resources across countries

Developed portfolio investment software
Provided objective analysis to compare investment and budgeting opportunities across countries
Provided flexibility to address unique market conditions in each country

Created easy-to-use database to support trade-off decisions
Recommended shifting investment from relatively low-return investments to high-return investments

Client applied a consistent analytical process to evaluate sales investments across all countries
Client estimated multi-year profit increase of $50 million

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