Road to Market (RTM) & Local Adaptation of Global Strategy (LAGs)

Gaps in The Market

Direct implementation of Global business strategies in Sub Sahara Africa (SSA) markets often pose significant challenges to business success because of the high volatility, uncertainty, complexity and ambiguity of the market environment. The key areas of challenge are:

• High level of changes which require close contact and deep understanding of the local context

• Local needs are sometimes ignored or overlooked in Global strategies

• Less reactivity and flexibility in the Global models reducing RTM optimization in SSA markets

• Significant differences in the market dynamics of the various SSA countries making it difficult to win with one global strategy for all countries

Our Offer

We support organizations with RTM Strategies and customize Global models by:

• Generating insights to deepen the understanding of local context

• Designing tailored Strategies and Experimenting models for each market in SSA

• Engaging the local challenges and learning from them instead of analyzing the problem endlessly

Our Edge

We bring our long term experience in SSA to generate innovative and adapted strategy solutions with our clients and partner them for effective implementation. Our experiences below offer the unique advantage we bring to the benefit of our clients:

• Gathering just enough information to create options, taking action early and learning fast to adapt to the right direction

• Building and successfully running new organizations with complex RTMs and customized models

• Proven sense-making in unstructured SSA markets

Gaps in The Market

There are few organizations in SSA with long term experience and success in providing outsourced marketing services. The key area of challenge is with:

• Implementing marketing and promotion strategies with appropriate business & industry compliance

Our Offer

There is general under-resourcing of marketing teams in organizations in SSA due to:

• Limited number of people in marketing teams

• Limited expertise in marketing

• Large portfolios to manage (many products per product manager)

Our Edge

We provide organizations with technical marketing expertise by:

• Supporting marketing planning for selected products and services (within the strategic focus)

• Handling brand planning for products and services not in focus

• Assisting with creation of promotional campaigns and materials

• Coaching marketing teams for skills development

Gaps in The Market

In the last 15 years, the Access strategies of several Pharma organizations have failed to deliver the intended outcomes in SSA due to:

• Strategies not adequately tailored to the SSA market peculiarities

• Poor understanding of the unstructured healthcare systems and the complexity of unlocking access in SSA markets

• Limited number of people with relevant skills in Market Access

• Low level of skills for effective stakeholder engagement

Our Offer

We support organizations to build Market Access strategies using deep insights from the market realities:

• Assist in developing conventional & non-conventional Market Access strategies and projects

• Support implementation of Market Access strategies and projects

• Provide coaching to Market Access teams for skills development

Our Edge

We have a track record of designing and implementing successful Market Access initiatives that have helped to provide access to the intended end-users in different areas previously not accessed

Gaps in The Market

Territory expansion and sustainable business growth into new markets often come with significant changes in most organizations. Despite heavy investments, many companies have failed to succeed in SSA by:

• Overlooking some of the fundamental principles of change management

• Underestimating the power of culture & local context in the success of change projects in SSA

Our Offer

We support organization with change management by:

• Helping them to build comprehensive change management plans

• Advising on key points not to overlook or ignore as part of the change management process

• Providing non-biased perspectives to increase chances of success for the change initiative

• Supporting the step by step process of change management

• Tracking progress and providing coaching to managers implementing the change

Our Edge

Our Leaders and teams have successfully managed change processes in SSA where:

• The anticipated results have been delivered without significant disruptions to the business

• The people’s moral have been maintained or boosted with the change

Implementation Roadmaps and Monitoring

Gaps in The Market

Effective implementation remains one of the big challenges affecting performance of companies in SSA. This challenge has been found to be mainly due to:

• Long planning processes

• Complex and confusing plans

• Low focus on execution, monitoring & evaluation

Our Offer

We help implementation teams to deliver target results by:

• Co-Building implementation roadmaps

• Offering Monitoring & Evaluation support

• Coaching teams on Corrective & Preventive Actions to keep implementation on track

Our Edge

Through our extensive experience of successful and failed projects in SSA, we have gathered insights which help us navigate the volatile and uncertain SSA environment. Our ability to remain agile and alert to the possible changes in the market gives us an exceptional edge in implementation.