How we helped a global pharmaceutical contract development and manufacturing organization identify €600M in untapped sales potential and reduce RfQ processing time by 20%.
A global pharmaceutical CDMO with a strong technical reputation faced revenue growth challenges despite robust capabilities. The company had built deep expertise in contract development and manufacturing, serving major pharmaceutical clients across Europe.
However, internal processes for managing customer interactions and pricing were fragmented. Different regions operated with different systems. Sales teams lacked visibility into customer potential. RfQ workflows created bottlenecks between technical and commercial teams.
The result: missed opportunities with existing customers, inefficient resource allocation, and a growing sense that the company was leaving significant value on the table.
We conducted granular customer-level analysis of 200+ pharmaceutical clients across Europe. This wasn't surface-level segmentation — we mapped spending patterns, identified unmet needs, and quantified expansion opportunities at the individual account level. The analysis revealed where the company was under-penetrated relative to customer potential.
We redesigned RfQ workflows to eliminate bottlenecks in pricing and coordination. The existing process required multiple handoffs between technical teams (who understood feasibility) and commercial teams (who owned pricing). We streamlined these handoffs, reduced approval layers, and created clear escalation paths for complex requests.
We developed a tiered pricing model and customer targeting framework for high-value opportunities. Not all customers deserve the same level of attention — we helped the client identify which accounts warranted dedicated resources and which could be served more efficiently through standardized offerings.
3-phase analysis enabling data-driven investment decision with 20% model accuracy improvement.
AI-powered expert sourcing and deep interviews to validate market opportunity.
Full-cycle M&A support leading to successful acquisition and 100% financial target achievement.
