1. Mentor
Focus on the
feedback
ADVANCED
big moves
Heighten
competitiveness
STRATEGIC
Create unique
Higher
impact MARKETING™
opportunities
Leading Competitive Markets and
Creating the Strategic Edge©
Istanbul, Turkey,
15,16,17- May 2013
INNOVARA, INC.

2. • Is a global business and management development company providing highly customized
training and business development services for industry, academia and medical thought
leaders. INNOVARA focus is healthcare and our ultimate goal is to enhance healthcare in
general through our wide range of successfully proven services and training. For over 25
years, the team has been consistently recognized by our customers for delivering high
INNOVARA, INC. quality, tangible results while maintaining the highest level of integrity.
• • Get an inside look into the future of the Pharmaceutical Industry
• Learn the latest trends in the pharmaceutical Marketing
• Understand the criteria of excellence and learn how you can lead your organization to the
winners circle
5 Reasons to Register at • Get real-world implementation advice from the industry thought leaders
INNOVARA • Network with other Marketers from pharmaceutical companies where you can share your
Pharmaceutical
Marketing open seminars
opinions and knowledge

3. 3-Marketing
Mentors
2-Competitive • This “ask the expert” session is a
robust, open Q&A session that
Analysis allows other questions or ideas
that have been identified or
1-Shaping Markets proposed in the previous days to
• New approaches to competitive be answered by the expert
and Levers portfolio management and
creating a competitive
instructor and also discussed by
the group as a whole, to
culture, using APPLES© encourage shared learning and
• An intense case based session methodology. Each person will
looking at four or more global expertise.
also complete a KaRISMA©
market leaders and how they assessment on their own
were able to enter problematic competitiveness, that allows them
markets. Introduces the unique to identify specifically where they
6X6 Matrix of Building Market would benefit from improvement,
Leaders©. This allows
participants to understand
implications for their own brands.

4. Day One: Day Two: Day Three:
“Shaping and Leading Markets” “The Heart of Competitive Strategy” “Big Moves”
• Top Global Trends in the • Competitive Competency Analysis: • Team Challenge: Your Team’s BIG
Pharmaceutical Industry KaRISMA© assessment scoring and MOVES using the tools introduced
• The Innovara 6X6 Matrix of Market analysis; developing a personal plan through Advanced Strategic
Leadership: 6 Situations and 6 of action to improve competitive Marketing
Levers that offer companies and competency • BIG MOVES team competition and
brands unique opportunities to • Countering Competition: The learning to critique a plan
shape and lead markets APPLES™ competitive success • Marketing Mentors session to share
• 4 to 6 Global Brands – how the 6X6 formula best practices and expert answers
Matrix worked for them • Preparing Big Moves in Competitive to your own tough questions
• Case Study– Opportunities and Strategy (APPLES Competition)
levers for brand and market
leadership
• Application to participant’s
company’s brands
• Evening: Complete the KaRISMA
assessment, ready to be scored the
next day

5. Ask-the-
Interactive Team expert
lecture Workshops challenges discussion.
Mini-team Workmates Poster
exercise presentatio
ns
In addition, The group will be divided into teams of 4 – 5 people each. These teams either will work on a
brand of their choosing (e.g. from within the group) or will be assigned to a hypothetical case study that
is based upon a real product in a pre-launch or recently launched phase. This case is developed by
Innovara based upon the inputs of the senior management of the companies who will be attending
the program. as to their areas interest for their participants (e.g. oncology, other specialty
Pharma, general medicine, specialty diagnostics, medical devices, etc.) with a backgrounder prepared by
Innovara and sent to the participants in advance of the seminar.

6. Senior and Middle Marketing Management
Business Unit Managers
General Managers
Medical and Sales Directors desiring to become more
marketing oriented.
Others responsible for both marketing and sales functions at
a more senior level.

7. Malcolm G. Schokman
Vice President - Asia Pacific Region
Innovara, Inc.
Based in Australia, Mr. Schokman joined Innovara in 2001 as the Vice President responsible for operations in the
Asia Pacific region, excluding Greater China. He also works on global projects involving marketing
strategy, marketing skills development and business and marketing strategy consulting.
Prior to joining Innovara, Inc., Mr. Schokman spent twenty-two years of marketing, sales, general management and
consulting experience in the healthcare industry, mainly in the Asia Pacific region. He began his career in the
industry with Glaxo and in a career that spanned two decades with MNC’s he worked in six countries in Asia, Sri
Lanka, Singapore (in the regional office), Indonesia, Philippines, Hong Kong and China, holding positions in Product
Management, Training and as Sales and Marketing Manager, Marketing Director and General Manager. He was
appointed as an Executive Director to the Glaxo Boards in Sri Lanka, Philippines, Hong Kong and China. He was
responsible for setting up the sales and marketing systems for Indonesian operations and was the commercial team
head behind the major new product development and manufacturing projects in China. He held regional marketing
positions in Singapore and HK/China.

8. For any further details contact us on :
Ayman Amin, B.Ph.MBA
Associate Training Consultant, MENA
INNOVARA, Inc.
Mobile: 002-0111 793 44 66
Ayman.amin@zadgroup.org
Innovara.MENA@Innovara.com
www.Innovara-mena.com