1. info@pbconsulting.eu.com
+33 (0) 6 33 94 34 69
Pierre Bacot
Pierre Bacot Consulting
Healthcare advisory services
FREELANCE CONSULTANT
2016

2.  Pierre has been in consulting since 2007 focusing exclusively on healthcare industry.
 He works as freelance consultant since Jan 2010 and has lead several projects in Europe and
in the US for global pharmaceutical as well as small pharma companies.
 Recently, Pierre has also been working for several strategy consulting companies as project team
member/leader.
 Prior working as freelance consultant, Pierre was an Associate Consultant at ZS Associates
during 3 years in the Paris office.
 Pierre holds an MS in Management from the ESSEC Business School and graduate from the
leading engineering school Ecole Supérieure d’Electricite (Supélec).
 Contact:
– Email: pierre@pbconsulting.eu.com
– Cell : (+33) 6 33 94 34 69
2 PB Consulting – General Capabilities 2016
Biography – Pierre Bacot
Bio

3. PB Consulting Capabilities
3 PB Consulting – General Capabilities 2016
Capabilities
Strategy
 3-year promotion strategy of an Immunology franchise.
Field force sizing scenarios assessment and P&L impact.
 Market positioning to relaunch a Hematology product in EU5.
Quantitative and qualitative market research, advisory board preparation with European KOL.
Organization
 Project lead for a CRM / BI deployment project on behalf of French affiliate
 Alignment project for a Mass Market field force (160 reps).
 HR department support and materials preparation for meetings with union representatives.
 Size, structure and alignment of 5 teams for an Oncology BU (100 reps)..
 Launch readiness assessment of a Neuroscience brand
Operationnal
performance
 5 years sales forecasts of Rare Tumors portfolio.
 Reporting of various activity (sales reps, market access, MSL..) for a respiratory product launch.
 Sales reporting automation for a direct sales Immunology product
 HR department support and materials preparation for meetings with union representatives.
 Call plan creation, update and optimization for 6 franchises: target profiling, segmentation and
resources allocation.
Size, structure
& alignment
Profiling,
segmentation
& targeting
Project
Management
Market
research
Brand Plan

4. Track record
Size, structure & alignment
4 PB Consulting – General Capabilities 2016
Track record
 Define field force size and structure post merger.
 Design optimal alignment for next 3 years with
existing and short coming new product.
 Evaluate impact of major changes in BU portfolio on
size and structure of existing teams.
 Select most profitable accounts and resize sales
teams.
Client needs
 Build sizing model and present sensitivity analysis.
Impact on P&L.
 Create new alignment according to portfolio
hypothesis. Validation through workshops with 1st
line and national sales managers.
 Social impact assessment and disruption analysis
on existing sales reps. Build communication pack for
sales reps and rest of the company.
PB Consulting contribution
Main clients
 New sales structure, fully operational from day 1.
 Field force optimal sizing and redeployment project
accepted by union representatives .
 New alignment with mirror sales teams validated by
1st line and 2nd line managers.
Key results

5. Track record (cont’d)
Profiling, segmentation and targeting
5 PB Consulting – General Capabilities 2016
Track record
 Identify and target new client for a product launch.
 Update client segmentation.
 Follow profiling progress across months.
 Check if missing interesting targets among existing
clients.
Client needs
 Define/Challenge segmentation matrix with
franchise head.
 Propose optimize call plan taking into account
number and segmentation of targets and resources
capacity at district level.
PB Consulting contribution
Main clients
 Refine segmentation and targeting.
 Create new profiling process.
 Optimize resources allocation locally.
Key results

6. Track record (cont’d)
Project management
6 PB Consulting – General Capabilities 2016
Track record
 Deploy Global initiative in France : Implement new
CRM, BI solution and Commercial Apps for 5 BU
(~250 end users)
 Build and deploy Regional initiative across 10
European countries : implement BI solution for 2 BU
(~500 end users)
Client needs
 Manage project as ‘Business’ project lead along with
IT counterpart:
• Project management (SteerCo animation, Global
team interactions..)
• Business requirements & local specificities
identification
• Test, training and hypercare support
PB Consulting contribution
Main clients
 New CRM & BI successfully deployed in France
affiliate
 New BI solution deployed in France and follow-up to
a regional level appointment
Key results

7. Track record (cont’d)
Market research
7 PB Consulting – General Capabilities 2016
Track record
 Define best option to position the product among
treatment pathway.
 Identify key stakeholders in patient journey.
 Create and test several messaging.
 Validate existing positioning through qualitative and
quantitative market research.
Client needs
 Qualitative market research in international
environment (KOL 1.5hr phone interviews)
 Quantitative market research analysis. Interaction
with external vendors for respondents recruitment.
 Possibility to work conjointly with larger strategy
consulting firms.
PB Consulting contribution
Main clients
 Short term to long term positioning
recommendations.
 Identify most suitable patient profile(s).
 Validate patient journey and key opportunities for
actions
 Refine appropriate messaging.
Key results

8. Track record (cont’d)
Brand Plan / Launch readiness assessment
8 PB Consulting – General Capabilities 2016
Track record
 Create ‘Integrated Brand Plan’ for a multi indication
Biosimilar brand.
 Support France affiliate to demonstrate readiness to
launch a new Neuroscience product.
Client needs
 Liaise with sales & marketing, market access,
medical, regulatory departments and other
contributors to the Brand Plan.
 Internal challenge of key assumptions.
 Review and validate critical success factors.
PB Consulting contribution
Main clients
 Brand Plan for 2016-2020 period with summary of
key actions/next steps by dept (timing, budget..)
 Launch readiness assessment and recommendation
for affiliate organization (sales force setup..)
Key results

9. Track record (cont’d)
Others significant projects: forecast, reporting tools…
9 PB Consulting – General Capabilities 2016
Track record
 Build patient-based forecast model.
 Define activity & sales reporting main KPI for a new
BI platform.
 Develop automated dashboards for both sales reps
and HQ manager.
 Follow sales performance for a direct-to-pharmacy
delivered product.
Client needs
 Define forecast model according to client corporate
guidelines
 Organize and animate workshops with head of
strategy and head of sales for each franchise / BU.
 Build sales analysis VBA based tool.
PB Consulting contribution
Main clients
 Forecast model used to quantify French affiliate
contribution and objectives.
 New Business Intelligence platform fully accessible
to HQ & field users.
 Automated tool distributed to sales reps to track
closely sales and define action plan accordingly.
Key results