Black Mountain
Consulting Group
BMCG in a Nutshell….
• A collaborative of more than 45 Pharmaceutical Industry
experts , each with more than 10 years of success in their well
defined area of expertise working with clients like yourself.
• ….who put you and your company first by doing the work
themselves. No junior partner assignments.
• Extensive experience with start-up, small & medium-sized
pharma companies.
• BMCG differentiates itself from other consulting companies by
not only offering strategic guidance but also by “rolling up their
sleeves” and performing the tasks as directed by you.
BMCG offers different experts as your needs change, insuring you
always have expertise central to your business.
Black Mountain Consulting Group…
• We serve clients exclusively in the Pharma, Biotech and Medical
Device Industries.
• Individual narrowly defined subject experts experienced across a
wide range of therapeutic areas.
• Across broad geographic areas including:
U.S. & Canada
Europe
• As a result of our experience, our experts are keenly aware of the
practical solutions that are likely to work for you within your budget.
Serving Client Company needs…
• BMCG assists client companies in solving problems like these..
“Where can I find pharma-exclusive experts who are organized
like a pharmaceutical company?”
– “… a collaborative group with a history of working together for my
benefit?”
– “… that make me and my company their top priority?”
– “… that know when to take on a project, as well as when to refer
me to someone else ”
How is it we know what it is like to sit in your chair?
Paul F. Duffy, Managing Principal
Mr. Duffy brings Black Mountain Consulting Group extensive experience at both big pharma and start-up organizations. He acquired more than 30 years of big pharma experience at Novartis Pharmaceuticals (formerly Sandoz
Pharmaceuticals), having held sales and marketing positions of increasing responsibility from 1972 to 2003, when he served as U.S. National Sales Director-Neuroscience. Mr. Duffy then left Novartis to co-found CNS start-up Alamo Pharmaceuticals, where he served as Executive Vice President. At Alamo, he created a fully integrated commercial pharmaceutical company to market Fazaclo, a patented reformulation of Novartis' anti-psychotic drug, Clozaril. Duffy left Alamo in July 2006, after completing its sale to Avanir Pharmaceuticals. He then became founding CEO of Validus Pharmaceuticals, creating an entirely new type of private-equity backed pharmaceutical company. Most recently, Duffy served as President -US Commercial Operations for the UK-based multinational, Amarin Pharmaceuticals.
Josh Weinstein, Principal
For the past 12 years Weinstein has served as President of jwEinstein Strategic Messaging, Inc., an advertising, PR, and advocacy development company specialized in helping young pharma and device companies. Mr. Weinstein’s career began at Sandoz Pharmaceuticals (now Novartis) where he developed the launch campaigns for Tavist and Visken. Weinstein then joined Schering-Plough where, as Director of Marketing, he launched Normodyne and Intron-A (alfa-interferon)--now a multi-billion dollar product. After moving to Schering International, to manage their cardiovascular market development, he was recruited by Squibb to be Vice President of Marketing, USA and to manage the development of Pravachol (one of the nation’s first ‘statins’). Weinstein was later recruited to run the New York Healthcare practice of the prestigious public relations firm, Hill & Knowlton, and went on to become Executive Vice President in PR giant, Burson-Marstellar’s Washington, DC and New York healthcare operations. Subsequently, Mr. Weinstein was recruited by McCann-Erickson’s Torre-Lazur and Weber divisions where he became Founding President of Torre Lazur/Weber, and the Torre-Lazur/McCann Global Advocacy Group.
Because we’ve done
it.
Mike Leone, Principal
Mike Leone is recognized as an accomplished pharmaceutical executive with broad therapeutic expertise. His over 25 years of experience and leadership includes positions of increasing senior level responsibility at Bristol-Myers Squibb, First Horizon Pharmaceuticals, Eyetech Pharmaceuticals and Takeda Pharmaceuticals North America. Mike is currently President of Strategic HealthCare Resources, LLC, and is consulting for a number of venture capital, pharmaceutical, biotech and device companies. He has helped companies create sales force deployment models, developed compensation models, served as a direct customer liaison with state Medicaid and federal government customers on formulary and pharmacoeconomic issues, consulted on clinical trial focus areas, conducted focused leadership training programs, and counseled a growing sales organization on how to enhance the structure of its organization and improve the capabilities of its leaders. Having spent the majority of his career at Bristol-Myers Squibb, Mr. Leone held numerous positions of increasing responsibility. These positions included National Director, Federal & Institutional Sales, a position in which he rebuilt the Hospital Sales Team and strengthened BMS’ role and commitment to VA and military customers. In that role, Mike spearheaded the institutional launches of Maxipime and Plavix. Mike’s National Accounts experience, and focused, field-based hospital sales leadership expertise have made him an especially valuable asset to Specialty Pharma clients.
Four Key Business Components
Strategic
Consulting
Implementation
Tactical
Pharma Services
Subject
Experts
•
Strategic Consulting:
We provide business strategy
development for addressing key challenges across the organization
and brand life cycle. Capabilities include corporate business and
brand strategy, from early stage clinical and regulatory development
through successful commercialization.
•
Tactical Implementation:
We bring your strategy to life by
doing the work that you may not be staffed to do. Our collaborative
strength is in all phases of Clinical, Commercial and
Corporate/Operational projects, designed to place a carefully
matched professional to your needs.
•
Ask Our Experts:
As a BMCG client , you can quickly access
subject area experts via a brief teleconference, in situations where
you may only need some quick advice or a second opinion. Choose
the expert from our team who most closely matches your issue or
opportunity and dial-in to a solution.
•
BMCG Pharma Services:
…
are pharma dedicated and
proven service experts in their field. We know because we worked
shoulder to shoulder with them. BMCG invites only those proven to
deliver results. They have proven their mettle to us; let us show you
how they can deliver for you!
BMCG’s Seven Service Groups…
Pharma
Services
Corporate
Operations
Medical,
Legal and
Regulatory
Distribution
&
Trade
Marketing
Strategy,
Services &
Support
Sales
We organize like a Pharma company, focusing on critical company functions
:
Business
Development
Corporate Operations
Corporate Infrastructure
I.T. Systems & Services, including design, creation, development and
validation.
I.T. Help Desk support.
Data Management and Storage / Disaster Recovery
Drug Product / CMC Development and Manufacturing Services
Technical & outsourcing support; Quality-By-Design program development
Personnel
Key employee recruitment, compensation analysis & contracts
Interim short term senior management Executives
CEO , CFO, COO, CMO, HR, Sales, Marketing, for start-up
companies, short term projects
Business Development
Capabilities
Business development strategy and execution
Target identification
Product portfolio development
Commercial and technical due diligence services
Focus
Brand & corporate acquisitions, licensing
Co-promotion and joint ventures
Medical, Legal and Regulatory
Clinical Development
Bench/Toxicology assessment & analysis
Clinical strategy & protocol development
Investigator recruitment
Patient recruitment
Contract budget negotiations
Project management & site monitoring
Orphan Drug market analysis & research
Regulatory
FDA Submissions: Rx , OTC , Bio-Generics
Dossier preparation
FDA /EU /CPSC / DEA representation
Project management
Distribution & Trade
Complete New Product Launch Service
Distribution
Complete Third Party Logistics including:
Warehousing your product(s)
Pick, pack, ship and invoice with EDI support
Sales rep sample and literature services
Wholesaler “Fee for Service” negotiations
Trade
Wholesaler strategies, negotiation & placement
Stocking negotiations & placement
Distribution & Trade
Market Access
Managed Care representation & formulary placement (Commercial,
Medicare, GPO’s)
Medicare Part D formulary placement
Government contracting program (FSS, PHS, VA, DoD, etc.)
CMS / State Medicaid drug lists placement
Market Advocacy & Profitability
Medicaid rebate calculations & review
Reimbursement dispute resolution
State Government representation
Marketing Strategy, Services & Support
Marketing strategy
Pricing research and strategy
New product planning
Launch strategy
Marketing Services & Support
Communications Plans
Advertising, Brochures, Package & Label Design
Public Relations, Press Releases, Advocacy Groups
Artistic / Printing / Production Materials Services
Non-personal marketing support
Sales Force Management & Support
Sales Force Leadership Development , Management & Productivity
Field force design & deployment
Interim Senior Field Force Executives, Directors & Managers
Complete Contract Sales Force (CSO) recruitment & deployment
Compensation & commission program development
Initial, continuing & new product sales training
Sales Management skills programs / workshops
Development / Assessment Centers
Sales Support Services
Sample / literature / and sales rep services
Sales Force Automation
Pharma Services & Special Teams
• Medical convention planning & staffing services
• Medical investigator meetings
• Media: Electronic/ Film / Digital A-V programs specific to Pharma industry
(product, corporate, meetings, PR, patient education, clinical trial patient
recruitment, sales & marketing, training)
• Customer Loyalty programs
TEAMS
• Tele - Reach inbound and outbound services team
• FDA-DDMAC medical/ legal review team
• Government compliance teams / SOP development
Summary: BMCG Supports Clients
BMCG Capabilities
• Experienced senior level experts prepared to support client companies
across a wide range of business needs.
• Skills to develop creative, practical strategies and the resources necessary
to successfully implement them.
• Provide our clients with access to BMCG’s industry -wide relationships and
resources.
• Our Pledge:
– To listen to fully understand our client needs and goals.
– To be professional, respectful, and practical.
To continue the discussion, please contact:
Paul Duffy, Managing Principal
Black Mountain Consulting Group
P : 973.534.0507
E-mail: pduffy@bmcgRx.com
This Presentation is Confidential and is not Authorized for Reproduction ,Electronic
Transmission ,in whole or in part, without the Prior written Permission of a Principal of the
