Illuminating the Undetected.

Commercial Diligence

Trusted diligence partner delivering data-driven insights to unlock market value

In buy- and sell-side diligence, we tailor our depth of analysis to each engagement—conducting rigorous evaluations for revenue-generating pharma services and higher-level reviews for early-stage opportunities. We assess the commercial, clinical, and scientific drivers of value and highlight levers to enhance market potential.

Our Approach

We adjust our approach to better answer each client’s strategic questions. However, the majority of our due diligence projects rely on five key steps with varying levels of robustness for each depending on the target focus (e.g., biopharma vs. pharma services) and stage (e.g., revenue-generating pharma services vs. pre-clinical therapeutic).

  • Strategic Questions

    Refine key strategic questions to be addressed throughout the engagement and conduct a knowledge transfer from the client to our team to fully understand the target (asset, company, etc.)

  • Market Landscape Evaluation

    Biopharma: Develop a thorough understanding of the disease overview, epidemiology, standard of care, patient journey, current market, pricing and market access, future pipeline, clinical hurdle rates, and unmet needs

    Pharma Services: Understand key market trends, market positioning, pipeline analysis, share of wallet, contract value, and key growth levers

  • Stakeholder Insights

    Conduct detailed discussions with key stakeholders to understand the current market dynamics, potential unmet needs, and future adoption

    Key stakeholders may include: Physicians, Payers, Patients, Key Opinion Leaders, C-suite, Pharma Services Buyers

  • Commercial Assessment

    Develop a range-based commercial model synthesizing the potential outcomes and areas of emphasis for future development to optimize growth potential

  • Synthesis and Recommendations

    Synthesize the commercial opportunity for the appropriate audience (e.g., detailed evaluation for potential buy-side evaluation, synthesis for investment committee, high-level overview for sell-side Confidential Information Memorandum)

FEATURED CASE STUDY

Sell-Side Forecast Evaluation

CHALLENGE

A large private pharmaceutical organization aimed to pressure-test the sell-side forecast for a novel formulation of a product used to treat Pulmonary Arterial Hypertension

OUR APPROACH

  • Review previous product commercial assessments, including market research and commercial forecast

  • Evaluate the market dynamics key to the opportunity, including epidemiology, treated patients, adherence, Tyvaso price and market access, treatment positioning

  • Conduct interviews with pulmonologists, cardiologists, and key opinion leaders (KOLs) to understand unmet needs and potential adoption

  • Develop a high-level revenue model that independently evaluates the commercial opportunity for the product

  • Highlight key variances from the target-provided assumptions and revenue expectations

RESULTS

The client used the evaluation to understand the opportunities and pitfalls associated with the product and to negotiate potential deal terms with the target

Contact us to start the conversation about how we can address your strategic challenges and business goals.