Lessons & Cases : Res Partners

Lessons Learned

What the Customer Actually Wanted?

by Ilene Chunko One of the most interesting things we come across in our consulting practice is a misunderstanding about what it means to be customer centric, often an overused phrase. The key attribute of being customer centric is not doing anything until you have truly spent the time and effort to listen to the [...]

Articles on Lessons Learned

Case Studies

Successful New Industry Expansion

by Andy Mangano Client Situation: A tier one automotive supplier was looking to diversify their revenue stream and product offerings by expanding into the fulfillment of sample medications and literature for the pharmaceutical industry. Their expansion was enabled by partnership with a third company.The challenge was to maintain the company’s preferred supplier status within the [...]

Recent Case Studies

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P.B.T.

New Product Development, Business Turnarounds, and Marketing Leader ... Senior executive with 25+ years of global leadership experience driving business growth in small, medium and large public and private settings. Has been instrumental in generating $500MM+ in new revenues and $150MM+ in expense reduction, and has proven abilities in the following areas: General Management Strategic Planning On / Offline Marketing Business Development New Product Development Total Quality Management / Activity Based Costing / COQ Finance and Operations Contract Negotiations Co-founded and led 3 startup ventures in Life Sciences and Communications since 2002 15 Years as Senior Vice President and Vice President at UBS and Citigroup 5 Year...

L.H.M.

Senior Life-Sciences Strategy, Planning & Operations Leader ... Senior Life-Sciences executive with 24 years experience in biotech and pharma R&D, with strong track record for launching startup companies, expanding businesses, and accelerating top line and bottom line growth, including expertise in the following areas: Discovery and development operations International expansion management Licensing and strategic alliances Healthcare information technology Medical technology (Medtech) Business development 1 Year as Senior Associate Director and Lecturer in Healthcare and Pharmaceutical Management Program at the Columbia Business School 2 Years as President of boutique consulting firm providing growth enablement services to bio-p...

J.A.M.

Telecom & Broadband Technology, Marketing, Operations, and Government Affairs Leader ... Senior executive with extensive global experience in the telecommunications sector, strategic marketing, market development, product management, and broadband IP technologies. Proven leader in setting strategic direction and achieving outstanding team results in complex global environments. Delivered on exceptional business results by creating a vision, buy-in and flawless execution in the following areas: Strategic Marketing Product Marketing Strategic Partnerships Business Development Wireless Solutions Government Affairs Spectrum Policy Global Markets Global Standards Broadband IP Technology ARRA Economic Stimulus 700MHz Public Safety ...

C.A.E.

Cross-industry Branding, Communications and Social Media Solutions Leader ... Transformational communications executive who creates distinctive and effective brand strategies and communications programs for companies that serve both consumers and businesses, and ties them to business results. Partners with clients to protect and enhance their corporate reputation, engage employees, improve their market position and polish their brands. Delivered to global Fortune 500 companies in areas such as: Brand research, branding & identity Marketing communications for products & services Digital and social media Leadership & management communications Pre & post-communications measurement of business impact Issues management & crisis communi...

R.A.F., CPA

Corporate Finance and Accounting Leader for Small & Medium Businesses (SMB)... Accomplished senior finance executive and CPA expert at guiding emerging growth companies in business growth, profitability improvements and cost-effective financial solution development and implementation. Core areas of expertise include: Not-for-profit accounting & reporting CFO and Controller roles for SMBs Profitability improvement strategies Productivity analysis Manufacturing cost accounting and budgeting Outsourced accounting services Financial systems: Strategy to operations Standard Operating Procedure (SOP) development QuickBooks expertise for SMBs 10 Years as President of specialty accounting and financial services firm 5 Years as CFO /...

C.J.B.

Technology-driven Growth and Innovation Strategies, and Open Innovation Leader ... Senior commercialization and innovation executive with 20+ years of extensive global experience in bringing to market new materials and processes by integrating business, intellectual property and new technology. Proven leader in serving clients’ strategic goals with fast iterative action items supported by real world data. Delivered to global Fortune 500 companies in areas such as: Cross-disciplinary solutions Multi-source research to enhance strategy Action items for strategic growth Vetted external partners Due diligence Fast iterations to minimize risk Business-focused Intellectual Property Large-small company interfaces Cross-border (e.g., India) Chem...

M.D.M., SPHR

Senior Human Resources Leader for Pharmaceutical & Manufacturing ... Innovative, cross-industry human resources leader with expertise building human resource initiatives that support organizational growth. Hands on, business-focused, knowledge specialist known for building professional staff and productive human resource systems that support dynamic business objectives. Areas of expertise include: Organizational leadership Organization design & development Employee and labor relations Contract interpretation Lean / Six Sigma Talent management Succession planning Change management Quantitative analysis 3 Years as Director of Human Resources at Shire Pharmaceuticals 11 Years as Divisional Human Resources Manager at Eaton C...

L.F.G., CPA

Senior Finance and Valuation Leader ... Senior financial executive with deep expertise in business and asset valuation for acquisitions, investment, divestitures, disputes, damages and litigation support. Cross-industry functional expertise in the following areas: Finance and accounting Business / segment / product valuation Analysis, budgeting and reporting Financial forecasting Internal controls Cost containment and profit improvement Balanced Scorecard Strategic planning and implementation Operations planning and management IT systems design and implementation 11 Years as independent CPA practice, concentrating on providing finance, accounting and valuation expertise 7 Years at MetLife as Vice President of Institutional Busin...

R.A.P.

Senior Information Technology Leader for Financial Services and Technology Sectors ... Over 25 years of information technology and business experience. Leads business systems initiatives for CIOs and CEOs of financial services and technology companies that achieve higher levels of scale and profitability. Proven areas of expertise include: IT program management and governance Vendor management and outsourcing Business requirements analysis Business intelligence and predictive analysis Business continuity planning Financial governance, risk and compliance (GRC) systems Systems architecture design Cloud Computing and SaaS Data integration Legacy systems modernization Technical due-diligence for M&A and venture investors Design and marke...

A. R.

Growth, Profit and Performance Improvement Leader for Service Businesses ... Senior executive who has repeatedly delivered desired results in complex service delivery businesses with multiple stakeholders, conflicting priorities, and non-hierarchical structures. Proven strategy, analysis, planning, and hands-on execution expertise in the following areas to provide structure needed to make and act on business decisions, quickly and profitably: Cross-Functional Problem Solving Growth Strategy & Business Plans Product-Market Strategy New Solution & Service Development Partnership & Alliance Strategy P&L Management Service Operations & Turnarounds Process & Performance Improvement Organizational Change Management Account M...

I.F.H., SPHR, GPHR

Global Human Capital & Organization Development Leader... Senior human capital executive with extensive global experience across multiple industries and sectors. Proven expertise in effectively linking human capital strategies to business priorities. Expert and educator in measuring ROI for human resources, “going global,” organizational behavior, and in the following areas: Facilitation Strategic planning Change management Organization development Leadership development Organization assessment Human resource strategy Performance management Succession planning Career development Employee engagement Team building Overall 20+ Years at AT&T / Lucent Technologies in positions of increasing responsibility 10 Years ...

K.R.O.

Global Corporate Finance & Treasury Leader for Life Sciences ... Senior international finance professional with extensive corporate development experience in life sciences. Proven expertise in transaction evaluation, negotiation, execution and post-transaction implementation, with a focus on the nexus of treasury, tax, legal, and financial reporting issues. Proven abilities in the following areas: Licensing and Co-Promotion Strategic Equity & Debt Investments Strategic Investment Portfolio Management Post-Closing Transition & Integration Funding & Repatriation Planning Acquisitions and Divestitures Business Development Transaction Planning & Execution International Capital Structure Overall 22 Year career at Pf...

S.C.H.

Life Sciences Marketing Leader (R&D and Commercial) ... 30+ years of marketing experience in both development and commercial sides of the life sciences business, with proven abilities in the following areas: Commercial assessment of novel technologies Product-Market Strategy Partnerships & Alliances – Strategy & Targeting P&L Management Cross-Functional Problem Solving Program & Project Management 6 Years serving mid-to-large size life-sciences clients in technology assessments, business development, medical writing & communications, and business process improvement 4 Years @ Parexel, as VP & GM of Patient & Clinical Communications Group 4 Years @ Advance Paradigm, as Director of Business D...

R.S.M.

Marketing & Business Development Leader in New Media, Online, Radio, Cable and TV... Media executive with 15 years of diverse leadership experience in sales, marketing, business development, and brand management, in both national and major market local media. Adept at building strong alliances, devising innovative go-to-market strategies, launching new products, driving web traffic. Areas of expertise include: Consumer & B2B marketing Brand development & integration Customer & channel loyalty Content acquisition & development Content syndication Strategic partnerships & alliances Business valuation Sponsorship development Digital strategy Concept ideation to commercialization 4 Years at ABC Radio as Vice ...

J.S., CPA

Senior Finance Leader for Media and SMB... Senior finance executive with deep experience in media and a diverse range of financial and accounting problem solving expertise for small and medium businesses across multiple industries. Areas of expertise include: Finance and accounting Analysis, budgeting and reporting Financial forecasting Internal controls Cost containment and profit improvement Strategic planning Operations planning and management Systems design and implementation 6 Years as President of boutique consulting firm 17 Years in various roles at Nielsen Business Media, rising to Vice President and General Manager 4 Years as Vice President of Finance for Nielsen’s Entertainment Division 4 Years as Senior Auditor at ...

L.D.F.

Global Corporate Finance, Accounting & Operations Improvement Leader for Life Sciences... Senior corporate finance and accounting executive with extensive global life-sciences experience and deep operations expertise focused on lean organizational structures and improving business building processes. Core areas of strength include: Corporate finance Budgeting and forecasting Global financial management Financial analysis and modeling Financial accounting and reporting Operations and strategic planning Internal controls / SOX Manufacturing and cost accounting Finance systems: strategy to operations M&A: strategy to integration Treasury management Business process improvement 3 Years at Galenica, SA as Director, Head of ...

C.L.K.

Pharmaceutical Product Development, Commercialization & Launch Leader... Senior pharmaceutical executive with 20+ years of product development, launch and commercialization experience, with exceptional ability to translate science into strategies for commercial success. Demonstrated success with specialty products in US and global markets across multiple therapeutic areas, with proven abilities in the following areas: Product launch & commercialization Portfolio planning & commercial strategy Product development Marketing, medical marketing & market research New business development strategies Strategic partnerships Building & leading high-performing teams Brand commercialization and portfolio management of specialty products, ...

M.S.R.

Supply Chain, Strategic Sourcing, Operational Efficiency, and Manufacturing Leader... Senior operations and supply chain executive with extensive life-sciences – both Rx and OTC, and CPG experience. Well versed in crafting strategies based on prediction of industry and global trends. Areas of expertise include: Operations Supply chain efficiency Procurement Strategic sourcing Manufacturing controls M&A due-diligence cGMP Organizational alignment Metrics Pyramid Business development 5 Years at Barrier Therapeutics as Vice President / Global Head of Supply Chain & Trade Relations 5 Years at Hoffmann La-Roche as Director of North American Supply Chain 2 Years at PricewaterhouseCoopers as Consultant in Full Value Procu...

B.L.S.

Global Corporate Development, Licensing & Business Unit Leader for Life Sciences(SMB)... Pharmaceutical business leader with extensive deal-making (in-licensing, co-promotion and product acquisition and divestiture), marketing and operational experience. P&L responsibility for business unit with >$900MM sales. Broad experience leading teams across multiple functional areas, business domains, and scientific disciplines. Core areas of expertise include: Corporate development transactions In-licensing / Out-licensing Product acquisition and divestiture Co-promotion agreements Strategic and tactical negotiations P&L / General management Strategic planning and marketing Product life-cycle management Operations and strategic planning Cross...

C.W.

Quality Assurance and Computer Validation Leader for FDA Regulated Industries... Seasoned quality assurance, computer validation and process improvement expert with 20+ years in FDA regulated industries, with proven abilities in the following areas: Quality systems development Quality systems implementation CRO and Central Lab audits QSR, GMP and supplier / vendor audits Data-center and computer validation audits Quality assurance management Computer validation & Part 11 training Part 11 policies and SOPs Project Management 10 Years as Principal at specialty consulting firm QA and Validation leadership roles at Hoffman-LaRoche, Aventis Pasteur, and McNeil Consumer Products (J&J) Certified Six Sigma Black Belt Thought lea...

E.J.S., CPA

Senior Financial & Accounting Leader ... Seasoned finance executive and skilled accounting technician with 20+ years of experience, primarily in the life sciences industries, with proven abilities in the following areas: Technical accounting, financial reporting Business combinations, deal structuring, negotiation, due diligence and business valuation Revenue recognition and consolidations SEC reporting and SOX compliance Financial deal modeling expertise Negotiating and structuring licensing and collaboration agreements Executive leadership experience with cross-functional teams Integrated accounting systems and controls 7 Years as Vice President, Controller & Chief Accounting Officer at $2B Pharmaceutical company ...

T.M.A.

Life Science Corporate Development & R&D Leader ... Highly accomplished pharmaceutical executive with extensive experience in Drug Discovery and Development, and in Licensing and Corporate / Business Development. Led large drug discovery teams in Cardiovascular, Women’s Health and Urology; responsible for all aspects of in- and out-licensing activities as well as alliance management in Cardiovascular, Neuroscience, Women’s Health and Urology, with proven abilities in the following areas: Corporate / Business development Cross functional problem solving Identifying unmet therapeutic needs Product / therapeutic area strategy & planning Team-building and leadership Alliance management Broad scientific background related to drug discovery...

T.H.C.

Senior Life-Sciences Marketing & Advertising Leader ... Senior marketing leader accomplished at building Rx and OTC leadership brands in established and emerging categories, both domestically and internationally. Able to generate substantial cost savings by establishing dynamic and superior marketing support infrastructure and best-in-class agency management capabilities. Proven expertise in the following areas: Strategic planning – products & markets Brand positioning Corporate advertising Agency selection, evaluation, management DTC / OTC marketing Global product marketing Marketing support infrastructure B2B business development 2 Years as President of boutique marketing consulting firm 13 Years at Bristol-Myers Squib...