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Avoiding(invasive(tac.cs(
when(conquering(markets(

 Fernando(Ferrer.(BS,(MBA(
       September(29,(2012(
  New(York(CityFMicrosoG(Building(
Avoiding(invasive(tac.cs(
     when(conquering(markets(
Abstract(
Entering(into(and(succeeding(in(Global,(La.nF
American(and(Emerging(markets(demands(not(only(
a(deep(analysis(but(real(interna.onal(experience,(a(
wide(range(of(skills,(and(culture(sensi.vity.((
This(presenta.on(outlines(the(global(perspec.ves(
of(the(organiza.ons(and(their(leaders,(tackling(then(
business(in(La.n(America(and(in(the(life(science(
market.(
Fernando(Ferrer.(Mul.na.onal(Partnerships((         2(
from(Domes.c(business(…(




Fernando(Ferrer.(Mul.na.onal(Partnerships((   3(
…(to(Global(business(




Fernando(Ferrer.(Mul.na.onal(Partnerships((       4(
Globaliza.on(is(a(con.nuous(process(
      of(worldwide(interconnec.ons(



                                                 What(works(in(one(
      A(global(business(strategy(
                                              country,(fails(in(another.(
      should(be(doing(everything(
                                                  Because(na.onal(
      the(same(everywhere(
                                               differences(s.ll(maWer.(




Fernando(Ferrer.(Mul.na.onal(Partnerships((                                 5(
if(na.onal(differences(s.ll(maWer,(
            What(can(a(Global(firm(do?(



                                                                 Set(few(     Create(links(      Manage(
        Think(            Embrace(
                                              Decentralize(   standardized(   around(the(     tradi.on(and(
       globally(          diversity(
                                                                 polices(      processes(        change(




Fernando(Ferrer.(Mul.na.onal(Partnerships((                                                                   6(
…and(a(Global(leader?(

 Diversity(of(experience(


 Skills(to(build(successful(partnerships(

 Cultural(sensi.vity(and(awareness(to(
 get(the(message(across(
Fernando(Ferrer.(Mul.na.onal(Partnerships((     7(
Heading(to(La.n(America(
understand(the(environment(from(
            different(perspec.ves(

                                              Global(

                                              Country(

                                              Industry(



                                              Internal(



Fernando(Ferrer.(Mul.na.onal(Partnerships((               9(
La.n(American(Alliances(
CELAC(F(Comunidad(de(Estados(La.noamericanos(y(Caribeños((

Mercosur(F(Mercado(Común(del(Sur(

CAN(F(Comunidad(Andina(de(Naciones(

SICA(/(SIECA(F(Sistema(de(la(Integración(Centroamericana((

Caricom(F(Comunidad(del(Caribe((

ALBA(F(Alianza(Bolivariana(para(los(pueblos(de(nuestra(America((

OEA(F(Organización(de(los(Estados(Americanos(

NAFTA(F(North(American(Free(Trade(Agreement(

Bilateral(free(trade(agreements(with(other(Na.ons(and(Economic(Alliances(


Fernando(Ferrer.(Mul.na.onal(Partnerships((                                 10(
entering(into(“new”(markets(
    similar(hurdles(faced(in(established(markets(…(
                              (
                       regula.ons.,(
                                                quality,(
                                                     (
                                              compliance(
                                                    (
                                                    (       pricing,(market(
                            market(
                                                               access(&(
                         awareness(&(               (         distribu.on(
                          promo.on(
                                                    (          channels(

                                                    (
                                                    (
                                 compe..on,(            resources(and(
                                    costs(          (   infrastructure(
                                                    (
    …but(they(need(to(be(addressed(with(Fresh(Eyes(
Fernando(Ferrer.(Mul.na.onal(Partnerships((
(                                                                              11(
Fresh(Eyes(


      understand(the(market’s(dynamics(


                      use(boWom(up(approach((


Fernando(Ferrer.(Mul.na.onal(Partnerships((                 12(
address(the(countries’(demands(
      deep(and(rigorous(analysis(to(take(informed(
        decisions(in(an(ambiguous(mul.cultural(
                      environment((((

                              clear(objec.ves,(
                       strategy,(organiza.on,(people,(
                              resources,(skills(


                                commitment,(flexibility((
Fernando(Ferrer.(Mul.na.onal(Partnerships((                13(
connect(with(the(targeted(Country(and(
        Region(from(different(perspec.ves(
                         invest(in(learning(
                                                                         Industrial(


                           Poli.cal(                    Technological(

                                              Social(




                         Economical(                                                     Natural(
                                                                                       Environment(




Fernando(Ferrer.(Mul.na.onal(Partnerships((                                                           14(
avoid(invasive(tac.cs(
   conquer(the(market(by(understanding(it:(
            business(development(
         show(cultural(                        understand(the(     partner(&(learn(with(
           sensi.vity(                         ra.onal(and(the(     local(experienced(
                                              emo.onal(culture((      organiza.ons(


                                                                       divide(risk(by(
   engage(with(the(local(                                            partnering(with(
                                              demonstrate(local(     players(that(are(
       culture(and(
                                                commitment(
       community(                                                    looking(to(grow(
                                                                   through(innova.on(


       spend(.me(with(
         interna.onal(                        lead(with(Senior(     building(trusts(
           customers(                         decisionFmakers((       takes(/me(
Fernando(Ferrer.(Mul.na.onal(Partnerships((                                                15(
specific(market(approach(


 eliminate(complexity(in(the(
          processes(
Fernando(Ferrer.(Mul.na.onal(Partnerships((   16(
lead(the(change(against(((
             “Not(Made(Here”(


Fernando(Ferrer.(Mul.na.onal(Partnerships((     17(
  Fernando(Ferrer.(Mul.na.onal(Partnerships((
Procedures,(controls(and(
                                                ensuring(quality,(ethics(
                                                 and(compliance(must(
                                                      support(business((((((((
                                                     development(and(
                                                            innova.on(



Fernando(Ferrer.(Mul.na.onal(Partnerships((                             18(
Regional(&(Country(Strategies(aligned(
  with(the(Corpora.on(and(the(Market(
             Business(Models,(Plans(and(Life(Cycles(
        Expansion(&(growth(
        •  Organic(/(M&A(,(JV(,(Alliances(/(Distribu.on(,(Partnership(

        Financial(goals(and(cash(flow(
        •  Revenue(/(Profit(

        Product(porpolio(and(Marke.ng(strategies(
        •  Proprietary(/(Generics(/(Holis.c(Approach(((

        Commercial(&(Industrial(organiza.on(
        •  InFcompany(/(outsourcing(F(mixed(/(investments(,(infrastructure((

        Pricing(&(Served(markets(
        •  Global(/(Country(/(Access(
Fernando(Ferrer.(Mul.na.onal(Partnerships((                                    19(
Expansion(&(Growth(models((
           different(needs,(benefits(and(.me(to(market(


Organic(
                                      M&A,((JV,(Alliances(
High(Time(and(
Resources(consump.on(                                        Distribu.on,(Partnership(
                                      Time(Savings(
(
                                      (          Less(Investment(&(
Gain(experience(
                        High(Cash(Investment.((( profit((
(                                                (
                        (
Follows(the(Corp(model(                          Communica.on(and(
                        Integra.on(is(key(
                                                 alignment((



Fernando(Ferrer.(Mul.na.onal(Partnerships((                                              20(
Product(Porpolio(/(Product(Mix(

        •  select(the(products(that(make(sense(to(the(
           market(
        •  new(expensive(therapies(are(difficult(to(
           commercialize((
        •  different(demographics(and(diseases(from(
           US(and(EU(
        •  Wide(range(of(registra.on(.melines(and(
           requirements(

Fernando(Ferrer.(Mul.na.onal(Partnerships((              21(
Price((and(Place(
        • For(pricing(approval,(Governments(are(
          reques.ng(pharmacoeconomic(studies(showing(
          benefits(
        • discounts(and(exchange(rates(of(local(currencies(
          affect(the(forecast(&(marke.ng(plans(
        • autonomy(among(the(Business(and(Therapeu.c(
          Areas(avoid(the(bargain(of(the(porpolio(
        • invest(on(developing(partnerships(with(the(
          mul.ple(distribu.on(channels(

Fernando(Ferrer.(Mul.na.onal(Partnerships((                   22(
Promo.on(and(Communica.on(
         channels(
        • push(and(pull(messages(locally(tested(
          and(validated(throughout(mul.level(
          channels(
        • local(market(research(and(holis.c(vision(
          including(all(the(stakeholders(
        • follow(and(innovate(on(the(tradi.onal(
          and(digital(channels((

Fernando(Ferrer.(Mul.na.onal(Partnerships((           23(
Integrate(Clinical,(Technical,(
        Opera.onal(and(Growth(
        Strategies(


        • impact(on(La.n(American(and(Emerging(
          markets(must(be(considered(at(early(
          stages(
        • produc.on(scale(is(key(for(cost(
          leadership(and(market(share(aGer(LOE(

Fernando(Ferrer.(Mul.na.onal(Partnerships((       24(
Brands(and(Intellectual(
         Property((IP)(


        • remain(global(and(differen.ate(yourself(
          from(local(compe.tors(
        • protect(Brands(and(IP(from(nonF
          interna.onal(prac.ces(or(corrup.on(


Fernando(Ferrer.(Mul.na.onal(Partnerships((         25(
Human(Resources((HR)(and(Structure(

        • resources(in(headquarters(providing(dedicated(
          support(and(guidance(to(the(local(business(
        • local(organiza.on(fully(dedicated(to(the(local(
          opera.on(
        • integrate(the(organiza.on(across(the(
          boundaries(
        • higher(demand(of(experienced(talent,(exchange(
          rates(and(infla.on(impact(the(HR(costs(


Fernando(Ferrer.(Mul.na.onal(Partnerships((                 26(
BoWom(Line(


        • achieve(profit(as(the(ul.mate(goal(
        • invest(within(the(local(communi.es((
        • think(long(term(



Fernando(Ferrer.(Mul.na.onal(Partnerships((      27(
Avoiding Invasive Tactics When Conquering Markets
Thank(you(
       Fernando(Ferrer(
  Mul.na.onal(Partnerships(LLC(
                (

info@mul.na.onalpartnerships.com(
        +1(908(514(2770(
               (

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