BCM Group, LLC. Deliver custom market entry and business development services to non-US manufacturers of innovative products and technologies targeting North American Pharmaceutical, Biotech and Medical Device Manufacturers William C. Cairns - BCM Group, LLC E: bill@bcmgroup.net url: www.bcmgroup.net 2/25/2019

BCM Group Background LLC Established 2005 35+ yr experience - new product launch, business development, company start ups product and service commercialization, international business expansion, and P&L HQ in NJ, affiliates in NJ, PA, Geneva CH, Stuttgart, DE and Asia (late 2010) Work directly for client’s CEO, MD, BU Management Project experience in 20+ countries Member of trade associations Lead US$25 mil div of European-HQ pharmaceutical capitol equipment manufacturer First US startup of major Asian pharmaceutical, chemical, cosmetic and equipment company 2/25/2019

Old Ways To Do Things No Longer Work - Globalization – competition – emerging markets - Business and interpersonal relationship approach - Demonstrate win-win - Short term vs long-term view - Proactive vs Reactive (coffee and cards and letters) - Remote to the market’s pulse - Opportunity assessment - Build it and they will come - Agenda driven exchanges – written follow up - Allow time for reflection - Share industry data 2/25/2019

Importance of Cultural Awareness language challenge “How am I doing Importance of Cultural Awareness language challenge “How am I doing?” History Consultants in Europe European – style multi tasking Each culture is unique Never assume Work-life balance Reinforce respect White Paper – Project Discussions Prepare to take small steps in the beginning 2/25/2019

Before Making Contact Define the business opportunity Target only the MD/CEO Have successful examples in mind Customize value to client Follow up communication drafted and ready to issue Website reinforces the value proposition 2/25/2019

Avoid the pitfalls Respect the market – not the science Assume the market is dynamic – not static Speak with the potential customers first Recognize financial motivations – avoid discounts Don’t ignore competition or failed attempts Your services are not perfect – be open to discuss potential challenges and obstacles Make benchmarks and timelines realistic – under commit / over perform 2/25/2019

BCM Group’s Approach fills the Gap Simplify the client – customer relationship Local company presence (thank you Iceland) Direct focus away from competition (“Blue Ocean”) Convert client’s technology into commercially successful proposition Real-time market knowledge, high value senior level industry contacts network Critical feedback for business development, licensing, scientific assessment, company valuation, merger and acquisitions. Reducing potential risks and unplanned costs Local influence during client - customer negotiations –terms, pricing, contracts Understand critical client issues (same-culture context) Frequent proactive communications - what is important, not what is interesting 2/25/2019

Ask the client-to-be - are you ready to… Successfully establish their company in the largest market in the world with minimal risk, cost and complexity? Execute multi-phase market rollout with est. timelines Work with a local partner to develop new markets and revenue streams Make the resource commitment to accelerate growth Build the company’s reputation as a key economic partner? Make appropriate modifications to product or service offering 2/25/2019

BCM Group LLC Strategically Grounded Extensively Networked Transaction Focused Results Driven www.bcmgroup.net bill@bcmgroup.net 2/25/2019