1. 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
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2/25/2019

2. 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

3. 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

4. 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

5. 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

6. 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

7. 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

8. 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

9. BCM Group LLC Strategically Grounded Extensively Networked Transaction Focused Results Driven
2/25/2019