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The business cases  below are a selection of very exciting consulting projects I worked on over the last 9 years in varying roles, as project manager, analyst or strategist. Cases are arranged by industry. Scroll down for a whole variety of industries, clients (Pfizer, Wyeth, Moyne Health, Austin Health, J&J, Vodafone, 3 Hutchison, Allianz, Kodak, etc.) and different fields of application.

:: Construction Consortium Australia: Supporting PPP Team in Winning the Bid

Service and Results: Mapped how the construction, infrastructure, and financial industry were connected to political descision makers and other influence groups at local, state and commonwealth level and created stakeholder relationship map indicating advantages, disadvantages and access points of our client's consortium as compared to the competing shortlisted consortia. The results supported our client in the bidding process in improving their strategic position in the stakeholder landscape, leveraging their direct and indirect relationships and spending their lobbying and business development resources more efficiently and effectively.
                                                   


:: Pharma Company UK - B2B: Enhancing Spheres of Influence with Key Decision Makers

Service and Results: Mapped how the medical community, regulatory boards and reimbursement bodies were connected and created industry strategy maps showing the lay of the land. Revealed how the client's market breaks into independent social clusters and identified the key opinion leaders in each cluster. The results greatly informed the 100% market coverage investment strategy by eliminating territory redundancies and allocating more resources to key opinion leaders in formerly neglected territory.


:: Pharma Company Austria: Leveraging the Multinational's In-Country Support for its Interests

Service and Results: Mapped the social links between government bodies, corporations, associations, and clubs at the elite level. Overlaid management's existing social networks over the elite network.  This revealed critical weaknesses in local management's linkage to elite networks. Identified those the relationships and organizational memberships that would lead to the largest gains in local influence.


:: Pharma Company Germany: Harnessing Pharmacy Distribution Channels for Political Power

Service and Results: Need to identify pharmacy distribution partners most likely to become political allies. Mapped the institutional networks of potential distribution partners to identify their needs and interests. The resulting profiles and maps informed a step-by-step networking plan to more effectively shape the political and regulatory landscape.


:: Pharma Giant Europe: Cultivating Tomorrow's Influencers in the Optometry Market

Service and Results: A time series analysis of co-publishing and clinical trial data revealed physicians and other decision makers that were rising and declining in market influence. The client executed a long-term cultivating strategy with targeted individuals to secure future market share and trust.


:: Pharma Company Germany: Lobbying for Approval of New Cancer Treatment

Service and Results: A yet to be formed committee would decide if the client's new therapy would be approved. A positive decision was critical. Consecutively the appointing officials' social networks were mapped to predict probable appointees and to reveal ideal pathways to influence them before appointment. Since eight of ten selected committee members were rightly predicted lobbying resources could be lowered dramatically. The therapy was approved.


:: Pharma Company Switzerland: Successful Launch of New Targeted Oncology Drug

Service and Results: Social networks analysis of all Swiss oncologists and regulatory decision makers. The resulting industry strategy map allowed to developed a KOL influence strategy to ensure a successful launch. 
The rigorous scientific approach dramatically lowered the cost, increased prescriber support, and sped the successful launch of the drug.


:: Pharma Industry Germany: Creating a Critical Mass of Support for Pharmacy Strategy

Service and Results: Analyzed how key accounts were embedded in the national health care system. The resulting Industry Strategy Maps showed where existing key accounts already offered access into influential communities and which accounts would be critical to building a critical mass of support.


:: Enterprise Software Company - B2B: Capturing Competitive Market Share in Europe

Service and Results: Analyzed the director interlock and shareholder relationships between key customers and high potential prospects to improve  customer-to-prospect influence. Pockets of customer strongholds served as avenues into strategic accounts with a high propensity to be won. Based on the strategy maps the client increased its market share substantially within the first 12 months of implementation.

:: Insurance Carrier - B2B: Strengthening Weak Position in Eastern Europe. Where to Focus First?

Service and Results: Mapped the connections between large companies in Eastern Europe to identify the most influential companies that were also likely to evangelize for the client. The propensity to advocate for the insurers services was based on the company's existing strongholds and avenues into the market, either directly or through affiliates, size of existing accounts as well as satisfaction with services.

:: Insurance Carrier Austria - B2C: Gaining Ground in a Hypercompetitive Market Environment

Service and Results: Creation of a virality index from survey and CRM data that scored each customer by their
potential to influence customer acquisition or retention.  The index was uploaded to the client's CRM system for use by marketing and customer service to make customized offerings based on the index. The virality index optimized the company's up and cross selling strategy substantially.


:: Mobile Carrier Telco: Reducing Churn in Highly Competitive and Saturated Market

Service and Results: Developed a virality index based on subscribers' call networks using a proprietary data mining methodology. The index included analysis of market share, new customer potential, vulnerability to churn, and customer activity by region.  The index enabled the client to focus their marketing efforts on the most promising regions for acquiring and retaining subscribers. The client was able to increase the performance of subscriber acquisition programs and decrease churn rates in the focus regions.

:: Executive Search Through Patent Analysis: Headhunting for Clean Tech Chief Technology Officer

Service and Results: A nanotechnology-based clean tech company, needed a founding CTO who had experience in using nanotechnology in fuel additives. Scanned hundreds of thousands of patent authors to identify candidates with the right global scientific and company-wide network patterns.  These patterns would indicate not only the potential candidates probability of accepting the position but also the value they would bring to the enterprise in scientific and social capital. Out of a shortlist of five institutionally disenfranchised innovators, most of them at Kodak, one accepted the offer, two of his patents were licensed and became key to the quick launch of the new Clean Tech Comany.

:: Tech Company USA: Monetizing Undervalued and Non-Strategic IP

Service and Results: The client realized that they were sitting on a lot of underutilized IP. Kodak wanted to assess options for monetizing this IP. Mined the U.S. patent data base for all patents assigned to the client  and applied a proprietary screen to reduce thousands of patents to a small number of high potential opportunities. This process identified approximately 30 R&D scientists and 12 projects with high potential. Three of the 12 projects identified  were turned into tech companies.

:: Law Firm USA: Tracking Changes in Stem Cell Patenting in the Aftermath of U.S. Law Change

Service and Results: Mapped the links between hundreds of thousands of stem cell patents to identify if there was any change in the aftermath of banning embryonic stem cell research by U.S. Federal Law. Patents can be linked in a variety of ways, such as referencing a previously filed patent with similar claims as well as individuals co-authoring several patents. In addition all patents are assigned to a particular company or institution. While it was too early to see changes in the patent landscape, i.e. a shift towards research labs and companies overseas, within each field of stem cell research the most crucial patents, as well as innovators and assignees were identified.

:: Political Advocate US: Identification of Fundraising Opportunities

Service and Results: The client needed additional financial support during the 2006 election cycle and needed to identify fundraising opportunities with sympathetic donor groups. Consecutively a US database tracking donations to and from thousands of individuals and advocacy groups was analyzed. The network analysis revealed closely related, yet untapped geographic communities and advocacy groups that were likely to be open to discussing support.


:: Government Body Austria: Incentivizing Innovation Policy

Service and Results: All data on innovation grants and sponsoring relationships over the innovation life cycle between universities, research labs, media, companies, and government agencies were mapped. The network analysis showed redundancies at certain life cycle stages as well as opportunities to stimulate the innovation
landscape more effectively. The results informed the ministry's and technology council's further funding strategy.

:: US Foundation: Integrating Foundation Entities for Improved Client Services

Service and Results: Organizational network analysis of all employees to find areas of healthy collaboration, workflow bottlenecks, and areas where increased collaboration could improve performance. The resulting strategy maps not only helped the foundation to integrate its entities to serve clients better but also catalyzed a cultural shift about how to lead and manage in a network structure, introduced a new team approach to fostering innovation, and helped HR develop a new organization-wide seating chart optimized to increase interaction between key departments.

:: Government Body Austria: Increasing Innovation Potential in the Basic Research Community

Service and Results: Analyzed the knowledge networks of the basic research community in Austria. This included measuring the innovation potential and spill-over effects for each discipline within and across scientific fields. The resulting strategy maps helped the ministry to identify and strengthen those basic research disciplines that could
trigger the most scientific innovation within and across scientific fields.


:: European Commission: Was the Funding Stimulating Innovation and Aiding Integration Or Not

Service and Results: Analyzed the networks of European Union funded projects and showed which institutions,
regions and countries contributed the most to the integration of new member states through their collaboration.
The resulting network maps and analysis helped the EU body focus funding on those institutions, regions
and countries with the most collaboration potential with new member states.


:: EU Body: Supporting Interregional Research Cooperation Networks in Europe

Service and Results: Analyzed the networks of institutions, countries, and regions which cooperate in European Union funded projects and identified their strengths, weaknesses, opportunities, and threats with regards to stimulation innovation and technology transfer. The results (publication here) served as a guide for building excellent research networks within the European Economic Area (EEA).