Managing influential physicians while navigating distribution

The key challenge for a client with a rare liver cancer treatment solution was how to maintain its relationship with leading physicians conducting clinical trials of its products in key Asian geographies of India, Korea and Indonesia while trying to understand and navigate the intricate regulatory environment in each of these countries. And in one of those countries, the existing distribution contract had to be terminated as well – preferably without legal ramifications.

AMA, over the course of 30 months, helped the client understand, deliberate and navigate these markets through monthly interviews and market updates on regulatory options as well as distribution partners. This was supported by multiple market visits with the client to aid its market entry and development plans for its targeted Asian markets. 

AMA, over the course of 30 months, helped the client understand, deliberate and navigate these markets through monthly interviews and market updates on regulatory options.

Given the diversity of the countries and cultures involved covering South Asian, North Asian and South East Asian cultural nuances, a significant portion of time was also spent advising the client on the cultural intricacies of doing business in these markets and managing relationships with the government and bureaucrats on one side, and commercial partners on the other.  The client has since successfully entered and established its treatment therapy in the above geographies.