Our Services and Capabilities

TSM Associates is staffed with a team of marketing consultants with an average of nearly twenty years of senior level, pharmaceutical, biotech, and BioPharma marketing and consulting experience in commercialization areas, including:

Commercial Opportunity Assessment

TSM regularly conducts opportunity analyses including P&L loaded forecasts for potential in-licensing and out-licensing candidates. In fact, TSM recently established and wrote the process-map for a new Business Development Research and Support Group for a new division of a top ten pharmaceutical company.

Project Management

Project management is the mainstay of any successful consultancy and we take pride in our exceptional ability to plan, organize and manage all resources, including time, to bring about the successful completion of specific project goals and objectives.

Brand Management

Marketers at heart, TSM Associates has provided extended, complete outsource brand management for more than twenty BioPharmaceutical brands including valid blockbusters. We have provided well over 100 unique brand teams with a variety of specific forms of outsource functional support.

Strategy Development

Our consultants have formal training in market research and "real world" experience in field sales. We delight in and thrive in the process of developing brand strategies based on sound, objective data which are clearly executable on "Main Street". For example, we'd never deliver an attitudinal segmentation without a clear means of transference to a tactical plan.

Launch Planning

TSM consultants have worked on more than 40 brand launch and re-launch teams, often in a leadership role. We recognize that launch begins long before FDA approval and are experienced in transferring brand equity to successor products in a strategic fashion.

Tactical Planning

At TSM, we understand that the best of strategies are worthless if execution is suboptimal. We differentiate ourselves by our analytical approach to delivering the right message to the right customer via the right medium via the utilization of an integrated geo-demographic, historical response and quality of access segmentation methodology. Finally, we're not above 'getting our hands dirty' in the efficient implementation of these calculated, promotional plans.

Agency Management: Positioning, Messaging, Creative

Agency management is 'old hat' to TSM consultants. We all have client-side agency management experience and the majority of our associates have agency-side experience. We know how to communicate strategy effectively, how to keep agencies on-task and in alignment and we also recognize agencies' limitations and the importance of delegating to them only those tasks that they can complete efficiently and skillfully.

Licensing - Business Development

TSM has access to an open-source, searchable database of in-licensing and out-licensing opportunities. We are fully qualified and have documented our expertise in supporting our clients' by building the business cases for these critical "go/no go" decisions.

Promotional Regulatory Affairs

TSM consultants remain current with DDMAC positions and policies. At the present time, we are leading the regulatory affairs guidance for a blockbuster brand which is in the process of replacing an entire promotional campaign under FDA directive. All of our consultants have negotiated regulatory risk from the perspective of the brand marketer, the perspective of the promotions regulator and that of the ad agency executive.

Market Research

TSM Associates has a decade of experience in delivering quality primary and secondary research reports which always yield actionable conclusions and recommendations. We have skilled facilitators of qualitative research and we've partnered with the major market research list providers and the major providers of programming and housing for on-line and telephone surveys. These partnerships allow us to work directly with these firms, eliminating the need for intermediary specialty market research agencies. In doing so, we speed up the research process and reduce costs by often eliminating the need for intermediary research agencies and their average 65% mark-up.

Sales Forecasting, Sales Analytics

TSM consultants are skilled in using most commonly used forecasting systems and models. What we feel really sets us apart is our experience in leading cross-functional teams in the systematic, interactive, delphi method of forecasting. We are comfortable in working with in house programmers and we have access to a broad variety of open-source analysts comfortable in working with SAS or SPSS systems.

Payer Marketing and Analytics

TSM has had a sub-practice in payer analytics for over a decade. We have pioneered methodologies for establishing a payer's true, comparative ability to control drug utilization and we've also developed a process for segmenting payers by "quality of access" (QofA), an individual brand's access to a given plan's formulary relative to its competitors. Combining these two analyses allows us to build regional models which yield amazing coalition coefficients (e.g. 0.9) between NRx share and QofA. These models are essential to scenario planning in developing contract strategy and to regional promotions planning as all tactics have variable response rates in areas of inconsistent QofA.

Trade Relations and Strategy

TSM consultants include a former Senior Manager at a leading US PBM and a former senior executive at the nation's largest drug distributor. TSM has both client side and customer side experience in managing trade distribution relations and in distribution project management.

Specialty Distribution and Reimbursement

We have written numerous situational analyses and strategic plans focused on the growing specialty distributor channel, on the infusion center market and on the home health market. We are accomplished in accessing US HHS data sets and position papers to stay on the cusp of public health policy.

Advocacy Development

TSM Associates has launched and cultivated numerous Ad Boards and Congresses. We have managed many projects which established and built upon cooperative efforts with Patient Advocacy Groups and Medical Professional Societies to strengthen relations and enhance communications with end users.

Media Planning

TSM consultants have developed and implemented numerous traditional media plans and we all keep close watch on the evolution of trends in e-marketing, web 2.0 and the blogosphere.

Sales and Sales Management

At TSM we've all 'carried the bag', managed the sales team and by definition demonstrated our ability to sell productively in an entrepreneurial, B2B environment.

Sales Training, Management Training

TSM has conceived, developed and carried out several sales force and sales management training workshops, often in the manner of 'group preceptorships' including thought-leading, specialty practitioner faculties who are experts in niche therapeutic areas.

Please be assured that TSM Associates is an entirely independent firm and has no associations whatsoever involving equity, commissions or otherwise with any market research, advertising or other marketing services firms. To learn more about TSM and how we might serve your organization, please call us at 610-952-1871 or email us at info@tsmassociates.com.