Healthcare Practice Group The healthcare environment presents tremendous challenges for both emerging and established companies given: The application of leading edge technologies to medical product design, enabling less invasive diagnostic and therapeutic approaches The explosion of innovation in products, services, and support to address the needs of an aging population The promise (and competitive threat) of new paradigms including homeopathic medicine and genomics-based diagnostics and therapeutics The impact of e-commerce and other Internet activities on the complex relationships between physicians, other clinicians, hospital and other facility providers, payers, and patients and their families as well as on manufacturers, distributors, and others in the supply chain The demand for new healthcare solutions from an activist patient population empowered by the Internet and other dynamic information channels Fletcher Spaght's Healthcare Practice Group applies strategic management consulting skills plus industry knowledge and experience to the challenges faced by health-related companies. We help our healthcare clients achieve a competitive advantage in innovative ways while addressing critical clinical practice, regulatory, and cost-benefit issues in the U.S. and worldwide markets. Working across the spectrum of healthcare businesses, the Healthcare Practice includes clients in: Pharmaceuticals Biotechnology Nutraceuticals Diagnostic Products Medical Devices Services e-Enabled Healthcare Delivery e-Commerce Software/Information Technology Medical Data Analytical Systems Technology Licensing and Commercialization Healthcare-oriented Venture Capital Fletcher Spaght's Healthcare Practice works with senior management and investor clients to: Assess the market potential for new technology and services Conduct due diligence on potential investments Perform market research and analysis to support decision making through in-depth interviews with key academic and community clinicians and other industry leaders Identify/evaluate options to accelerate market penetration Optimize the business model including sources of revenue and profitability implications Develop innovative solutions to marketing, pricing, and distribution issues by building upon our collective knowledge, experience, and creativity. Assess the need for development and commercialization partners, as well as identify candidates and secure relationships Create business plans for operational purposes as well as to support fundraising Develop and implement action plans to realize value Specific examples of how Fletcher Spaght's Healthcare Practice Group has assisted clients include: Market Need For an emerging remote data clinical trial data management solutions provider we conducted in-depth market research with pharmaceutical, biotechnology, and clinical research organization (CRO) decision makers. From this research we developed insights relative to the value proposition which lead to creation of a breakout strategy for the company. The resulting action plan led to a merger with a leading systems provider. Due Diligence For a leading risk capital firm, FSI evaluated opportunities in medical staffing services including assessment of the market potential and competitive position of each business segment within the company's portfolio. The work resulted in an investment in several companies. Business Model A successful specialty physician practice wanted to evaluate the potential of leveraging its capabilities through the development of a value-added Web-site. FSI developed a business model which moved beyond content and included an application service provider (ASP) model for delivery of specialized practice management tools based on core competencies within the partnership. FSI assisted in the identification of content partners and facilitated negotiations. Segments for Initial Focus A venture-backed developer of a novel polymer, with numerous potential indications, asked FSI for assistance in assessing the market opportunity and criteria for early adoption opportunities for commercialization. The client used FSI analysis to support development of its business plan and subsequently secured financing activities. Competitive Sales Opportunities For a potential investor in the physician electronic prescribing industry, FSI defined the competitive landscape, addressing relative attractiveness of product functionality, business models, and long-term opportunity. Fletcher Spaght conducted market research with potential users and with solutions providers. The venture capitalist client proceeded with an investment in the area. Corporate Partner Negotiations FSI assisted a start-up company with a novel drug delivery approach in partnering negotiations with a major pharmaceutical company. FSI conducted an in-depth valuation assessment, developed the value proposition, and prepared the presentation material. As a result, a significant equity investment was offered to FSI's client at an attractive valuation. Fill Product Portfolio Gaps A major biopharmaceutical company, suffering clinical setbacks, realized a product portfolio gap was emerging. FSI, through use of numerous print sources, review of academic research, and conversations with small and large pharmaceutical companies, identified several acquisition and partnering candidates that met the client's specifications. International Expansion A pharmaceutical client with a product in U.S. clinical trials for hematology applications sought assistance in their European commercialization planning. FSI conducted in-depth market research with clinical and operational decision makers across multiple European countries to identify the relative market opportunity, requirements for substitution, and marketing prerequisites to support rapid adoption in each country. FSI envisioned the need for an e-health practice which could deliver state-of-the-art technology perspective and healthcare knowledge. Merging experience from our healthcare strategy and high technology practices, FSI is uniquely positioned to address the emerging e-health market. Experience Areas FSI's Healthcare Practice Group has completed numerous engagements in the e-health, biotechnology, pharmaceutical, and medical device areas including: e-Health ASP physician practice management tools e-commerce Electronic CME Electronic and Internet-based prescribing Electronic warehousing and management of proprietary pharmaceutical compounds Internet-based charge capture Internet-based clinical trial management Internet-based elder services Physician mobile computing platforms Remote (clinical) data capture Web-based preclinical/toxicology management Web-based wellness program Web-hosted scientific product procurement Information Systems/Technologies Biomedical equipment asset management Blood bank/transfusion software Claims processing Clinical outcomes software Clinical trial systems EIS EMR HIS/CIS/LIS High-throughput screening Laboratory informatics Pharmaceutical and provider call center systems Pharmaceutical databases Pharmacy management Physician workstations Rational drug design Telemedicine Devices/Equipment Ablative technologies Anesthesia Blood collection/processing Catheters Dental implants Drug delivery: oral, patch, inhaled, implant Hearing implants Heart valves ICU support Interventional cardiology Laparoscopy Lasers Lithotripsy Neuromuscular electrical stimulators Optical biopsy Orthopedic braces Orthopedic implants Pacemaker leads Photodynamic therapy Radial keratectomy PRK/LASIK Patient monitoring systems Shunts Surgical robotics Thermo-regulatory devices Wound closure Imaging Cardiac imaging Cell imaging Digital x-ray Genetic screening Imaging agents MRI/CAT Obstetrics/gynecology imaging PACs Portable x-ray and ultrasound Ultrasound probes Health Management Disease management initiatives Health plans (managed care) Hospital strategic planning Physician services/MSO's Purchasing/inventory management Systems/Equipment Blood processing/filtration Cardiac cath/EP lab Clinical laboratory Dialysis Equipment sterilization ICU support Imaging systems Lasers Medical voice recognition Patient monitoring systems Biotechnology/Therapeutics Anesthesia agents, gases Antiangiogenesis Antidepressants Antimicrobials/antivirals Antithrombolytics Asthma/respiratory disease Autoimmune disorders Chemotherapeutics Condyloma agents Dental therapeutics Diabetes/insulin resistance Diabetic complications End-stage kidney disease Gamma interferon GERD Growth factors Hepatitis HIV Inflammatory bowel disease Interleukins Multiple sclerosis Nutraceuticals Obesity Ophthalmics Organ transplants Parkinson's disease Pharmacogenomics Rheumatoid arthritis Sepsis Short-bowel syndrome Tissue regeneration Transcription factors Wound healing Biologicals Adult STD vaccines Apheresis Bone marrow/stem cell transplants Encapsulation technology Monoclonal antibodies Plasma separation Pediatric vaccines Therapeutic vaccines Clinical Diagnostics Blood chemistries, immunodiagnostics Blood bank screening Cancer Cholesterol Dental diagnostics Diabetic markers DNA diagnostics/hybridization Drugs of abuse Hematopoetic Immunodiagnostics Infectious diseases Near patient testing (POC) Non-invasive and invasive monitoring Open system reagents Rapid diagnostics Biomaterials Bioadhesives Chemoembolization agents Collagen Cyanoacylates Fibrin Hyaluronic acid Hydrophilic polymers Microinterventional devices Periodontal gels Sealants Service/Providers Blood collection centers Clinical research organizations Site management organizations Home/contract nursing & therapists Home/center-based infusion Hospital technology management Laboratory services Laundry services Medical simulators Outpatient clinics Pediatric acute and hospice programs Physician education/training Physician recruitment/staffing Primary care site management Rehabilitation services Surgicenters Transitional/subacute care Transfusion services Wound care centers

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