In many cases, while volume increases, profitability drops over the long term and market prices generally erode. Our project experience shows that a poor tender strategy can have a significant impact on overall business performance.
Holistic treatment pathway considerations. Increased price transparency and erosion. The evolution of procurement within tenders poses various challenges but also provides new opportunities: Furthermore, the tender structure needs to be carefully analyzed to capture relevant differentiation opportunities on the product level and beyond. value-oriented) require tender strategy and execution to be localized. Considerable country-specific differences in tender specifications (e.g. However, in reality, pharmaceutical companies have to deal with multiple stakeholder involvement, limited stakeholder access, and varying processes across markets. In theory, tendering looks quite simple: high transparency, price as the most important decision criterion, no engagement with stakeholders, and standardized processes. Companies need adapt to the shift from clinical selling toward tendering as the new standard procurement practice in a competitive environment for the established part of their portfolio. competitive bidding between potential suppliers for a particular contract) is becoming more important to pharmaceutical companies when their products reach the mature stages of their lifecycle. Due to the evolving healthcare landscape, tendering (i.e. 
Procurement through tenders has become a key lever for cost containment in the pharmaceutical industry. In this article, we focus on successful tender strategy and execution.
To ensure profitable growth, pharmaceutical companies need to strive for tender management excellence. Tenders are becoming increasingly relevant for purchasing in the healthcare sector, particularly for established products at the mature stage of the product lifecycle.
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