8 Dos and Don’ts of Tender Strategy and Execution in Pharma

Tenders are becoming increasingly relevant for purchasing in the healthcare sector, particularly for established products at the mature stage of the product lifecycle. To ensure profitable growth, pharmaceutical companies need to strive for tender management excellence. In this article, we focus on successful tender strategy and execution.

Procurement through tenders has become a key lever for cost containment in the pharmaceutical industry. Due to the evolving healthcare landscape, tendering (i.e. 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. 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.

In theory, tendering looks quite simple: high transparency…