Diamond-account strategy pitch
Program management & strategy for a high-stakes multi-client pitch
USA
2024
A major pharmaceutical company engaged our team to help revive a legacy product that had once dominated the market but was now experiencing a sharp decline in utilization. The goal was to develop an experiential strategy that would increase patient uptake and reestablish relevance in the market, ultimately through a concept pitch that involved collaboration between the pharma client and a logistics partner.
The challenge required both behavioral insight and commercial clarity: we needed to define the problem, size the opportunity, and shape a strategic concept that could be prototyped and tested in-market.
Approach
The project combined light-touch qualitative research with market data and competitive insight to shape a behaviorally informed concept pitch. I worked closely with Managing Directors, Strategy Leads, and Account Teams to synthesize findings and structure an opportunity narrative, ultimately presenting to internal investment boards and client leadership.
Key components included:
Diary study to capture patient behaviors and beliefs
Secondary research audit (CDC + market data)
Market sizing and commercial framing
Simulation concept development
Cross-partner alignment and storytelling
Key Insights
I led the research effort and acted as day-to-day coordinator across multiple internal and client-facing workstreams. This included:
Designing and analyzing a diary study to understand behavioral patterns around product use
Synthesizing secondary research, including CDC data and statistical patterns related to uptake
Managing ongoing alignment across business case, concept development, simulation planning, and client presentation
Coordinating internal review cycles with senior leadership and subject matter experts
Scoping an experiential simulation for pre-launch testing, including service flow, enabling technology, and physical setup
Facilitating communication and value alignment between two distinct client partners (pharma and logistics)
Impact
The project culminated in a high-stakes pitch that outlined both a near-term pilot concept and a longer-term experiential vision. Our simulation framework allowed the client to test core service components prior to scaling, while the strategic narrative aligned both internal leadership and cross-sector collaborators around a shared opportunity.