Rw Stearns Credentials Presentation

RW|STEARNS

Adding Adding Intelligence Intelligence through targeted research since research since 1984. . .1984. . .

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ContentsContents

Company BackgroundCompany BackgroundOverview of ServicesOverview of ServicesOverview of Research CapabilitiesOverview of Research CapabilitiesQuestions We AnswerQuestions We AnswerSample Recruitment ResearchSample Recruitment ResearchSample Chart (structure/functions)Sample Chart (structure/functions)Sample Headcount Summary (size)Sample Headcount Summary (size)Sample Respondent Interviews (details)Sample Respondent Interviews (details)Cost SummaryCost SummaryWhat Sets Us Apart?What Sets Us Apart?Process and GuaranteesProcess and GuaranteesGeneral Information General Information Contact InformationContact Information

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Company BackgroundCompany Background

Founded in 1984 by Richard StearnsFounded in 1984 by Richard Stearns

More than 16,000 research More than 16,000 research assignments completed to dateassignments completed to date

Primary research initial use was for Primary research initial use was for recruitingrecruiting

1993: Services expanded to include 1993: Services expanded to include Benchmarking / CI assignmentsBenchmarking / CI assignments

Strong Pharmaceutical/Biotech Strong Pharmaceutical/Biotech expertiseexpertise

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Overview of ServicesOverview of Services

Recruitment ResearchRecruitment Research (Name Generation)(Name Generation)

Tactical Intelligence & Organizational Tactical Intelligence & Organizational MappingMapping (CI initiatives)(CI initiatives)

““First Contact” Profiling ServicesFirst Contact” Profiling Services (Candidate Development)(Candidate Development)

““Pinpoint” Database SolutionsPinpoint” Database Solutions

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RecruitmentRecruitment Research Research

“Strategy First” approachUnsurpassed knowledge of industry players, job families, skillsets, terms, etc.Unmatched research & interview skillsComprehensive proposal generationFixed costs – no hidden hourly feesStand alone QC processAccuracy guaranteedQuick turnaround

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Tactical Intelligence & Tactical Intelligence & Organizational MappingOrganizational Mapping

Thorough understanding of client Thorough understanding of client needneed

Size, structure and resource Size, structure and resource allocationallocation

Functional activities within specific Functional activities within specific organizations, divisions or depts.organizations, divisions or depts.

Compensation benchmarksCompensation benchmarks Recruit strategicallyRecruit strategically

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““First Contact” Profiling First Contact” Profiling

Outsourced candidate developmentOutsourced candidate development Cold calling, tracking down passive Cold calling, tracking down passive

candidates, engaging, and candidates, engaging, and presenting opportunitiespresenting opportunities

Saves recruiters TIMESaves recruiters TIME Gain valuable background Gain valuable background

informationinformation Leverage for referral baseLeverage for referral base

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““Pinpoint” DB SolutionsPinpoint” DB Solutions

By-product of our research effortsBy-product of our research effortsWe analyze client’s requirements, then We analyze client’s requirements, then search our database of over 1 million search our database of over 1 million candidatescandidates““Blind” report provided to client who Blind” report provided to client who selects specific candidates they are selects specific candidates they are interested ininterested inWe verify the selected candidates are We verify the selected candidates are still with companystill with companyQuick turnaround, low costQuick turnaround, low cost

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Overview of Research Overview of Research CapabilitiesCapabilities

Why use?Why use?– Mergers / AcquisitionsMergers / Acquisitions– Sales Force Planning / Market PlanningSales Force Planning / Market Planning– Portfolio PlanningPortfolio Planning– Compensation BenchmarkingCompensation Benchmarking– Reorganization EffortsReorganization Efforts– RecruitmentRecruitment

Our Research:Our Research:– Organizational ChartOrganizational Chart - we can identify the management structure - we can identify the management structure

and functional breakdowns across an entire organization, or within and functional breakdowns across an entire organization, or within unique divisions, product groups, therapy areas or functions (R&D, unique divisions, product groups, therapy areas or functions (R&D, Discovery, Biostatistics, etc.)Discovery, Biostatistics, etc.)

– Headcounts / Resource AllocationHeadcounts / Resource Allocation - after the identification of the - after the identification of the management structure, we can uncover the number of management structure, we can uncover the number of “headcounts” that exist within specific groups that are of interest“headcounts” that exist within specific groups that are of interest

– Respondent InterviewsRespondent Interviews - we conduct more detailed interviews and - we conduct more detailed interviews and answer questions surrounding product priority, compensation, answer questions surrounding product priority, compensation, brand messages, and many other unknowns.brand messages, and many other unknowns.

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Questions We Answer:Questions We Answer:

Can you identify people from company XYZ who have the specific Can you identify people from company XYZ who have the specific skills I am looking for?skills I am looking for?

Can you map out the entire supply chain organization at XYZ Can you map out the entire supply chain organization at XYZ Pharma and provide total headcount for their distribution Pharma and provide total headcount for their distribution organization? organization?

I need to understand what ABC Pharma is currently detailing as their I need to understand what ABC Pharma is currently detailing as their number one priority drug when calling on Oncologists.number one priority drug when calling on Oncologists.

How is Company X promoting their Dermatology product in the UK, How is Company X promoting their Dermatology product in the UK, France and Italy? How many FTEs are dedicated to this effort?France and Italy? How many FTEs are dedicated to this effort?

How are Sales Reps compensated at XYZ, in terms of bonus How are Sales Reps compensated at XYZ, in terms of bonus structure, “kickers” and base salary?structure, “kickers” and base salary?

How will Company X target physicians?How will Company X target physicians?

How many Sales Reps are currently promoting ABC Product?How many Sales Reps are currently promoting ABC Product?

What other products are these Reps detailing?What other products are these Reps detailing?

What is the frequency of calls expected over the next 12 months? What is the frequency of calls expected over the next 12 months?

What Sampling Plans are in place for these Sales Reps? Which What Sampling Plans are in place for these Sales Reps? Which dosing strengths and how many samples are being carried?dosing strengths and how many samples are being carried?

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Sample Recruitment Sample Recruitment ResearchResearch

Client Need: Client was having difficulties obtaining qualified candidates for an IC Design Engineer position who had DSP (Digital Signal Processing) design experience.

Deliverable: 60 names of IC Design Engineers who were specific to DSP design, split between two separate geographies.

Leading Semiconductor Co. City, State 512-555-1212

*Susan Wang - Manager, IC Design, DSP

Jeff Jones - IC Design Engineer, DSP

Josh Diviac - IC Design Engineer, DSP (Cell: 512-555-2121)

Brad Liegler - IC Design Engineer, DSP (Cell: 512-555-2112) ([email protected])

He Xian - IC Design Engineer, DSP

Brian Kim - IC Design Engineer, DSP

* Name provided at no cost to illustrate reporting structure of the group

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Sample Organizational Sample Organizational ChartChart

Serge StankovicVP, Worldwide Clinical Research

(X35573) (133 Total Reports)

Jesus SalazarVP, Biometrics Operations


Harold FrazierDirector, SOP

Management & Training(X86757)

Joanna OhAssociate Director,

Clinical Programming

Jim GrossDirector,

Project Statistics

Steven LeeSr. Director,

Phase IV & Publication

Charlie DavidsonSr. Director & Group Leader, Regulatory Medical Writing


Ron LouieVP, Oncology

Clinical Research (X76229)

(4 Total Reports)

Heidi HennyDirector,

Clinical Research(X35635)

Landon BrownSr. Director & Group Leader, BioStatistics

(X86143)

Stephanie WashingtonSr. Director,

Clinical Research(X76268)

VacantSr. Director,

Clinical Research

Ruth LieglerDirector & Group Leader,

Clinical Operations (X86353)

(50 Total Reports)

Gail BynumVP, Neuroscience Clinical Research

(X76163)(10 Total Reports)

Jack SantosSr. Director,

Clinical Research

Peter ChangSr. Director, BioStatistics

(X86375)(No Reports)

Sue NelsonSr. Director, Psychiatry

John RuckerSr. Director,

Pain Medicine(X86862)

Mona PatelSr. Director,

Clinical Pharmacology(X86417)

Elizabeth YuDirector, BioStatistics

(X86779)(No Reportt)

Louis KerstmeierVP, Clinical Research,

Europe(4 Total Reports)

Jake BradfordAssociate Director, Clinical Operations

(X86317)

James YuDirector,

Clinical Operations(X76127)

Carol BuellerDirector,

Clinical Documentation(X35886)

Kate LandisAssociate Director,

Clinical Pharmacology(X76114)

VacantDirector,

Operations & Oncology

Lesley RussellEVP, WW Medical and Regulatory

Operations & Scientific Communications

Clinical Research(Neuroscience)Headcount: 9

Biostatistics

(Neurosciences)Headcount: 2

Biometrics Ops.Headcount: 58

Clinical Ops.

Headcount: 51

Clinical Research

(Oncology)Headcount: 4

Biostatistics(Oncology)

Headcount: 1

Regulatory

Medical WritingHeadcount: 3

Fixacon, Inc. (fictitious)Pharmland, USA

888-555-1212

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Sample Headcount SummarySample Headcount Summary(large scale initiative)(large scale initiative)

Headcount Summary

Global Compliance 8Government / Public Affairs 5State Government Affairs 3Product / Corporate Communications 7Legal 26Facilities 1Human Resources 13IS/IT (U.S. only) 52Business Development 4Corporate Finance 51Risk Management 11----------------------------------------------------------------------------------R&DDrug Safety 21Pharmaceutical Development 66Discovery Research 128

Medical / Scientific OperationsWW Clinical Research 134

Clinical Research – Europe (UK) 5Neuroscience Clinical Research 9Neuroscience Biostatistics 2Oncology Clinical Research 4Oncology Biostatistics 1Regulatory Medical Writing 3Biometric Ops. / Clinical Programming 58Clinical Operations 51

WW Regulatory Affairs 33Risk Management 1

Pharmacovigilence / Epidemiology 24Medical Affairs 23Medical Services 25

Global Technical Operations 743Environmental Health & Safety 9Process / Technology Development & Validation 23Clinical Manufacturing 26WW Quality 201

Document Management 12Denver, CO Quality Control 24Denver, CO Quality Assurance 16

Supply Chain – Europe (UK) 11Supply Chain / Materials Management 9Package Technology 4France Manufacturing Operations 151Denver, CO Manufacturing Operations 119

Engineering Services 25Materials Management 21Production 70

Lexington, TN Operations 91Production/Manufacturing 70Procurement / Supply Chain 20

Drug Delivery Technologies (TN) 90R&D 61Formulation Development 12Regulatory Affairs 1Packaging 1Business Development 3Alliance Management 1Project Management 7

Pharmaceutical (Commercial) OperationsVantrel Marketing 14Oncology Marketing 3Oncology Medical Affairs 18CNS Marketing 11Pain Marketing 11Healthcare Systems Marketing 1Field / Area Effectiveness 9

Fixacon, Inc. (fictitious)Pharmland, USA

888-555-1212

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Sample Headcount SummarySample Headcount Summary(fictitious Oncology Sales Organization)(fictitious Oncology Sales Organization)

James VaughnVP, Sales, Oncology

609-897-2644

Buck ScholzRegional Business Director,

Northeast609-897-3536

Stan DuschenneRegional Business Director,

Central972-819-1827

Susan WhiteheadRegional Business Director,

Southeast609-897-2107

Victor SalcidoAssociate Director, Sales

Operations

Mike CorinthosDirector,

Business Oncology, Immunoscience Planning &

Business Alliance

Semplex Oncology Sales Headcount 312

VP Sales Oncology 1Oncology Immuno-Science,Planning & Bus. Alliance 5Sales Ops. 5

Total North East Region 76Reg. Bus. Dir., East 1District Business Mgrs. North East 8

Buvel/Prestor (5)Viatrim (3)

Territory Mgrs. North East 66Buvel/Prestor (45)Viatrim (21)

Area Dev. Mgr. North 1

Total South East Region 76Reg. Bus. Dir., South East 1Dist Bus Mgrs. South East 8


Territory Mgrs. South East 67Buvel/Prestor (47)Viatrim (20)

Area Dev. Mgr. 0

Total Central Region 74Reg. Bus. Dir., Central 1Dist Bus Mgrs. Central 8


Territory Mgrs. Central 65Buvel/Prestor(46)Viatrim (19)

Area Dev. Mgr. 0

Total West Region 75Reg. Bus. Dir., West 1District Business Mgrs. West 8


Territory Mgrs. West 66Buvel/Prestor(48)Viatrim (18)

Area Dev. Mgr. 0

Gabriel DavidsonRegional Business Director,

West

* District Business Managers report to Regional Business Directors, and Territory Managers report to District Business Managers.

* Territory Manager is Semplex’s title for Sales Representative.

* At this time only, the North East region has an Area Development Manager, but they are currently looking to hire an Area Development Manager for each region. There is currently a realignment taking place and as a result of this new alignment, individuals who were formerly titled Field Development Manager have been converted to Business District Managers.

This is the newly aligned Semplex Oncology sales force, expected to take

effect on October 1, 2008.

Semplex PharmaceuticalsPharmland, USA

555-121-2000

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Sample Respondent Sample Respondent InterviewsInterviews

Regional Sales Director, West, MetabolismRegional Sales Director, West, Metabolism: :

She stated that they expect to lose people in the 4th quarter, She stated that they expect to lose people in the 4th quarter, "mostly through attrition", but she said that nothing is clear at this "mostly through attrition", but she said that nothing is clear at this point. She indicated that the Metabolism group has 30 Regional point. She indicated that the Metabolism group has 30 Regional Sales Directors and that the entire group is composed of about Sales Directors and that the entire group is composed of about 2,800 sales professionals. She says this reflects "the four sales 2,800 sales professionals. She says this reflects "the four sales forces, plus specialty and institutional". She says that she has 8 forces, plus specialty and institutional". She says that she has 8 District Managers and 75 Sales Representatives under her. 4 of District Managers and 75 Sales Representatives under her. 4 of her managers are exclusively diabetes and detail only Insultex and her managers are exclusively diabetes and detail only Insultex and Peroxl. Her other four managers are "50-50 Insultex and Buvel Peroxl. Her other four managers are "50-50 Insultex and Buvel CR". Prior to Buvel, they had Prestor (which she said "may be CR". Prior to Buvel, they had Prestor (which she said "may be coming back again"). She called Buvel CR an "oddball". She also coming back again"). She called Buvel CR an "oddball". She also mentioned she has 7 OBS (Office Based Specialty) representatives mentioned she has 7 OBS (Office Based Specialty) representatives reporting to her through 3 different District Managers. These reps reporting to her through 3 different District Managers. These reps call on specialists as well as internists that are "almost specialty". call on specialists as well as internists that are "almost specialty". She defines them as "a kind of strike force". She defines them as "a kind of strike force".

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Sample Respondent Sample Respondent Interviews (cont.)Interviews (cont.)

Sales RepresentativeSales Representative, , Semplex Consumer Pharmaceuticals:Semplex Consumer Pharmaceuticals:

She has been with Semplex Consumer for five months and is a She has been with Semplex Consumer for five months and is a Sales Representative. She calls upon Primary Care Physicians Sales Representative. She calls upon Primary Care Physicians and Pediatricians. She stated that she calls upon slightly more and Pediatricians. She stated that she calls upon slightly more Pediatricians than Primary Care, since she has more products Pediatricians than Primary Care, since she has more products for them. The priority of drugs in her bag are Minimac first and for them. The priority of drugs in her bag are Minimac first and Fuseleg second. Other products are less important, including Fuseleg second. Other products are less important, including "seasonal drugs", and are more "sample drops", these include "seasonal drugs", and are more "sample drops", these include Mazil, Children's Medicine, Generic Migraine, and a few others. Mazil, Children's Medicine, Generic Migraine, and a few others. She has a territory and a list of about 300 doctors that she She has a territory and a list of about 300 doctors that she needs to call on. This list is provided by Semplex. They have needs to call on. This list is provided by Semplex. They have no part-time Sales Representatives. She says that the no part-time Sales Representatives. She says that the contracted representatives, like herself, have a "fairly high contracted representatives, like herself, have a "fairly high turnover rate", because they work for Semplex for a year or turnover rate", because they work for Semplex for a year or more and then get better job offers.more and then get better job offers.

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Cost SummaryCost Summary

Recruitment ResearchRecruitment Research $55 per organizational box (name/title/contact $55 per organizational box (name/title/contact information)information)$50 per completed candidate interview$50 per completed candidate interview

Competitive Intelligence ResearchCompetitive Intelligence Research $55 per organizational box (name/title/reporting structure)$55 per organizational box (name/title/reporting structure)$45 per headcount information obtained$45 per headcount information obtained$50 per detailed interview where relevant data points are $50 per detailed interview where relevant data points are uncovereduncovered

- No cost for proposal generation- No cost for proposal generation- No hourly or contingency costs- No hourly or contingency costs- International rates and some exceptions can cause the - International rates and some exceptions can cause the

above costs to varyabove costs to vary

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What sets us apart?What sets us apart?

We produce candidates that are an exact match to your requirements. We can do this because we have the experience in developing strategies that work.

We have the best researchers and profilers in the business. This, combined with our Quality Control Process, provides the best results within our industry.

We have the experience. Our firm has been operating for more than 25 years and we have completed in excess of 16,000 projects.

We provide the best value. Our firm charges by the name and by the profile. You are in control of the budget and the deliverables.

We guarantee our results and are accountable to our clients. You are not invoiced until we have delivered a project, and you have ample time to test the veracity of our research results.

We are client centric. You, the client, can select the companies to be researched. While we have the resources to provide you with the entire spectrum of companies to be targeted, we want your input first on companies you consider crucial to the research.

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Process and GuaranteesProcess and Guarantees

Review project requirements and discuss competitive landscape with clientGenerate written proposal of work criteria, including budget parametersProject initiated with signed proposalInvoice payment at 30 days, ensuring time to verify validity of dataThe accuracy of all work is guaranteed

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General InformationGeneral Information

We do not research “trade secrets” or We do not research “trade secrets” or government projects classified as “secret” government projects classified as “secret”

We resolutely maintain the confidentiality of We resolutely maintain the confidentiality of our clients and do not reveal names of these our clients and do not reveal names of these clients without their permissionclients without their permission

All work is custom and current, up until the All work is custom and current, up until the week of project deliveryweek of project delivery

Our fees are based on actual information Our fees are based on actual information providedprovided

We are members of SCIP, Competia, EMA, We are members of SCIP, Competia, EMA, and AIIP and uphold the ethics governing and AIIP and uphold the ethics governing those organizationsthose organizations

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Contact InformationContact Information

RW Stearns Inc.One Market St, Steuart Tower Suite 1050San Francisco, CA 94105www.rwstearns.com

Phone: 415-593-1000Jeff Chamberlain: x103 / [email protected]