AQUILO CONSULTING
We are an international management consultancy firm specialized in developing and implementing growth strategies for private healthcare companies and public healthcare organizations. Bringing to life practical solutions, we help our customers grow the quality, efficiency and profitability of their businesses – to create more and better healthcare.
FIVE WAYS WE GROW HEALTHCARE
5 WAYS WE GROW HEALTHCARE
We help you transform your business model – building and implementing service platforms that grow sales. We identify what your customers need most, then we help you through the transformation required so you can provide services that deliver it. We call it customized services. Today, profit margins are increasingly challenged, healthcare companies therefore need to adapt their business models. We have strong evidence that service-based sales can dramatically grow sales in this increasingly difficult business climate. To take advantage of this opportunity, we help you build the next generation of service platforms.
CUSTOMIZED SERVICES
We help you transform your business model – building and implementing service platforms that grow sales. We identify what your customers need most, then we help you through the transformation required so you can provide services that deliver it. We call it customized services. Today, profit margins are increasingly challenged. Healthcare companies need to adapt their business models. We have strong evidence that service-based sales can dramatically grow sales in this increasingly difficult business climate. To take advantage of this opportunity, we help you build the next generation of service platforms.
OPERATIONAL EXCELLENCE
We help you improve the performance of your business. After exploring your most important operational challenges, we develop and implement practical strategies solving your challenges. The outcome is higher efficiency in operations, better quality in care and greater profitability for your business. Every healthcare business has its unique challenges. But at a time when competition is increasing and budgets are under pressure, many healthcare companies are striving to create more and better healthcare. We help you achieve operational excellence as the cornerstone to grow your business.
HEATHCARE POLICY EFFECTIVENESS
We develop and implement disease prevention and mitigation strategies that improve health – while boosting economic outcomes. For governments, healthcare insurance companies and healthcare institutions, disease prevention, early treatment and effective treatment offer enormous cost-saving potential. Prevention is more effective and cost-efficient than treatment. It is cheaper to treat early in a decay state than later, due to the development of co-morbidities. There is also enormous cost-saving potential from determining the most effective intervention and implementing such treatments.
MARKET COMMERCIALISATION
We help you grow sales by bringing your ideas and products to market. We develop and implement innovative, effective sales and marketing strategies, and provide interim sales and marketing support, to help you increase market share, enter new markets, or establish a new market. To maximize the opportunity for success, markets must be understood and examined, and product features and benefits mapped and communicated to specific customer needs. We develop a commercialization plan that maximizes your growth potential and minimizes risk and expense.
MERGERS AND ACQUISITIONS
We help you to identify which M&A targets best match your investment strategy. Based on a thorough understanding of your investment criteria, we scour the market to help you identify and validate the best M&A targets. We then help you develop and implement a solid M&A strategy that will grow the new business best. There are many potential M&A opportunities. Navigating the M&A jungle requires deep-rooted insight into the healthcare market to understand its trends and dynamics. With our global network and specialist healthcare expertise, we provide you with the knowledge necessary to meet your goals and growth targets.
WE BRING PRACTICAL SOLUTIONS TO LIFE
Creating solutions is one thing – making them work is another. We are dedicated to bringing simple, practical solutions to life, guided by our seven working principals. It’s how we help grow healthcare.
“It is like walking a tightrope from one mountaintop to the next. It’s a simple concept. But only a few can do it.”
Director, EMEA, Covidien, Lars Alling
WE BRING PRACTICAL SOLUTIONS TO LIFE
Creating solutions is one thing – making them work is another. We are dedicated to bringing simple, practical solutions to life, guided by our seven working principals. It’s how we help grow healthcare.
“It is like walking a tightrope from one mountaintop to the next. It’s a simple concept. But only a few can do it.”
Director, EMEA, Covidien, Lars Alling
OUR SEVEN WORKING PRINCIPLES
Our seven working principles are the key to bringing our strategies to life – and enabling significant growth. Our work includes all aspects of consultancy – from explorative research to analysis to strategy formulation and hands-on implementation.
Applying our seven working principles, we solve clients’ challenges through a well-proven methodology. Our confidence in these principles is based on a proven track record of helping healthcare companies doubling their market share in mature markets.
OUR 7 WORKING PRINCIPLES
Our seven working principles are the key to bringing our strategies to life – and enabling significant growth. Our work includes all aspects of consultancy – from explorative research to analysis to strategy formulation and hands-on implementation. Applying our seven working principles, we solve clients’ challenges through a well-proven methodology. Our confidence in these principles is based on a proven track record of helping healthcare companies doubling their market share in mature markets.
Our own professionalism and experience in healthcare is the foundation of our ability to create sustainable solutions. Our consultants have hands-on experience working in the healthcare industry and with healthcare businesses and organizations. Without exception, all of us have backgrounds either as health professionals or business professionals in the healthcare industry. This experience, together with keen analytical and problem-solving skills, enables us to understand the challenges our clients face and create solutions that make a difference.
We work in close cooperation with everyone affected by the challenge at hand – our clients and their local teams, their customers and patients. Only by involving everyone affected and their knowledge can we gain the insights and local ownership necessary to develop and implement solutions that work in the long run.
We have developed a special exploratory interview technique to get to the heart of our clients’ challenges. We aim to reveal and explore all the essential, but often hidden and unrealized knowledge. This is key to discovering, understanding and solving the root causes of the challenges and to ensuring the right solution.
We don’t accept standard answers to individual challenges. We start every project with a specific exploration to identify specific needs, so we can develop a solution tailored to your needs, budgets and ambitions.
Challenges may be complex, but the right solutions to create value and deliver growth are always simple. Across all phases of the project process, we cut to the bone. From exploration to analysis, strategy and implementation, we deliver short, precise, useful solutions – not long, overly complex reports. Core knowledge is simple when understood and so is the best solution.
We don’t just suggest different potential solutions for you to choose between. Your challenge deserves more than that. Based on our understanding of your situation, we offer our professional opinion. We prioritize the alternatives – making clear, actionable recommendations of which way to go designed to create sustainable value.
Sustainable value is derived from real-life actions, not action plans. To ensure the right result, we work with you – hands-on and side-by-side – to implement our recommended solutions. We are committed to ensuring they work in practice, knowing that this is how true value is generated.
INDUSTRY EXPERIENCE
THE RIGHT FOUNDATION FOR THE RIGHT SOLUTIONS
Our own professionalism and experience in healthcare is the foundation of our ability to create sustainable solutions. Our consultants have hands-on experience working in the healthcare industry and with healthcare businesses and organizations. Without exception, all of us have backgrounds either as health professionals or business professionals in the healthcare industry. This experience, together with keen analytical and problem-solving skills, enables us to understand the challenges our clients face and create solutions that make a difference.
CLOSE PARTNERSHIP
MEETING YOUR CHALLENGES TOGETHER
We work in close cooperation with everyone affected by the challenge at hand – our clients and their local teams, their customers and patients. Only by involving everyone affected and their knowledge can we gain the insights and local ownership necessary to develop and implement solutions that work in the long run.
IN DEPTH EXPLORATION
THE KEY TO THE ROOT CAUSE
We have developed a special exploratory interview technique to get to the heart of our clients’ challenges. We aim to reveal and explore all the essential, but often hidden and unrealized knowledge. This is key to discovering, understanding and solving the root causes of the challenges and to ensuring the right solution.
TAILORMADE SOLUTIONS
THE BEST SOLUTION TO THE RIGHT PROBLEM
We don’t accept standard answers to individual challenges. We start every project with a specific exploration to identify specific needs, so we can develop a solution tailored to your needs, budgets and ambitions.
SIMPLE SOLUTIONS
THE BEST SOLUTION IS ALWAYS SIMPLE
Challenges may be complex, but the right solutions to create value and deliver growth are always simple. Across all phases of the project process, we cut to the bone. From exploration to analysis, strategy and implementation, we deliver short, precise, useful solutions – not long, overly complex reports. Core knowledge is simple when understood and so is the best solution.
CLEAR ADVICE
FOR A CLEAR DIRECTION
We don’t just suggest different potential solutions for you to choose between. Your challenge deserves more than that. Based on our understanding of your situation, we offer our professional opinion. We prioritize the alternatives – making clear, actionable recommendations of which way to go designed to create sustainable value.
HANDS-ON IMPLEMENTATION
TO BRING YOUR SOLUTION TO LIFE
Sustainable value is derived from real-life actions, not action plans. To ensure the right result, we work with you – hands-on and side-by-side – to implement our recommended solutions. We are committed to ensuring they work in practice, knowing that this is how true value is generated.
WE WORK ALL OVER THE WORLD
Our clients are predominantly global medical device and pharmaceutical companies, hospitals and other healthcare providers, governments and public health institutions and also private equity firms and insurance companies engaged in the healthcare sector – located all over the world.
WE WORK ALL OVER THE WORLD
Our clients are predominantly global medical device and pharmaceutical companies, hospitals and other healthcare providers, governments and public health institutions and also private equity firms and insurance companies engaged in the healthcare sector – located all over the world.
WHAT OUR CUSTOMERS SAY
CASE STORIES
Find out how we have helped our customers – see a snapshot of some of our cases below.
THE CLIENT CHALLENGE
Top-10 medical device company serving hospitals and clinics was unable to increase market share significantly.
THE AQUILO SOLUTION
Through interviews and analysis, we identified key challenges within three main areas; operational efficiency, patient recruitment, and profitability. We recommended adopting a service-driven business model involving bespoke services tailored to each client. The client achieved a highly differentiated offering with added advantage from service offerings, with market share increasing from 27% to 62% in 1 year.
THE CLIENT CHALLENGE
A large public hospital needed to reduce waiting lists.
THE AQUILO SOLUTION
Through extensive clinical analysis, we identified optimisation areas within pre- peri- and post operative processes. We developed and implemented strategies and actions to improve operational efficiency. This lead to a 62% reduction in post-op length of stay and 24% less time spent in the operating room, which doubled annual procedure numbers from 600 to 1,200.
THE CLIENT CHALLENGE
After years of intensive product development, a life science start-up company was ready to commercialise a fully developed product.
THE AQUILO SOLUTION
We developed a full commercial plan to bring the product to market based on identifying, mapping and profiling Key Opinion Leaders. The client gained a highly targeted list of Key Opinion Leaders to be engaged to endorse, support and promote the product.
THE CLIENT CHALLENGE
A particular disease was significantly affecting a nation’s economy.
THE AQUILO SOLUTION
Research into the disease area was conducted and reported to key stakeholders within the government. The benefits of tackling the disease area were clearly described with recommendations made to reshape the reimbursement criteria for surgical treatment. The new reimbursement structure would give more people access to treatment – leading to a healthier population.
THE CLIENT CHALLENGE
An international Private Equity Firm controlling 5.8 billion Euro was seeking M&A targets for a medical device company. The firm wanted to identify matches with high-yield synergies and excellent divesting potential.
THE AQUILO SOLUTION
The market was screened according to predefined criteria, and a shortlist of prospective targets was identified for further analysis together with a preliminary qualitative commentary. Each target was described according to a structured approach: key financials, description of products and services, unique selling points, and competitor analysis, as well as assessment of market attractiveness and risk. From a starting point of over 300 companies, 48 targets were identified with high M&A potential.
WE WORK IN SPECIALIZED TEAMS
Our teams always consist of senior professionals who have worked in a variety of roles for some of the world’s leading healthcare organizations, either as healthcare professionals or as business professionals. They have experienced first-hand the realities of growing healthcare businesses and understanding stakeholder needs. It takes experienced specialists to truly unravel today’s healthcare challenges.
For your project, we put together a team based on individual strengths and specialties that will deliver to your specific needs and goals.
A team will typically consist of:
- an Aquilo partner
- a senior consultant
- a subject matter expert
- a business consultant
- a business analyst
They all have extensive healthcare experience both as healthcare consultants and as former health professionals or business professionals in the healthcare industry.
MEET SOME MEMBERS OF THE AQUILO TEAM
MANAGING PARTNER
KLAUS K. ANDERSEN
MEDICAL DIRECTOR & SUBJECT MATTER EXPERT
PETER FUNCH-JENSEN
SENIOR BUSINESS CONSULTANT
HANS CHRISTIAN JØRGENSEN
MSc Business Administration
ASSOCIATE PARTNER
CHRISTIAN JØRGENSEN
ASSCOCIATE PARTNER
MAARTEN VAN DER LINDEN
Maarten has 25 years' International experience managing commercial processes in leading Global Healthcare Companies. Maarten has substantial knowledge in successfully bringing new products, services and technologies to commercialization in different markets. His experience ranges from working with Pharmaceutical Products at different life-cycle stages in Global Companies like Merck&Co to leading medical device organizations like; Dako, Agilent Technologies and Abbott Laboratories. International experience in Healthcare Business Consulting, helping Technology Start Ups with Product Launch Excellence, Stakeholder Management, Strategy Development and Commercial Leadership. Maarten holds an Executive MBA from Henley Business School, The UK.
BUSINESS ANALYST
FRANZ XAVER SITTL
Prior to joining Aquilo, Franz proved his financial analysis skills within the Counterparty Risk Management Department of UniCredit AG. As part of Deloitte´s Transaction Advisory Team, he worked with a range of due diligence processes. Franz holds a M.Sc. degree in Finance and Investments from Copenhagen Business School.
CHAIRMAN, BOARD OF DIRECTORS
JESPER ELSGAARD
MSc Strategy Organisation and Management
Jesper Elsgaard has extensive experience in strategic optimization, brand launching, Life Cycle Management strategies, and forecasting. Currently, he is Senior Director of Global Governmental Affairs at Bavarian Nordic A/S. Prior, Jesper has lead the North Europe Consulting team (Benelux, UK, France and Nordics) in IMS Consulting Group with success, and turned around the whole organization in terms of operational efficiency and client centricity. He has also worked as Global Marketing Director at Novo Nordisk where he was responsible for launching Levemir in 43 countries, and as a Management Consultant to McKinsey & Company where he participated in strategic and operational projects for top-10 companies in Denmark. Regarding his academic background, Jesper possesses a Master of Science degree in Strategy, Organization and Management from Copenhagen Business School, and has completed leadership programs at Harvard Business School, IMD International Business School and Ashridge Management School.
ASSOCIATE PARTNER
KARIN VERLAND
ASSOCIATE PARTNER
CLAUS BERNER
VICE CHAIRMAN, BOARD OF DIRECTORS
SØREN B. ANDERSEN
MSc Finance
Søren Andersen works at William Demant Copenhagen, a listed global hearing healthcare leader, where he currently holds a position as Vice President of Investor Relations. Besides working closely with key stakeholders in the stockmarket, Søren has obtained considerable in-depth experience in a wide variety of disciplines such as M&A, business development and strategy. Working closely with the Executive Board and the Board of Directors Søren has deep insight into the dynamics in managing a global healthcare business. Prior to William Demant, Søren worked five years in consulting including several positions at Accenture. Søren holds a M.Sc. in Finance from Copenhagen Business School and ESADE in Barcelona and is member of the Board and Audit Committee in Jeudan.
ASSCOCIATE PARTNER
THOMAS TSCHERNING
Thomas has extensive experience from product development within public & private healthcare organisations and life sciences (biologicals) & medtech companies. Thomas raised the first seed and follow-on capital for Genmab A/S, Zealand Pharma A/S, CMC Biologicals A/S, TopoTarget A/S and Zymenex A/S until their IPO or asset sale - collectively going from a market cap of zero in 1998 to currently more than EUR10b, +500 employees and +5 medicines approved for the treatment of several unmet medical needs. MD, MBA from Denmark and certified Regulatory Affairs consultant from Johns Hopkins University & RAPS, USA.
ASSOCIATE PARTNER
ERIK TROCK-JANSEN
BUSINESS CONSULTANT
DEREK J. LIGHT
Derek Light has a broad background in international management consulting, with over 10 years of experience in healthcare, innovation, and public policy consulting. Derek applies up-to-date approaches in programme evaluation and business process redesign combined with experience in strategic planning and evidence-based practice. His experience ranges from project delivery for local hospitals and regional health authorities in Canada and the Nordic countries, to evaluation and impact assessment services for the European Commission, national governments, and international organisations. Derek holds a Master’s degree in political science Dalhousie University, with a focus on public administration.
HOW TO FIND US
From our base in Copenhagen, we serve clients around the world:
Aquilo Consulting
Bredgade 49
DK-1260 Copenhagen
Tel: +45 70 20 08 15
Email: contact@aquiloconsulting.com
Aquilo Consulting
CONTACT US
© Aquilo Consulting, Bredgade 49, DK-1260 Copenhagen, Denmark. +45 70 20 08 15. contact@aquiloconsulting.com. All rights reserved.