1 nem Australasia Pty Ltd ©

E: medical@nem.net.au i www.nem.net.au/medical

q: 1300 857 636

Medical, Health & Pharmaceutical

MEDICAL, HEALTH & PHARMACEUTICAL

nem is one of Australasia’s largest boutique business consultancy firms, which is

able to draw on the significant skills and experience of over 45 Partners across

Australia, New Zealand, Pacific and Asia. All Partners are long-term contributors

in their fields of expertise, having owned or operated within significant and

sophisticated public and private businesses.

Since its inception in 2001, nem Partners have worked exclusively with referrers

and trusted advisors to businesses across Australia and New Zealand. We are now

expanding our partnership to extend our reach throughout the Asia Pacific region.

At the core of the firm’s approach to assisting businesses is our unique intellectual

property, our focus on value enhancement, the wealth of skills and experience of

our Partners, their networks and the ecosystem of trusted third parties.

2 nem Australasia Pty Ltd ©

E: medical@nem.net.au i www.nem.net.au/medical

q: 1300 857 636

Medical, Health & Pharmaceutical

Why

• We thrive on helping stakeholders to maximise their investment returns – both quantitative and

qualitative – in the Medical, Health and Pharmaceutical market.

How

• Direct Experience – We have over 100 years’ of direct industry experience including all aspects

of operations, sales, marketing, business development, finance, regulatory, compliance and asset

management;

• Specialist Skills – In addition, we can draw upon specialist skills of experienced individuals in

functional areas of accounting and finance, sales and marketing, human resources, engineering,

supply chain, corporate governance and strategy across a broad range of industries such as retail,

transport and logistics, manufacturing, information technology and professional services;

• Relationships – We have developed working relationships with key industry stakeholders and

experts, including investors and developers, financiers, lawyers and operators; and

• Market Knowledge – We have an intimate understanding of the economics of the industry in

Australasia and extensive global experience.

3 nem Australasia Pty Ltd ©

E: medical@nem.net.au i www.nem.net.au/medical

q: 1300 857 636

Medical, Health & Pharmaceutical

Market channels

• Grocery

• Retail Pharmacy

• Primary Care (GP and Clinics)

• Secondary Care (Specialist and Day

Surgery)

• Private and Public Hospitals

• Acute Care and Teaching Hospitals

• Regional and Remote Hospitals

• Third Party Distributors.

Experienced partner group covering

• Strategy development and implementation

• Commercial operations

• Sales, marketing and business development

• Legal, finance and tax

• Compliance (statutory, regulatory, quality,

code of conduct)

• Regulatory and government affairs

• Supply chain and manufacturing

• Procurement and tender processes

• Medical equipment asset management.

Products

• Patent protected pharmaceuticals

• Generic pharmaceuticals (including

Biosimilars)

• Medical devices and equipment

• Medical consumables

• Life sciences.

Therapy/Care areas

• Oncology

• Diabetes

• Cardiology

• Rheumatology

• Allergy

• Central Nervous System (CNS)

• Anaesthesia

• Multiple Sclerosis (MS)

• Motor Neurone Disease (MND)

• Anti-infectives

• Urology

• Intensive Care

• Wound care

• Medication and drug delivery

• Sharps management and infection control

• Radiology

• Nuclear Medicine.

The healthcare team comprises an experienced partner group with demonstrated success across key

healthcare sectors and the ability to leverage the extensive skills and experience of the wider nem

Australasia group of Partners.

Areas of knowledge include:

4 nem Australasia Pty Ltd ©

E: medical@nem.net.au i www.nem.net.au/medical

q: 1300 857 636

Medical, Health & Pharmaceutical

Services at a glance

Establishing a Local or International Business – New Market/New Product

Market entry Review plans and aspirations of an international company to enter the ANZ

market or an ANZ company looking to enter an international Market.

Feasibility studies

& business case

modeling

Modeling of business cases and feasibility reviews of new markets or

products to consider barriers to entry, potential business structure,

capabilities and requirements.

Market review Review the existing market for new products or a new market for existing

products and identify barriers to entry and business requirements.

Competitive analysis Review competitors’ offering and establish competitive requirements and

environment.

Business entity setup

and requirements

Assist in establishing the new business entity;

• Determine and assist with tax, secretarial and regulatory approval

requirements,

• Assist the identification of an appropriate business location/s.

Go to Market strategy Identify and recommend the optimal go to market strategy for the new

market or product.

Recruitment &

operating structure

Assist in identification of roles and recruitment and induction of appropriate

candidates and the optimum organisational structure for the stage of

development of the business.

Product launch Assist in developing and implementing new product or market entry launch

programs.

Interim Solutions

Projects and interim

roles

The Partner group has the ability to assist with resources at short notice to

support key positions and projects.

5 nem Australasia Pty Ltd ©

E: medical@nem.net.au i www.nem.net.au/medical

q: 1300 857 636

Medical, Health & Pharmaceutical

Services at a glance

Strategic Growth & Business Performance Improvement

Operational

review

Review existing operations and business performance in some or all of

the following areas: operations; cost structure; gap analysis; opportunity

assessment; benchmarking; people and capability; supply chain

effectiveness.

Market review &

analysis

Review existing and desired performance and capability in some or all of the

following areas: sales & marketing; competitive advantage; product viability;

opportunity assessment; go to market strategy; benchmarking; customer and

technical service, and; support capability.

Strategy review Review current strategies and identify alignment, implementation and

performance issues.

Strategy development • Assistance to develop or modify existing strategy,

• Strategy implementation and monitoring.

Technical capabilities Review and advise on;

• Technical and clinical capabilities appropriate for the support of customer

requirements,

• Optimum organisation structure for the technical and clinical support

functions,

• Development of service and support agreements.

Competitor analysis Review and compare competitors, review and identification of competitive

advantage and assistance in devising and implementing new or modified

competition strategies.

Tender systems &

strategies

• Review of pre and post tender strategies,

• Review of recent tender submissions, develop formal pre and post tender

strategies and an action plan for implementation.

Sales force

effectiveness

• Assess sales force performance & capability,

• Coaching in sales management, key account management & strategic

selling,

• Assist with the selection, configuration and implementation of sales and

CRM tools.

Information systems

review

Systems development for relevant and timely management information such

as;

• Sales analysis by product/customer group,

• Margin analysis by customer/product group

6 nem Australasia Pty Ltd ©

E: medical@nem.net.au i www.nem.net.au/medical

q: 1300 857 636

Medical, Health & Pharmaceutical

Services at a glance

Governance

Review and advise Review existing governance systems and provide recommendations

for improvement or development of new systems and assistance with

implementation.

Board skills and map

current & required

competencies

One-off or ongoing board skills review and mapping of current and required

competencies aligned with the business stage and strategy.

Advisory Board,

Board of Management

or Committee of

Management

Assistance with defining, funding and selecting independent specialists and

ongoing Board of Management, Committee of Management or Advisory

Board with relevant industry experience.

Board reporting and

ongoing requirements

Assistance to set up or review board reports for financial, operational

and business strategy performance and progress. Further assistance can

be provided to produce the monthly board report package by qualified

individual/s independent of the business.

Investment Analysis

M&A and investment Development and review of acquisition or investment proposals to identify

synergy, strategy alignment and capability of both acquirer and target

investment.

Target Product and

Market feasibility

Comprehensive assessment of target product and market feasibility and

development of a post-acquisition/investment integration strategy.

Due Diligence Comprehensive financial, operational and product due diligence process.

Competitive and

Market analysis

Comprehensive competitor, competitive advantage and market analysis

using our cama™ program.

7 nem Australasia Pty Ltd ©

E: medical@nem.net.au i www.nem.net.au/medical

q: 1300 857 636

Medical, Health & Pharmaceutical

Lead Partner - Melbourne

Colin Hannah

Qualifications: Bachelor of Education, Certificate in Education,

GAICD

Professional Memberships: Australian Institute of Company

Directors

Colin joined nem in 2015 to lead the firm’s Healthcare and Pharmaceutical advisory sector. With over

30 years of extensive high level corporate experience leading the operations of a number of Global

Healthcare Corporations based in Australia, New Zealand and the United Kingdom, Colin is ideally placed

to drive the development and application of the firm’s unique approach and capabilities in this sector.

Having built his leadership skills off a highly successful business development, sales and marketing

career he has consistently delivered best in class performance from a local and global perspective

across all major therapeutic sectors, notable Oncology, Cardiology, Diabetes, Allergy, Mental Health and

Reumatology and through all customer channels be it Grocery, OTC, Primary and secondary care.

Colin has been a key member of many Global Task Forces around global product launch and commercial

initiatives and has led organisations through periods of major challenges, restructures and changes.

Prior to being repatriated to Australia in 2002, he led several initiatives that resulted in industry

recognition winning peer reviewed ‘Brand Revitalisation’ awards and built an organization that achieved

the most successful product launch in UK pharmaceutical history.

On arrival in Australia as the MD for Aventis, he restructured commercial operations and became the

fastest growing organization in the top 10 Pharmaceutical companies despite having no new product

launches. Appointed at the Sanofi Aventis merger he led the integration, change management process

and relocation of the business.

Colin returned to the UK to head up Innovex UK, part of Quintiles Transnational, the leading healthcare

services outsourcing specialists, before being appointed VP Commercial Operations ANZ for Hospira, the

world leading injectable pharmaceutical supplier.

Colin served as a board member for all the major industry associations, Medicines Australia, GMIA-Generic

Medicines Industry Association and the Medical Technology Association of Australia and as a member of

peak industry and government bodies.

As a partner at nem, Colin relishes the opportunity to leverage his experience and work with people,

teams and organisations to realise their aspirations.

8 nem Australasia Pty Ltd ©

E: medical@nem.net.au i www.nem.net.au/medical

q: 1300 857 636

Medical, Health & Pharmaceutical

Lead Partner - Perth

Stuart Diggins

Qualifications: MBA (Exec), Certificate in Marketing

Stuart has over 32 years experience in the health and IT industries after starting his professional career in

1978 as research officer for a Western Australian member of the House of Representatives and assisting

electors with myriad matters.

After 5 years Stuart sought commercial experience in a sales role in the IT industry. His work included

significant sales in the private and government sectors and he became WA State Manager in 1986.

Stuart later joined Australian owned Remington as a major systems sales specialist and then sales

manager of a specialised IT focused division. US-based Pitney Bowes acquired Remington and Stuart

transferred to Sydney as National Business Manager of a start up division, again IT related. This involved

software development, systems integration, strategic plan development and implementation to product

launch.

Stuart remained with Pitney Bowes’ Australian head office for 7 years as National Business Manager,

Technical Service and National Marketing and Sales Support Manager. He supported operations across

Australia, managed multi-million dollar third Party support contracts, performed due diligence on major

technical service business acquisitions and worked on national product launches. During this period Stuart

completed his MBA (Exec) at the AGSM, UNSW.

Returning to Perth, Stuart managed the commercialisation of the Department of Health’s state-wide

Biomedical Engineering service (BME). With a highly skilled technical workforce delivering medical

equipment maintenance to all areas of WA, he led many tender processes to procure high value medical

equipment for public hospitals.

From 2006, Stuart managed external reporting of the Department of Health, including developing,

measuring and reporting KPIs. From 2013, Stuart was Acting Director of the Department’s Office of Safety

and Quality in Healthcare, then Workstream Lead, Advocacy and Governance

Stuart joined nem Australasia in 2016 as a Partner, keen to use his accumulated experience to help

Australian businesses achieve their potential.

9 nem Australasia Pty Ltd ©

E: medical@nem.net.au i www.nem.net.au/medical

q: 1300 857 636

Medical, Health & Pharmaceutical

Lead Partner - Sydney

Michael Neville

Qualifications: Electrical Technology, MBA, MAICD, Company

Direction

Professional Memberships: Australian Institute of Company

Directors

Michael Neville joined nem in October 2015 as the lead partner for the firm’s medical device and technical

services capability.

Having commenced an electrical career with Otis Elevator Co. he moved to Woodward Inc. a leader in

engine systems for power generation and process control applications. At Woodward, Michael’s focus over

a 14-year tenure was on developing the field and technical services, application engineering and business

development capabilities.

In 1995, he joined Mannesman Dematic, a global leader of warehousing and supply chain solutions where

he moved the services division from loss making to a profit contributor. This was achieved quickly by

developing and implementing advanced service and support systems, processes and new service product

innovation.

On completion of an MBA Michael moved into the healthcare sector where he held senior technical

services and commercial management roles over a 12 year period in the areas of Anaesthesia and patient

monitoring systems, injection and IV medication delivery devices, advanced and conventional wound

care consumables. These roles were with leading multinational and ASX listed medical device companies

including Datex-Ohmeda/GE Healthcare, Becton Dickinson, Tuta Healthcare and Mölnlycke Healthcare.

Through these roles, Michael was successful in driving service delivery improvement; sales team

effectiveness and operational performance resulting in sustainable profitable business growth across

Australia and New Zealand.

Michael then worked on several projects developing investment proposals in the medical and construction

sectors and providing business analysis services for two dairy producers and GrainCorp businesses in New

Zealand.

Michael brings extensive commercial and subject matter expertise in medical devices and technical

services, to nem’s advisory team across the healthcare and Industrial sectors.

10 nem Australasia Pty Ltd ©

E: medical@nem.net.au i www.nem.net.au/medical

q: 1300 857 636

Medical, Health & Pharmaceutical

Lead Partner - Sydney

Bryan Meldrum

Qualifications: FCA (Ireland), CA (Australia), Graduate Diploma -

Financial Accounting, BSc (Hons)

Professional Memberships: Institute of Chartered Accountants

Bryan trained and qualified as a Chartered Accountant with an international firm, gaining experience in

the UK, Australia and New Zealand. This was followed by various senior financial and operational roles in

global blue-chip organisations, principally in the Healthcare sector:

• Pharmacia Australia – senior Finance role, with responsibility as commercial advisor to the Pharma

division, and key leader of the integration with The Upjohn Company, following the worldwide

merger.

• Amersham – Leadership position as head of finance and operations (Logistics & warehouse,

customer service, IT, HR); key role in M&A activity (identifying potential acquisition targets,

preparing the business case), integration of financial & commercial operations following

acquisition by GE Healthcare.

• GE Healthcare – Business Development Manager, Asia-Pacific (analysed growth options for AP

region, set strategic objectives and executed plans for growth into new markets).

• GE Healthcare – Country manager, SE Asia – managed all commercial operations in 6 countries,

commenced business in a new market, coordinated all support functions into the market (RA, QA,

supply chain, marketing, Pharmacovigilence, legal & compliance); restructured the business model

in 2 markets, streamlined supply chain, implemented KPI framework for 3rd party distributors.

Experience in Healthcare extends to both Pharma products and medical devices.

11 nem Australasia Pty Ltd ©

E: medical@nem.net.au i www.nem.net.au/medical

q: 1300 857 636

Medical, Health & Pharmaceutical

Colin Hannah

Lead Partner

Mobile: +61 450 527 586

Email: channah@nem.net.au

Colin Hannah

Lead Partner

Mobile: +61 450 527 586

Email: channah@nem.net.au

Bryan Meldrum

Lead Partner

Mobile: +61 449 950 086

Email: bmeldrum@nem.net.au

Michael Neville

Lead Partner

Mobile: +61 410 119 084

Email: mneville@nem.net.au

Stuart Diggins

Lead Partner

Mobile: +61 409 115 855

Email: sdiggins@nem.net.au

Medical, Health & Pharmaceutical

Melbourne | Sydney | Brisbane | Perth | Adelaide | Wellington | Singapore