Distributor matchmaking for an injectable joint-care product in Germany

The brief

• Identify distributors with therapeutic focus and portfolio fit for an injectable joint-care product in Germany.
• Profile each candidate on products carried, focus areas, national and regional reach, and sales contacts.
• Build the business case and positioning needed to approach priority partners.
• Secure distributor interest and hand over a warm pipeline for client-led negotiation.

The problem

No German partner pipeline for a specialised injectable, and no business case or outreach material to open credible conversations

Our approach

Step 1 identification and profiling of candidate distributors, followed by Step 2 business case development

• Screened the German market and shortlisted 11 distributors across orthopaedics, rehab, and specialty pharma.
• Profiled each on portfolio, infrastructure, clinical footprint, coverage, and synergy with the client's product.
• Developed the value proposition, pitch materials, and stakeholder map for prioritised targets.
• Ran structured outreach and qualified responses through to partnership interest.

Key outcomes

An interested distributor identified by the end of Step 2, allowing the client to take negotiations forward in-house

• Delivered a shortlist of 11 vetted German distributors with named sales contacts.
• Equipped the client with a partner-ready business case and outreach framework.
• Identified an interested distributor by the end of Step 2, well ahead of formal engagement.
• Client took Step 3 negotiations in-house, moving straight into commercial discussions.