Pharmaceutical Industry

CASE STUDY

Advising a Gulf-Based Pharmaceutical Company on Africa expansion and Partner Identification

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A leading Middle Eastern, government-owned generic pharmaceutical manufacturer sought an advisory partner to support their expansion into Sub-Saharan Africa. During the first phase of the engagement, Botho conducted extensive primary and secondary research to shortlist five high-potential markets in East and West Africa based on specific criteria jointly defined by Botho and the client. This entailed both a detailed macro-economic assessment, as well as industry-specific deep dives.

The second phase involved identifying ten potential distribution partners — two from each of the five selected markets — and evaluating them based on their activities, reputation, financial strength, and position relative to competitors. Company-level due diligence was simultaneously accompanied by ongoing market research and intelligence.

In the third and final phase, Botho helped the client secure two distribution partnerships, thus paving the way for them to distribute their existing portfolio of products in select Sub-Saharan African markets for the first time.