FAQs

What is TGaS All About?

Q: What does TGaS Advisors do?

A: TGaS is a benchmarking and advisory services firm for pharmaceutical and biotech commercial operations, focusing on Commercial Operations leadership, Market Access, Marketing, & Sales. TGaS offers access to industry experts and a broad network of professional colleagues; fact-based answers to the question, "How do other pharmaceutical companies do 'it'?"®; and practical, actionable advice for achieving operational excellence.

The TGaS client roster includes the majority of the top 50 pharmaceutical companies and a growing number of biotechs.

In 2015 TGaS introduced the Emerging Life Sciences Network (elsN) to offer peer support, data and sights to emerging and pre-commercial companies. The company also launched TGaS Insights, a report service designed to give readers insights and actionable recommendations on a range of commercial issues.

TGaS Vendor Insights, an online vendor management solution for commercial leaders was launched in 2016. This service covers vendors serving the entire commercial spectrum of service providers, with access to a deep repository of searchable vendor profiles.

Q: What is benchmarking?

A: Benchmarking is a powerful management tool that allows companies to evaluate various aspects of their businesses to identify problems and opportunities for achieving leading edge practices and better business results. The premise for benchmarking is to create viable, forward-looking goals and strategy based on where the company, its peers and its competitors stand. It is an essential component of a balanced scorecard, strategic goal setting and continuous improvement.

Q: How does benchmarking help business performance?

A: Benchmarking has several advantages. First, it exposes companies to new methods, ideas and tools that they might not otherwise have encountered. It helps business managers overcome doubts about adopting new practices. By demonstrating the effectiveness of approaches used by their peers, it helps reduce resistance to change. Finally, benchmarking counteracts entrenched corporate cultures that rely heavily on "tried and true" methods or are burdened by internal mythology about what works or what is possible. TGaS benchmarks help leaders discern fact from fiction. 

Our approaches:

- Enhance and expand strategic perspective
- Provide a consistent and rigorous approach for gap analysis
- Provide direction and rationale for organizational strategy, structure, process and sourcing alternatives
- Deliver reliable support for staffing and expenditures
- Shorten the learning curve
- Assess and help build alignment within functions as well as with organizational partners and stakeholders
- Ensure an "outside-in" perspective on organizational capabilities and priorities
- Deliver metrics for tracking performance and improvement
- Support business planning and business process mapping activities

Q: How does TGaS develop benchmarks?

A: TGaS develops benchmarks by gathering extensive information from its diverse set of pharmaceutical and biotech clients. The information used to establish benchmarks typically consists of hundreds of data elements collected and analyzed through Pharmastance®, the firm’s proprietary technology, and reflects a deep understanding of functional areas, activities, resourcing and roles. The process is comprehensive and consistent. TGaS' experienced (20+ years) professionals conduct in-depth data collection via in-person interviews and review of documents, process maps, budgets, deliverables and other information to obtain answers to questions about clients' operations.

TGaS systematically defines "what good looks like" with regard to strategy, key processes and operational capabilities, extent and nature of relationships to partner functions, output and metrics for assessing performance and continuous improvement activities.

Q: What does TGaS do with the information it obtains?

A: Using Pharmastance® analytics, TGaS aggregates the results to draw insights about various aspects of clients' operations. Benchmark findings are shared exclusively with the clients who contributed to the database. TGaS understands and ensures that the strictest confidentiality policies and practices are in place. Specific clients are never identified by name in the shared benchmark information. Similarly, nomenclature and organizational features unique to specific clients is omitted to preserve anonymity and confidentiality.

In order to bring this valuable information to a broader group of emerging pharma and biotech companies, TGaS launched TGI, Insights Reports, designed to give life sciences commercial leaders essential data and analysis to help them understand the changing landscape and make decisions with greater confidence.

Q: Does TGaS guide clients in how to improve performance?

A: Unlike traditional consulting companies, TGaS considers itself "implementation agnostic." The company believes its role is to provide objective, fact-based information that helps clients make the most informed and sound decisions possible. As business strategy consultants, TGaS provides actionable insights and recommendations based on the unbiased information from the TGaS database, as well as guidance from Management Advisors’ collective and extensive experience working in the industry. TGaS also makes available a range of Commercial Support services, including advisory and peer-to-peer support, organization alignment assessment and planning and business process mapping. These services support continuous improvement, development of new capabilities and business transformation needs.

Q: In what areas does TGaS offer benchmarks?

A: TGaS is constantly exploring new areas that respond to client needs. The firm currently provides operational benchmarking for Executive Commercial Operations, Market Access, Marketing and Sales.

Q: How often are benchmarks updated?

A: TGaS views its benchmarks as part of an ongoing continuous improvement process. The process is dynamic and meant to capture the changes that occur as companies evolve. A typical benchmark is updated every year. TGaS clients are usually multi-year clients who benefit from the deeper knowledge and relationship with TGaS and the broader network.

Q: What other services does TGaS offer to clients?

A: TGaS regularly hosts invitation-only Summits during the year where clients can network, learn about trends that impact healthcare and the industry and gain insights in breakout sessions specific to their areas.

TGaS Vendor Insights is a subscription-based online vendor management solution providing access to a deep repository of searchable vendor profiles.

TGaS also provides a broad range of Commercial Support services, with several offered as part of membership in our Client Network. These services range from peer connections to support for major structural changes.

The company also launched a number of services designed to help emerging pharma and biotech companies build commercial capabilities and launch new products. TGaS Insights is a report service providing fact-based support on such key issues as product launch and building commercial support services. TGaS also established the Emerging Life Sciences Network (elsN) to serve this sector.

Q: My company is also interested in what leading companies outside of pharma are doing. How does TGaS address this need?
A:
Ex-industry best practices are essential to creating strength and leading practices for our clients. For this reason, TGaS ensures that leading practices, regardless of industry, are reflected in the capability continuums that are used to assess where companies stand in their practices, ways of working, business processes, use of technology and overall capabilities. Furthermore, TGaS takes care to ensure that best practices from other industries are appropriately adapted and applied to the biopharmaceutical business model, and especially to the unique aspects of establishing value, promotion and building customer equity. When it comes to benchmarking resources (i.e., headcount, expenditures), comparative data and normalization factors that reflect actual pharmaceutical business models are far more pertinent than ex-industry resources information, and therefore are more reliable for guiding "how much" decisions, in other words, decisions about investment and resourcing.