Company News

Fuld + Company Appoints Ken Sawka Its New President

January 28, 2014 at 12:00 PM

Fuld + Company appointed Ken Sawka as its new company-wide president, succeeding Leonard Fuld who will become its Chief Executive Officer; it was announced today by Leonard Fuld, Fuld + Company founder.

"Ken brings with him a rich consulting background with over two decades of experience in helping companies illuminate their market opportunities and overcome strategic challenges," said Fuld. "Formerly with Deloitte Consulting, the Futures Group, and Outward Insights, Ken offers management know-how, the ability to execute market initiatives, and a strategic vision for the firm's future."

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"From life sciences to consumer goods, financial services, energy and technology, Fuld + Company has broad global reach and deep bench strength in a variety of industries to address our clients' needs for critical strategic insights," said Sawka. "I look forward to continuing to help our clients solve their competitive challenges, and to the opportunity to bring our service offerings to a broader audience."

"Sawka received a B.S. in Political Science, and an M.A. in International Affairs, with distinction, from the American University in Washington DC. He resides in Andover, Massachusetts.


Boiling the Frog: A Global Survey and Report about Potential Industry Shocks That Concern Life Sciences Executives

June 2013

The adage "Boiling the Frog" refers to the odd fact that a frog cannot sense gradual changes in temperature, even as the water around it gets hot enough to literally boil it to death. Without the ability to observe changing environmental conditions, the frog can find itself boiled alive before realizing it is in trouble. Like the proverbial boiled frog, are life sciences executives ignoring competitive threats until the opportunity to react has passed them by?

Click the picture to download the White Paper and read more!

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Fuld + Company Survey Finds the C-Suite Investing in Vital Intelligence Capabilities

By: Kevin Robinson

March 5, 2013 at 1:26 PM

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A survey conducted by Fuld + Company, examining budgets and personnel in the competitive intelligence function worldwide, shows that overall budgets are increasing for this capability. Competitive Intelligence (CI) tracks and analyzes the competition so that meaningful information is provided to management to make strategic decisions about how to deal with opportunities and threats.

"Quietly but definitely, companies around the world continue to invest heavily in uncovering one, simple fact for senior executives: What is my competition going to do next?" said Leonard Fuld, President, Fuld + Company. "Increasingly, the C-Suite is arranging for direct access to information on competitor activity in real time, rather than burying the intelligence function many layers below within the corporation."

Among the study's major findings are:

  • Pharmaceutical and biotechnology companies appeared to have only slightly reduced their expenditure in tracking competition.  Even with a slight fall in investment, this sector still represented over a quarter (27%) of all intelligence efforts spending more than $2 million per year, still the largest of any industry
  • Super programmes with multi-million dollar budgets have emerged with relatively generous budgets and lots of influence in the C-Suite
  • In Asia and in Europe, companies with intelligence budgets of more than $2 million or more did not exist 5 years ago but today represent 2-3% of all intelligence budgets
  • In North America, programmes that spend more than one-million dollars increased from approximately 5% to nearly 10% of all budgets
  • Across the board, from Asia, Europe to North America, the surviving corporate intelligence programmes have increased their influence and direct reporting to the C-Suite. All regions report an approximately 5% increase in programmes that report directly to the chief executive’s office
  • Professional service firms far outshine any other sector with over 28% of the programmes surveyed reporting to the C-Suite. Consumer firms and Technology/Telecom are next with each reporting over 22% of their sector reporting to the CEO, CFO or COO

About this survey: Last released in 2007 (From Stick Fetchers to World Class:  A worldwide survey of Corporate Intelligence Programs), Fuld & Company’s Global Competitive Intelligence Benchmarking Project surveyed 141 companies from around the world, examining issues such as budget size, staffing, program age and accountability.  In the 5 years since the first the first report was issued, 394 additional companies with a similar profile participated in the study.


Fuld + Company Acquires Outward Insights, Consultants in Intelligence Process and Strategic Gaming

September 5, 2012

Fuld + Company today announced the acquisition of Outward Insights, a competitive intelligence firm that specializes in intelligence process and strategic gaming consulting.

"Outward Insights broadens our capabilities to our clients by bringing scenario planning, war gaming and intelligence process design capabilities," said Leonard Fuld, Fuld president. "Additionally, it is led by Ken Sawka who is uniquely suited for our culture as prior to him leading his firm, he managed our intelligence process and consulting practice."

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"Melding our capabilities with Fuld's deep research and analysis strengths, and global reach, will enhance and accelerate our ability to provide our clients with an understanding of their external threats, business opportunities and strategies so they can achieve a leadership position in their markets," said Ken Sawka.

Outward Insights is a team of intelligence and strategy professionals from leading organizations in the corporate, consulting, and government communities.

Fuld + Company (www.fuld.com) is a Cambridge, Massachusetts-headquartered pioneering firm in the field of competitive intelligence, providing research and analysis and strategy gaming for over 33 years with offices in London and Manila.


The Battle for Wireless Health May Help Cure an Ailing US Healthcare Business

May 2, 2012 at 10:35 AM

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Healthcare technology companies - ranging from large such as GE to startups like Independa - will need to find partners and cater to the affluent Baby Boomer generation and their caregivers if they are to take the lead in wireless health, an industry that promises to help reduce much of the estimated $2.5 trillion of wasted resources in the global healthcare system. This was among the predictions of a national war gaming contest held between four top business schools and run by Fuld + Company last week in Cambridge, Massachusetts.

The four teams stress tested the wireless health strategies of Bosch Healthcare, GE Healthcare, start-up software company Independa, and Medtronic in this 8th Annual Fuld + Company national war game. Business school teams were: Dartmouth's Tuck School, MIT Sloan, Northwestern Kellogg School, and Yale School of Management.

"Wireless health is a very complex business that is part of the even more complex healthcare industry," said Leonard Fuld, Fuld + Company president. "Serving chronically ill or aging patients in the home setting - the target market for the war game - presents a number of unresolved challenges, among them patient compliance and reimbursement. That said, the teams representing some of the world's largest healthcare enterprises wrestled with this complexity, offering insights that may prove critical to Bosch, GE and Medtronics when this market takes off in the next few years. We are confident about our predictions as past competitions have accurately forecasted events and competitive activities in a number of industries."

In addition to the general prediction about the need to form alliances and acquire competencies, other key insights emerged, including:

  • Think about the people, not the patient: Developers must make their products and accompanying services user friendly and meet very personal needs of the patient and the caregiver alike if they are to succeed in this market.
  • Early adopters of wireless health will come from upscale baby boomers who can pay for the technology themselves and who are already primed to accept and use this form of highly interactive next generation of telemedicine. While there was a great deal of discussion around payer or Medicare involvement, it will likely be the affluent boomers who will buy the products and services outright.
  • Mergers, alliances and licensing agreements are inevitable. Wireless health is a composite of a number services and technical expertise with no single company able to control this market. Players will need to ally or possibly merge with counterparts in order to bring together the critical elements of this healthcare supply chain. For example, hardware-based companies, even with superb engineering skills, will need to ally with software or back office service firms in order to succeed.
  • Profits will come from data integration, not from killer apps: For companies to extract the value (and the profit) from this industry, they will first require industry standards, followed by a requirement to integrate the data from various sensors and devices to provide a holistic view of patient health.
  • A back office service industry will emerge as a new service model: No matter how intelligent the analytical tools, back office nursing and medical professional service organizations will emerge as an intermediary to offer healthcare providers the ability to alert primary care physicians or offer home support. Such services will fulfill wireless health's promise to allow physicians to follow and truly interact with many more patients than they are able to in an office or hospital setting.
  • Evidence rather than more software "bells and whistles" will rule the day: Medicare as well as private payers will demand wireless health providers present data to demonstrate patient compliance and overall effectiveness. Lacking such data will limit a competitor's ability to grow its customer base with hospitals and providers institutions.

Judges for this year's competition included:  Jon R. Cohen, Senior Vice President and Chief Medical Officer, Quest Diagnostics;Jeremy Delinsky, Senior Vice President, Chief Technology Officer, athenahealth; Gagan Puranik, Associate Director, LTE Innovation Center, Verizon Wireless; Joe Ternullo, Associate Director, Partners Healthcare Center for Connected Health; and Bill Bulkeley, Green Line Research, Inc.


Fuld + Company Announces Two Key Hires

February 14, 2012

Fuld + Company today announced two new hires. Terrence Reilly joins as the new VP and Director of the Healthcare Practice, and Jodi Scarbrough joins as Research Director for the Manufacturing Practice.

In making the announcement, Leonard Fuld, Chairman, Fuld + Company, said, "This is a major step forward in providing our clients with superior competitive intelligence and strategic insights. Terry Reilly brings experience in the full range of healthcare issues having worked with leading organizations from producers to providers. Jodi Scarbrough is expert in competitive analysis, offering Fuld + Company Fortune 1000 clients strategic assessments to support their business objectives."

Prior to joining Fuld, Reilly held a number of global positions. These included: Vice President at Asterand, Ltd, a leading company in providing human tissues and human tissue research, and positions with Genzyme, Bard Access Systems and Tufts Health Plan. He graduated from Michigan State University with Bachelor of Arts in History and Economics.

Jodi Scarbrough joins Fuld from Grail Research where she was Director of Research. In this role she assisted clients in identifying new markets and product opportunities. She previously held positions at Communispace and Colliers International. She received her Bachelor of Science from University of Witwatersrand and her MBA from the University of Cape Town, South Africa.

Fuld + Company is Cambridge, Massachusetts-headquartered pioneering firm in the field of competitive intelligence, providing research and analysis and strategy gaming for over 33 years with offices in London and Manila.


World's Leading Pharmaceutical Executives All Converging in Zurich, Switzerland on February 21-22, 2012 for Breakthrough Event

January 30, 2012

The buzz is growing stronger and stronger for one of the most talked-about events in 2012- the Pharma CI Europe Conference on February 21-22, 2012 at the Renaissance Zurich Hotel in Switzerland (http://www.pharmaciconference.com). "With more than 150 top pharmaceutical executives already attending, people are already saying that this event is sure to make waves among the industry's influential decision makers," says conference organizer Amy Yueh. "After all, this event is the counterpart to our annual Pharma CI USA Conference, scheduled for September 11-12 in Parsippany, New Jersey, which is the largest gathering of biopharma competitive intelligence execs in the world with over 300 CI professionals attending annually."

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Conference participants will benefit from the impressive speaking faculty of more than 40 expert speakers from prestigious companies like Actelion, Amgen, Bausch + Lomb, Chiesi Farmaceutici, DSM, F. Hoffmann-La Roche, GlaxoSmithKline, Helsinn Healthcare, Johnson & Johnson, MedImmune, Merck, Norbrook, Novartis, Nycomed, Onyx, Pfizer, Sanofi-Aventis, Shire, Takeda, Virbac, and many more!

These senior level speakers are prepared to delve deep into meaningful discussions about the latest and most pressing issues. To see the detailed program agenda, go to: http://www.pharmaciconference.com/EUR_program.html

The Pharmaceutical Competitive Intelligence Europe Conference provides the ideal atmosphere for learning and debating the industry's most pressing topics. This is the only event that brings together all the industry's decision makers and experts in an atmosphere that promotes gaining insight, developing and solidifying meaningful working relationships, and providing clear directives about the future of this important industry.

The 2012 Pharma CI Europe Conference sponsors/exhibitors include the following: Deallus Group; Lifescience Dynamics; Citeline; Pennside; Adis; BioMedTracker; Digimind; Evaluate Pharma; Evalueservce; Financial Times; Fletcher/CSI; Fuld + Company; ISIS; Larvol; PharmaVoxx; Prescient; SAI MedPartners; Sedulo Group; Value Edge.

The Pharma CI Conference is THE INDUSTRY'S GOLD STANDARD for senior level pharmaceutical, biotechnology, medical device, and diagnostics professionals seeking the latest news and the industry's best networking opportunities. More than 300 people attended the 2011 event in the U.S., and now it's Europe's turn!

For more information, go to http://pharmaciconference.com/ , call +1-212-228.7974, or email info@pharmaciconference.com


Commoditization, Not Lack of Capital, Is Number One Threat

January 30, 2012

A recent survey of strategists and competitive intelligence experts throughout the globe shows that commoditization, not access to capital, is the number one concern facing the future health of their companies.

"Given the dire financial news of late – stock markets teetering and countries on the verge of default – it is somewhat surprising that commoditization is the biggest fear evidenced," said Leonard Fuld, Chairman, Fuld & Company. "That said, U.S. and European companies indicated they fear low-cost Asian competitors who have to some degree have eaten their lunch as well as other new entrants – both domestic and Asian - who often bring a low cost structure."

Among the other major findings are:

  • Commoditization threats were: disruptive technology, substitute products or services, and market entry by overseas competition, followed by customers gaining strength and squeezing suppliers, and a shift in social norms.
  • Access to Credit was not mentioned by a single respondent. In fact, in all but one industry, "access to credit" checked in as dead last among the seven choices from which they selected. This type of universal response on credit as a non-issue does reflect the sense of industry resilience that comes from the stockpiles of cash companies have been building.
  • The U.S. and Western Europe stack their threats differently: U.S. respondents least fear overseas competition (28%), while European respondents feel least threatened by changes in social norms (31%) in any way affecting their revenues.
  • The fear of commoditization along with disruptive technology were paramount in technology/telecommunications (30%) and pharmaceuticals/healthcare (26%), industries from which one might expect such a response. Somewhat surprising was that this was the premier threat across all service industries, with exactly one-half (50%) of financial service firm respondents pointing to this factor. Likewise, two-thirds of insurance industry participants (67%) believed commoditization was its greatest threat as did a considerable number of consultants (20%).
  • Two-thirds (66%) of the insurance industry and one third (33%) of the finance and banking industries are least concerned with overseas competition entering their markets. This may be the case because there already have been so many cross-border acquisitions among banks and overseas players have already bought themselves into their desired foreign market. Insurers are highly regulated, reducing the threat that a rival can surprise a competitor simply because all insurers must publicly file with a regulatory agency first. Despite these explanations, financial services remain one of the most protected industries on the planet.

Who we surveyed:

We surveyed senior executives, strategists, and competitive analysts, mostly from Fortune 500 and FTSE 100 companies across North America and Europe. In all, 144 responded, representing a range of industries, including healthcare/pharmaceuticals, manufacturing, services, technology, consumer packaged goods, and financial services.