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European Biopharmaceutical Review

Managing your Way Out of the Success Trap

Pharmaceutical companies are facing a new kind of challenge: breakthrough biotech products that are so successful they overwhelm manufacturing capacity. With biological manufacturing set-up costs in the hundreds of millions of dollars per product, it is a tough call to predict market success correctly. Aiming too high in capacity means that costs may never be recovered. On the other hand, with set-up times for new facilities often extending to three or four years, planning capacity too low can mean years of short supply.

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By Geoff Tomlinson, Principal, and Hannes Kunz, Director of PRTM

Geoff Tomlinson is a Principal in the Life Sciences Practice of global management consultants PRTM. His consulting experience includes work with companies across Europe and the US on supply chain management, marketing and sales initiatives. These engagements have covered a range of industries including pharmaceutical, medical devices and diagnostics, and consumer goods.

Prior to consulting, Geoff worked in management positions for Rank Hovis McDougall in sales, production and quality. He holds a degree in Biological Sciences from Exeter University and has an MBA from Manchester Business School.


Hannes Kunz is a Director in the Life Sciences Practice of global management consultants PRTM. Hannes has led numerous projects with companies across a range of industry sectors, including life sciences. He has extensive experience in facilitating emerging and global companies to deliver value to their customers through their product strategies and product development excellence, e-business, marketing and CRM.

Prior to joining PRTM, Hannes was a Director at a consulting firm with the responsibility for customer relationship management, e-commerce consulting and implementation services for German-speaking countries. Hannes holds degrees in both Law and Economics from the University of Zurich.


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Geoff Tomlinson
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Hannes Kunz
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