01
ANZ Market Entry
Should we enter Australia or New Zealand?
Assess the opportunity, understand how the market works and develop a practical approach to entering it.
MedTech Advisory
Focused commercial advice for important decisions.
Experienced commercial advice for MedTech companies, investors and consulting teams making important decisions in the Australian and New Zealand market.
02
Commercial Strategy & Growth
Where should the business grow?
Work through market and customer opportunities, commercial priorities and whether the organisation can execute them.
03
Commercial Due Diligence
Is the commercial thesis credible?
Senior MedTech commercial perspective for investors, consulting firms and corporate development teams, complementing broader financial, operational or strategic diligence.
04
ANZ Market & Commercial Intelligence
What is really happening in the market?
Focused answers to defined commercial questions. The objective is not to generate more information. It is to get closer to the information that matters.
05
Commercial Effectiveness
Can the commercial organisation deliver?
Is the commercial organisation capable of delivering the strategy? This draws directly on years of running sales and marketing organisations.
This is experienced commercial and industry perspective. It is not legal, accounting, financial or investment advice.
Market entry output
ANZ Market Entry Assessment
- Is the opportunity attractive?
- What are the barriers?
- Who matters?
- How does the market work?
- What would it take to win?
- What should happen next?
How I think about growth
Market, customer, value, model, organisation, priority
Market
Where is the opportunity?
Customer
Who matters most?
Value
Why should they choose us?
Commercial model
How should we reach them?
Organisation
Can the business execute?
Priority
What should happen next?
This is not a rigid methodology. It is simply the order I tend to think in.
Australia & New Zealand
Local market knowledge, built from the inside
Much of my career has been spent leading healthcare and MedTech businesses with responsibility for Australia and New Zealand.
That means working with the customers, hospitals, clinicians, distributors and teams that make up these markets, rather than looking at them from a distance.
For companies based overseas, or for teams building a local business, that perspective helps separate what works elsewhere from what works here.
- How Australian and New Zealand customers buy and make decisions
- Public and private hospital and clinic settings
- Direct and distributor commercial models
- Building and leading local commercial teams
- Entering or expanding across both markets
- Adapting global strategy to local reality
Therapeutic & Product Markets
Markets I know from the inside
Advisory work is stronger when the market is familiar. These are the therapeutic and product markets I have held commercial responsibility for.
Ophthalmology & Eye Care
Alcon · Allergan
Surgical ophthalmology and eye care portfolios, working with ophthalmologists and surgical theatres.
Interventional Cardiology
Medtronic
Coronary vascular and renal denervation, including cath lab customers and new technology launch.
Diabetes Care
Roche Diabetes Care
Commercial leadership of a diabetes portfolio across clinical, pharmacy and consumer channels.
Diagnostics
Becton Dickinson
Hospital and clinical diagnostics, including laboratory customers and clinical education.
Medical & Surgical Products
Becton Dickinson · Cardinal Health
Medical surgical systems and hospital product categories across multiple platforms.
Hearing Technology & Audiology
Starkey
Hearing technology and retail audiology clinics, spanning clinical and consumer decision making.
Device Distribution & Commercialisation
MediPro Technologies
Bringing medical devices to market through distribution into Australia and New Zealand.
What travels across all of them
Across these markets the customers differ, but the commercial questions rhyme: who decides, how they buy, and what it takes to earn the business.
See the full backgroundEngagement model
Focused engagements
Argo is designed for situations where a client needs experienced judgement on an important question, rather than a large consulting programme.
Focused Advisory
A defined question requiring experienced commercial perspective, usually resolved in days rather than months.
Advisory Sprint
A short, intensive assessment of a market, an opportunity or a commercial issue, with a clear view at the end of it.
Ongoing Advisory
A small number of organisations retain direct access to David for ongoing strategic and commercial advice.
- Focused senior advisory.
- Direct access to David Williams.
- Short, high-value engagements.
- Engagements are scoped around the question that needs answering.
- Argo deliberately takes on a limited number of advisory engagements.
- Remote delivery wherever practical.
Perspective
Market perspective
David's career has built a broad professional network across healthcare and MedTech. Where appropriate, that experience and network can help test assumptions, understand market perspectives and identify the questions that matter.
Advisory engagements are scoped individually. Indicative fees and engagement terms are set out in the Services & Engagement Terms document, or discuss an engagement.
Let’s talk about the question.
If you have an important MedTech, commercial or leadership question that would benefit from an experienced perspective, get in touch.