China competitive strategy for clearer market decisions

Two decades on the ground. A stronger view of what is happening next

Two decades of working in China have given us a practical understanding of how to find, interpret, and validate competitive signals in a market where the full picture is rarely available from a single source.

Trust, but verify with primary intelligence
The market can move faster than the published record. We triangulate secondary research with primary intelligence to validate signals, close information gaps, and build a more reliable view of competitor activity.

Track policy signals early
NRDL and VBP developments can influence competitive behavior well before their impact appears in conventional market data. We track these signals early to understand how the landscape could shift.

Look for commercial intent
Investigator-initiated trials can provide important signals of future competitive activity. We consider their potential commercial relevance rather than viewing them solely through a clinical lens.

Use analogs with caution
What worked for one company in China may not translate directly to another. Local capabilities and alliance models vary considerably, so we put analogs into context rather than assuming past approaches will transfer.

Understand who really influences the market
Influence in China does not always follow global stakeholder hierarchies. Local principal investigators and payer-aligned clinicians can play an outsized role, making locally informed stakeholder intelligence essential.


Discover more about our specific China capabilities.