APPROACH
The Sightline Method
How Kavros Advisors helps leadership teams make the commercial decisions that determine
success years before launch.
Scientific rigor got the asset here. Commercial rigor determines what it becomes.
The four steps
01
Frame the Decision
Define the executive decision, its success criteria, the stakeholders, and the commercial hypothesis.
02
Assess the Commercial Landscape
Build a shared understanding of the disease, market, competitive, payer, stakeholder, and evidence landscape.
03
Shape the Commercial Future
Decide the commercial path, then chart what it takes to get there.
04
Govern the Journey
Establish monitoring and governance so the team knows whether the strategy is working and can evolve it as the picture changes.
Shaping the commercial future takes one of three tracks,
depending on the decision
Choose the Path
Evaluate strategic alternatives and recommend the commercial path that creates the greatest long-term value.
Activate the Strategy
Translate strategy into external-facing platforms and plans, such as messaging, stakeholder engagement, evidence planning and executive narratives.
Build the Commercial Engine
Design the commercial operating model, roadmap, launch infrastructure, and organizational capabilities for execution.
Examples of high-consequence decisions
Should we pursue this indication?
Choose the Path
Which patients and prescribers are we actually for?
Choose the Path
How do we position against a competitor filing ahead of us?
Choose the Path · Activate
How do we tell this story to investors or partners?
Activate the Strategy
How do we build the commercial organization?
Build the Commercial Engine
How do we keep the strategy current as the picture changes?
Governance
Illustrative. Most companies work through the tracks over time as the asset matures; a single engagement rarely spans all three.
Why a decision architecture matters
Without one
A lot gets discussed, but no one can say what was decided or why. The same debate reopens every few months. Trials get designed without the commercial view. The commercial team is hired too early or too late, and "we'll figure that out later" becomes the default on the highest-stakes questions.
With the Sightline Method
The decision, its criteria, and its owner are agreed before work begins. Alternatives and rationale are documented, so decisions get revisited against new evidence rather than relitigated. Commercial requirements shape trial design while the protocol is still open, and the hard questions get named and put on a timeline.