2011 TOTAL LatAm Best Practices 1.One Patient – Practices contributing to redefining cancer treatment by increasing/supporting diagnoses, access and making possible for more patients to benefit from our medicines 2.One Team – Practices related to apply our intelligence, passion, and diverse talents to build up win-win partnerships with all involved stakeholders 3.One Solution – Practices leading to new commercial models and customized therapeutic solutions This year, projects will be judged by tangible results on the 3 pillars that support the one 3 strategy. INSTRUCTIONS There will be an additional category for Implemented project from 2009 LATAM Best Practices. 4.Best implemented Practice – Best Practices presented in the past meeting in Panama 2009 with proven results Delete these beginning three Instruction slides before posting your project slide deck in to the Nexus database.

INSTRUCTIONS, cont’d. Completing the template  Best Practices can be completed or ongoing, new or adapted, as long as they show relevant results on one 3 strategy.  Best Implemented Practices driver is for proven results of Best Practices already presented in the past (Panama 2009)  Make the project easy to understand  Use graphics and visuals where appropriate  Include slides visualizing the idea  Delete the 3 Instruction slides prior to posting your project slides to the Nexus database.  Submit to Nexus Database no later than January 14 th Good Luck!!

Best Practices Evaluation Criteria Key DriverCriteria One Patient Has the initiative:  Improved outcomes for patients?  Helped physician achieve persistency/compliance goals?  Shaped the future therapeutic paradigm?  Accelerated clinical/medical programs?  Improved number of patients benefiting from better diagnoses?  Increased market access through a reimbursement strategy? One Team Has the initiative:  Improved the relationship among Novartis Oncology, customers & stakeholders?  Established a strong position to maximize market uptake?  Supported a rapid response to competitive threats and opportunities?  Helped to ensure market readiness? Key DriverCriteria One Solution Has the initiative:  Get results from a new insight?  Involved a “mind-set shift”?  Identified a clear source of business that represents a unique growth opportunity for that market?  Opened up a new market niche?  Something that had never been done in the Country / Region  Addressed a persistent barrier to success in the market-place? Best Implemented Practice (from Panama 2009) Has the initiative:  Brought measurable results to the business?  Been implemented well, quickly and efficiently?  Created a relevant point of differentiation?  Can the project be replicated in other markets?

Category: Project title: Presented by:Country: DO NOT CHANGE THIS BOX Category: LatAm Best Practice TOTAL Meeting 2010 New:Implemented: Key Driver:

Background  Simple & clear description explaining the situation you were facing in the market  Clearly point out the issues related to this situation

 What were the initial objectives (qualitative & quantitative) that the team had in mind to address brand issues? Make clear why you chose these objectives How does the project it fit into the One 3 Strategy Objectives

 Clearly describe your approach. What is the action you took to address the issue(s)? Step by step guide, illustrate graphically. Description

 RESULTS (quantitative and/or qualitative)  Critical Success Factors  What were the challenges in adapting / implementing this project?  Key Learnings Proven Results

 Budget (time and money)  Timeline – length of project Budget and timeline