Issue: May / June 2022

Developing a challenging process: What happens when your catalyst is not commercially available?

10 May 2022 No Comments

For any industry involved in chemical manufacture, the development stage of the process is arguably one of the most significant aspects to get right. Development contributes significantly to both financial and time costs, with over two-thirds of the overall expenditure in drug development accounted for in this stage. One approach to lowering development costs is the introduction of a catalytic step or steps, which can provide alternative and effective ways to access your target compounds quicker. Although catalysts can benefit your product development, they can be a hindrance too. Here we examine what happens if you are unable to obtain commercial scale quantities of your optimal catalyst, and possible solutions to get you back on track.

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Safe and sustainable hydrogen production using Liquid Organic Hydrogen Carriers (LOHCs)

9 May 2022 No Comments

In the definition of a carbon-neutral energy system and chemical production, the use of hydrogen plays a pivotal role. However, considering the risks associated with its storage and transport under cryogenic conditions and/or at high pressure, the employment of low pressures alternatives is urgent. LOHCs represents a safe and efficient option. This contribution will discuss the use of LOHCs as energy and hydrogen carriers as well as their application in biomass valorization reactions to produce value-added compounds. In this context, the attention will focus on formic acid and small alcohols that are a renewable H-source promising in relevant chemical transformations.

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Pricing is the only moment of truth in value capture – Part 2 – How to do it

9 May 2022 No Comments

This note (parts 1 and 2) suggests learning from real world examples of value pricing for products and services. It is important to realize that they are the outcome of many years of trying and failing and trying again. An approach in 4 major steps is recommended:

  1. Understanding customer needs
  2. Comparing your own offering versus competitors
  3. Embedding value pricing in a value selling journey
  4. How to create fair sharing as a foundation for long term equitable economic benefits for all parties

The process starts with your belief that you (can) create real value for your customers. The challenge is that what you think the value is may, not be (fully) correct. So, you need to be a little schizophrenic about this. On the one hand fully convinced and driven that you can bring superior value, but at the same time open and self-critical to want to learn what your customer really needs.

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