How Coinis Trained Inter Pharm's Team to Build AI-Powered Processes with Claude

The challenge: a nine-person team competing for a whole country's hospital tenders

Inter Pharm is a Podgorica-based distributor of medical devices, diagnostics and pharmaceuticals. The company represents close to 30 global medtech brands across orthopedics, cardiology, neuroradiology, microbiology, anesthesia, surgery and transfusion. Its customers are Montenegro's hospitals: the Clinical Center of Montenegro, the state pharmacy chain Montefarm, seven regional general hospitals, and private clinics.

In Montenegro, nearly all public spending on medical devices runs through public tenders on the national e-procurement portal, CeJN. Winning business means finding the right tenders in time. With about nine employees, that work competed directly with selling, logistics and regulatory duties.

The pain points were concrete. Tenders were easy to miss. Over a thousand procedures can be open at once, and simple procurements close in three to five days. The portal only indexes titles, not specifications. A tender's "in progress" status doesn't mean it's still open either. It keeps that status after the submission deadline passes, so every lead had to be checked by hand.

Grant funding went untracked too. EU and national funding calls for SMEs are spread across aggregators with inconsistent eligibility rules, and nobody had time to screen them. And the real knowledge, how to qualify a tender or a grant call, lived in people's heads. It wasn't written down, so it couldn't be delegated or repeated consistently.

Our approach: hands-on Claude training built around Inter Pharm's real work

Coinis is a Claude partner. In August and September 2026, we ran a series of hands-on training sessions with Inter Pharm's team, led by AI Consultant Tamara Pavlovic. Instead of generic prompting tips, every session worked on a live Inter Pharm process, so the team left each one with something they could use the next morning.

The program had five parts.

Company context first. Together we built a structured business profile of Inter Pharm: licenses (CInMED wholesale license with cold chain, ISO 9001 and 14001), portfolio, customers, financials and SME status. Every fact is marked as confirmed or to be verified. Claude uses this profile as shared context for every task.

Turning expertise into written instructions. The team learned to write the rules they apply in their heads as clear instructions for Claude. Which tenders to keep, which to reject, and how to rank what's left.

Tender monitoring on CeJN. We built a step-by-step procedure for Claude to scan all open procedures, check real submission deadlines, filter by Inter Pharm's product categories and key buyers, and deliver a ranked Excel report with lots, values and contacts.

Grant and funding search. A second procedure screens EU and national funding calls on eufondovikonkursi.com against Inter Pharm's eligibility. Each call gets a 0-100 relevance score and a recommendation: apply, check, or monitor.

Tender document preparation. The team practiced using Claude to draft and check the paperwork each bid needs: translations, certificates, proof of authorized distribution and authorization letters from principals.

Throughout, we trained the team on accuracy rules. Never invent conditions. Mark unknowns clearly. Always link back to the original source so a person can verify before acting.

Delivery: from training room to daily routine

The processes built in training are now part of how Inter Pharm works. The instructions, business profile and search procedures live in a shared Claude Project, so anyone on the team runs the same process with the same context.

Tender monitoring runs on a fixed rhythm: a quick scan of new procedures every one to two days, catching short-deadline simple procurements, and a full review every week. Grant screening runs weekly and monthly, with upcoming calls tracked in a "to monitor" list so the team can plan applications ahead.

Output fits existing workflows. Ranked Excel reports arrive with direct links to each tender, lot values and procurement contacts, ready for the bid decision. And the team owns it. Four to five Inter Pharm employees now use Claude daily.

The impact

These are Inter Pharm and Coinis's own engagement-tracking figures from the program's first two weeks, not numbers from an independent audit. In that window, Inter Pharm cut tender research from 10-15 hours to 1-2 hours per week and found three to five relevant tenders it would otherwise have missed.

Metric	Before Claude	With Claude
Time spent finding and checking tenders	10-15 hours/week	1-2 hours/week
Time to prepare a tender shortlist	2-3 days	Under 1 hour
Relevant tenders identified	~5 per month	~15 per month (current pace)
Open procedures reviewed per scan	Manual title searches	All open procedures (1,000+)
Funding calls screened	Not tracked	~20 screened, 2-3 shortlisted

Beyond the numbers, the team's expertise is now written down. A new colleague can run the same tender and grant process on day one, and management gets a consistent, ranked view of every opportunity.

What's next

Inter Pharm is now scaling up tender document preparation with Claude, so the time saved on finding tenders also carries through to submitting bids.

For small, specialized teams, the lesson is simple. Claude pays off fastest when training is built around the team's own processes, not around the tool.

Coinis runs hands-on Claude training and process design for teams like Inter Pharm's, turning scattered manual research into a repeatable, documented workflow. That's a separate service line from our advertising platform, where teams that need to move fast on ad creative and campaigns can go from brand profile to launch-ready ads in the same afternoon. If your team is buried in manual research the way Inter Pharm's was, or wants to launch ads faster, get in touch and we'll show you what fits.

Sources

• Inter Pharm and Coinis engagement-tracking data, first two-week program window, August-September 2026 (internal, not independently audited).