Recent Engagement 1:
Business Challenge
A rapidly changing marketplace and increasingly aggressive field of competitors caused this specialty pharmaceutical manufacturer, the affiliate of a major global healthcare company, to recognize the need to transition from a science-driven organization to an outward-looking innovator with market-leading customer relationships. Its business processes and organizational structure had to be realigned towards the managed care and institutional customer markets that were the primary source of their domestic product sales.Strategyx Solution
Strategyx was engaged to facilitate the transition of the organization from one with recognized competencies in research, drug development and specialty physician relations to one that could also rapidly extend its reach and credibility to other market segments – particularly large organized customers. Working with a cross-functional internal task force produced key deliverables such as:
- Ten critical company-wide processes with customer impact
- Field deployment of account management resources
- Resource planning based on customer’s short- and long-term value to manufacturer
- Team-based account servicing system leveraging the optimal mix of resources for key accounts
- Incentive systems to drive wide-range planning and execution
- Account pull-though program deployment methodology
Results
- The client was able to improve its customer perception dramatically within the first full year of implementation
- Better planning and use of performance measurement technology led to greater pricing accountability
- The client became a successful marketing partner for other research-based pharmaceutical companies and expanded coverage competencies beyond its traditional therapeutic expertise
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