Accelerated product pipeline leading to re-evaluation of resource demand plan with critical role roadmaps.
What Was The Client Situation?
With 4 new assets to be launched in different tumour areas over the next two years, a BU redesign is needed to optimise current selling skill and therapy specific knowledge along with the need to resource to engage with new customer groups.
Creating an environment where there is clarity on the vision and opportunity for the business and use this to generate enthusiasm for the task with everyone pulling in the same direction.
The Challenge.
The accelerated pipeline was unexpected with significant opportunities identified in the short term.
Level of selling specialisation required and talent available needed to be determined.
Limited internal understanding of the speciality care market and stakeholders.
PhoenixLBS Role.
Project Approach – Understand the relative strategic importance of the assets in the portfolio in relation to the current structure to establish gaps based on customer segment opportunity and coverage
Current skills assessment
Workshop based skill and experience assessment , looking at different therapeutic areas across the team, Using PhoenixLBS methodologies and benchmarking data to ascertain ability to work in a specialised marketplace.
Follow up benchmark was conducted against market opportunity and competitor strength and presence in each tumour area
Recommendations for change with the creation of a proposal for a future proof structure with stage gates and a 3 year roadmap for implemenation.
Socialising Change
An internal and external communication plan was designed with workshops to socialise changes.
Specific monitoring of the impact and retention plan was conducted to ensure course correction as internal and external change may require.
Project Outcomes.
Moved from a multi tumour focus team to a single tumour focus to maximise sales force specialisation of skill and experience in each customer segment.
Full buy in from the customer facing teams including medical and market access.
Full retention of team after 12 months of implementation.
All markers of success for each launch above plan.