Discover what really motivates your customers
Between R&D, clinical trials, research and the many other investments required to develop and market a therapy, the dollars add up quickly. Too often multi–million dollar investments fail to generate the anticipated results because companies don’t understand and deliver on the needs and motivations of their customers. This can happen despite millions of dollars spent on tools like Advisory Boards, which are intended to provide deep strategic knowledge and insight about the customer, but often fall short.
We custom design strategically focused Advisory Boards and one to one qualitative research to help our clients get to the heart of how patients, healthcare professionals, payers and regulators think and behave. From this understanding, we help clients build strategy and tactics that will motivate the customer behaviour required for success.
The Destination: Using your Advisory Boards and qualitative research to their full potential so they provide valuable customer insight that informs solid business strategy and practical implementation.
Make your customers an offer they can't refuse
Strategic planning is an exercise in discovery, analysis and making choices. However, we often meet with companies that have spent many hours on a strategic planning process that consists of filling in templates. The result is a document with disjointed short-term tactics and lacking clear and simple business goals and strategy. These plans are shelved not long after they are created.
We help companies develop strategic plans that address what it really means to be successful: ensuring that their therapies are reimbursed, prescribed and used.
The destination: Having a strategic plan that is clear, simple and cross-functional, one that provides an actionable blueprint and helps you bring your customers an offer that is too good to be refused.
Motivate physicians to prescribe your product
It is becoming increasingly difficult for sales representatives to get time with physicians. They are too busy and many are closing the door to sales calls because they are fed up with pharmaceutical companies wasting their time with attempts to “sell them” on therapies. Traditional selling techniques of “objection handling,” “pivoting,” “asking for the business” and “attacking the competition” simply do not work. Physicians have told us that these techniques demonstrate a failure to listen and understand, and ultimately they break trust.
We help our clients to design an effective go-to-market sales strategy and then train sales teams on how to execute the strategy. We teach them how to build trust and confidence with doctors and ultimately motivate them to prescribe.
The destination: Physicians are confidently and consistently prescribing your product and view your sales representatives as trusted partners.
Get to the root causes of internal issues
Even with the best business plan in place, talented leaders are challenged to execute it. They experience issues such as silos, internal conflict, underperformance, high turnover and low engagement.
We know how to get to the bottom of why things are the way they are in an organization and address the root causes to bring about lasting, meaningful change.
The destination: The right people, with the right skills, in the right structure — where every person and department works in alignment with the business strategy.
Learn how to maximize potential, not just minimize problems
Processes enable people to do their work. Poorly designed processes can lead to issues such as bottlenecks and slowdowns, staff burnout and low productivity.
We help organizations design and implement effective processes. Instead of looking for ways to minimize problems, we take an outcome-based approach to process design that is grounded in Lean Six Sigma.
The destination: A much greater capacity to do high-quality work — in a way that is both efficient and sustainable over the long-term.
Enhance the performance of your leaders & teams
Effective leadership and high performing teams make all the difference in an organization. When these two areas are inadequate, organizations aren’t capable of developing good strategy or translating that strategy into workable implementation. Departments fall out of alignment, competing factions emerge, deadlines are missed and the quality of the work suffers.
We coach both leaders and their teams to better performance. In our one-to-one executive coaching practice, we are a trusted, objective counsel for corporate leaders. Our team coaching includes developing a clearly defined plan, applying decision making processes, holding accountability and transforming mistakes into applied learnings.
The destination: An organization run by leaders who are at the top of their game, leading teams performing at the highest possible level.
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