Background and Challenge After a major corporate reorganization, the medical operations group of a global pharmaceutical corporation sought new synergies through restructuring while continuing uninterrupted service to its internal and external stakeholders. WLH worked with senior leaders to develop the group’s strategy, design its structure, and identify operational efficiencies. Approach and Deliverables To approach the […]
As the first quarter concludes, it is important for sales leadership and professionals to reflect upon how they are executing against year beginning direction. Were geography and account plans developed for the current year? If not, now is the time to ensure everyone has specific goals in place to maintain focus and drive execution for […]
I had the pleasure of delivering a webinar on Culture Change to over 2,500 members of the Project Management Institute. You can access the recording by clicking here. I received several excellent questions, and for your convenience I’ve included the answers below. Q: Should rewards just be monetary? if not, what others do you suggest? […]
Listen as Dr. Wendy Heckelman discusses how to improve change agility skills during her presentation for the Southeastern Medical Device Association (SEMDA) webinar. Research indicates that change agility is paramount for longer term success in a VUCA world (Volatile, Uncertain, Complex, and Ambiguous). Agility is more than a buzz word – it is a way […]
WLH Consulting Inc. Announces Launch of WLH Learning Solutions Leading Pharmaceutical and Life Sciences Consulting Firm Makes Extensive Learning and Development Resources Available to All Organizations Fort Lauderdale, FL,. Feb. 1, 2019: Today, WLH Consulting Inc. (www.wlhconsulting.com), a leading management consulting firm focused on the pharmaceutical and life sciences industry, announced that they have launched […]
Sales leaders and representatives need effective business planning and resource allocation processes to stay competitive and drive sales performance. The basic elements of an effective business planning and resource allocation process include: Conducting a marketplace analysis Aligning strategy and brand goals with a local assessment of the business Identifying critical priorities or initiatives Prioritizing customers Developing action plans […]
Over an 18-month period, one of the largest global pharmaceutical companies engaged in a strategic reorganization to help its US sales organization compete in the changing healthcare landscape, post-Affordable Care Act. The client’s decision to move to a regional business-unit structure required clarifying roles and responsibilities for the therapeutic, cluster-based sales teams.
The rapid pace of change in the marketplace continues to result in the expressed need for agility at the organizational, team, and individual levels. Organizations need the ability to anticipate and respond to broader trends and specific challenges within their industries.
Anticipating a robust pipeline, a biotech’s commercial organization was scaling for growth. The senior leader client wanted to redesign the organization knowing additional therapeutic areas were being added to the portfolio. In addition, the leader wanted to build change management capabilities and ready their leaders to better execute change. Approach and Deliverables WLH provided organizational […]
A division of a large global pharmaceutical company expanded its field force to meet two strategic goals. First, their portfolio was expanding and second, there was a need to increase the “total office call” within each account. In an engagement lasting more than a year, WLH partnered with the client to clarify and execute a […]