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 new business strategy.  Furthermore, once territories were restructured, there was a need for extensive change management support.

Approach and Deliverables

WLH partnered with senior leaders to refine their growth creation strategy and operational drivers. Various project workstreams were coordinated to develop and implement a strategic plan .   Key elements of the implementation included:

  • Designing a division-wide management meeting where teams worked through elements of the strategy to determine how best to operationalize in the field.
  • Designing and co-facilitating a national meeting where field managers were provided with leader-led modules outlining the new strategy, enabling them to clarify roles and define field execution steps.
  • Collaborating with HR and field management to revise role profiles and recruiting processes for expansion efforts.
  • Designing and developing a learning and development strategy for field colleagues, which included a complete redesign of the core curriculum, sales curriculum, development of field experiences and coaching guides.


As a result of successfully executing the expansion strategy, this division consistently exceeded growth goals.  Existing field productivity was increased and managers were also able to successfully onboard new employees and accelerate the their time to effectiveness.

Wendy L. Heckelman, Ph.D.

Dr. Wendy Heckelman, president and founder of WLH Consulting, Inc. has over 30 years of experience working with Fortune 100 industry clients. These include pharmaceutical, biotech, health care, animal health medicines, and consumer products, as well as international non-profit organizations and growing entrepreneurial companies.

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