A global pharmaceutical company’s primary care group decided to evolve its commercial selling model to meet the changing needs of its health care professional customers, while continuing to deliver sustained business benefits to its (many other) customers.
PA partnered with an internal strategic project team to evolve the operating model and ensured that, by project delivery, our client had:
a comprehensive understanding of how customers are changing, their priorities and how they could profitably service them
the right channels with the right capabilities and the right processes to deliver effective customer engagement
an identified step-change in sales and marketing capabilities, customer focus and commitment to customer experience excellence
new revenue growth opportunities through product extension and new service and solution value propositions
a sustainable operating model focused on customer needs and able to monitor and measure success.
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