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Implement Strategy; Align Executive Team; Coach for Results

Posted on Wed, Oct 14, 2009 @ 09:19 PM
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Industry:  Medical Software
Function:  Executive
Location:  Domestic

A venture-backed medical software company has grown over several years, reaching several hundred employees, tens of thousands of "users", and dozens of customers. The first-time CEO inherited a senior team - and with them needed to articulate a compelling vision and strategy for the organization, board and other key stakeholders - as well as implement to achieve needed growth results.

The company is a "market leader" in its (relatively new) space - with substantial market opportunity. The pace of change is high due to shifting government-industry dynamics, and competition in the space is intensifying. The organization is experiencing deterioration in execution capability, distractions and lack of focus, and increasing urgency as the issues reach employees and customers.

Working with the senior team and individual leaders, we're working to create multiples of increase in the realizable value of the enterprise as a strategic acquisition in the next few years by clarifying strategy, building leadership and organizational capabilities, addressing current execution issues and fixing long-term issues related to new-product development and market penetration.

The likely implications of the work will include:

  • Clear and compelling strategies - translated into effective operating plans
  • Effective personal and group abilities to make difficult trade-off decisions regarding what will and won't be done
  • Changes in executive behavior and in culture
  • Dramatic improvements in senior team capabilities
  • Improved execution and business results
  • Successful value realization



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Pharma: Accelerate New Product Development Through Process Improvement

Posted on Sat, Mar 14, 2009 @ 07:42 PM
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Industry: Pharmaceuticals
Function: New Product Development
Location: Domestic

A major pharma company had a slow and serial clinical-trials management process, facing challenges to integrate across teams and across functions in new drug development. We worked with business- and functional leadership to develop and introduce team-based process improvement, focused on improving the speed and effective performance within and across the business’s clinical trials teams. Our solution, an action-learning oriented approach, used contemporary team experiences, “public domain” materials, custom-developed video, and deep-dive exercises. With this well-rounded approach, the program addressed the fundamental changes in behavior needed from team members, and the changes in process needed to support faster concurrent product launch and marketing efforts, across multiple functions and geographies.


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Expand Sales Force Efficiency and Productivity

Posted on Sat, Mar 14, 2009 @ 07:29 PM
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Industry: European Luxuary Automotive Sales/ Distribution
Function: Sales
Location: Domestic US

Our client had an aggressive three-year goal: increase sales in a franchise distribution channel by 40% without adding dealers or hiring more sales people. Only one approach could achieve that outcome: make the existing sales force more effective and productive.

In this case, “more productive” means taking a group of already-high achievers at the retail outlet and individual level, and making them better.

We have helped our client to profile, replicate and recruit the objective metrics among retail locations, and the elusive professional and personal traits among individual sales performers, that define "Top 10%" - and help our client to develop the people, processes, tools and support, and working environments that help them to thrive at these dramatically higher levels of performance.

The goal was ambitious - to infuse “top performer” attributes throughout the retail channel, creating a culture populated by top-performing stores and people. Early-stage results for this program and related initiatives showed an effective double-digit productivity increase in sales.


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