Immediate Productivity Increases and Expense Reductions Through Realignment
Issue:
A world-leading biotechnology company’s Managed Care team traveled extensively, in an account-specific coverage, sometimes with multiple Account Executives working in the same geography. Communication between Field Sales and Managed Care was not adequate to support the needs of the representatives and field management. There were also extensive travel and associated costs within the Managed Care organization.
Analysis:
We interviewed Managed Care and Field Sales leadership, as well as Account Executives and field managers, to evaluate the situation, assess the needs of each organization, and propose working solutions.
Insight:
While the organization seemed to be externally customer-focused, the needs of the internal customers were not being fulfilled. This led to organizational inefficiencies. There was a breakdown in communication and coordination of effort between Field Sales and Managed Care.
Recommendations:
We made the following recommendations:
-
- The Account Executives should align geographically, with the Account Executive covering a Managed Care headquarters becoming the “communications point” for that plan.
- The “point Account Executive” would communicate with all other Account Executives, giving all a more rounded understanding of all plans. This also would enable both Managed Care and Field Sales to have region-specific contact persons.
- Field Sales to work with Managed Care on establishing new communication pathways and routine updates, to support representatives’ needs
Results:
-
- Managed Care realignment decreased travel time and expenses, saving over $500,000 annually
- Field Sales and Managed Care communications improved, allowing prompt responses and quick resolution to account-specific issues
- Managed Care Account Executives developed a broader knowledge base of plans and customers, enabling them to better support their external customers and Field Sales.
Client Comments
“Mike Leone is a highly intelligent, very talented professional with countless strengths. Mike is both strategic and tactical. His strategic abilities are broad and deep, and significant in their contribution to the overall operation and direction of the organization. Mike’s tactical execution is flawless, and always delivered with tremendous passion and tenacity for results. He is an organizationally savvy individual, quick to identify cross functional synergies and capitalize on their potentials. He is politically savvy, able to work successfully within small, medium or large organizations, and within all cultural structures, whether lean, top-heavy, etc. Mike, at his core, is a results person, and can garner the necessary support to produce under any circumstances. He is a natural motivator and is genuinely inspiring.”
We can also provide case study examples in the areas of Leadership Development, State Medicaid Product Launch, Mentoring, Training and Development and other key focus areas. Please feel free to contact us if you want to learn more about our capabilities and how we can help your organization.