Experience
Sample Client Engagements
These anonymized engagements illustrate the breadth of our commercial consulting. Each began with a distinct business challenge and required a solution suited to the organization, its people, and the conditions in which they worked.
A Sample of Our Healthcare Clients
Explore sample client engagements
Choose an example to see the challenge, approach, and results.
Strategic account management
Integrating strategic account management across functions
Audience Account managers, commercial and medical partners, and their leaders
The business challenge
Complex IDN and payer accounts required a deeper view of organizational priorities and decision-making. Teams needed a consistent account management approach while incorporating new digital profiling and planning platforms.
The consulting work
Translated the evolving account management process into defined roles and ways of working. Organized capability development around collaboration, profiling, planning, and execution. Designed a learning journey with application workshops and field-based activities. Integrated digital platforms and equipped leaders to reinforce the approach and assess application.
What the engagement delivered
Account management framework, capability model, blended learning journey, profiling and planning resources, team-meeting tools, platform training, and coaching support.
What changed
Established a common process across Commercial and Medical. Developed richer customer profiles and more focused account plans connecting customer priorities with relevant company solutions. Created a scalable learning and reinforcement system to sustain the account management approach.
Global commercial platform
Creating an owned global selling and coaching system
Audience Sales representatives, sales leaders, trainers, marketers, and brand teams
The business challenge
Rapid growth, portfolio expansion, and frequent launches required consistent execution across commercial roles, countries, and therapeutic areas. The company needed an adaptable platform it could own without ongoing licensing fees.
The consulting work
Defined commercial roles and the competencies required for success. Developed a proprietary selling platform and aligned it with leadership coaching. Connected the model to hiring, onboarding, performance management, and CRM. Prepared internal trainers to support implementation across countries and trained brand teams to create resources aligned with the selling model.
What the engagement delivered
Role and competency architecture, proprietary selling methodology, blended learning, global train-the-trainer support, certification simulations, and field coaching tools.
What changed
All representatives passed live HCP simulations evaluated by trained assessors. Leaders demonstrated coaching capability through simulations and field application. Field satisfaction with Marketing resources improved after one implementation cycle. The company owned a platform supporting multiple commercial roles, countries, therapeutic areas, and launches without ongoing licensing fees.
Advanced surgical technology
Using field and customer research to strengthen advanced surgical selling
Audience A 70-person sales organization engaging surgeons across North America, Europe, Australia, and Asia
The business challenge
An advanced surgical device required surgeons to reconsider established treatment practices. Clinically experienced representatives needed advanced engagement skills, supported by sustained field coaching.
The consulting work
Conducted customer interviews, representative focus groups, and field observation. Defined a success profile and assessed priority gaps. Designed an advanced curriculum around critical thinking and strategic selling, with realistic practice. Prepared leaders to reinforce application through field coaching.
What the engagement delivered
Competency profile, gap analysis, seven advanced modules for virtual or in-person delivery, realistic simulations, and coaching reinforcement.
What changed
Representatives increased time engaging with surgeons. Stronger clinical and business conversations contributed to more product trials and subsequent use. Product use continued to expand within practices, and the salesforce continued to attribute its success to the advanced training.
Specialty salesforce readiness
Designing scalable readiness for specialty salesforce growth
Audience Specialty sales representatives and field leaders
The business challenge
A growing single-product company needed new representatives to become productive quickly, often through individual onboarding. A novel delivery mechanism and limited insurance coverage created customer adoption and patient-access challenges.
The consulting work
Developed a company-specific selling approach informed by the product, market, and adoption challenge. Connected disease-state and treatment knowledge with customer engagement. Integrated patient-access requirements into office implementation. Designed onboarding for small numbers of new hires and coaching suited to dispersed teams.
What the engagement delivered
Proprietary selling methodology, integrated knowledge foundation, flexible onboarding pathway, patient-access resources, self-assessment, and virtual coaching approaches.
Operational results
The organization gained an onboarding pathway that accommodated one or two new representatives without waiting for a larger cohort. Representatives could connect customer engagement to office implementation and patient-assistance enrollment. Self-assessment and virtual coaching supported field application across large territories without relying on frequent in-person manager visits.
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