Healthcare

Management of Change

The current environment in Spain regarding the pharmaceutical market has been affected by the patents situation, prescriptions by active ingredient and generics, drop in prices and the regional policy created by Autonomous Communities. This situation forces sales networks to resort to innovative ways and criteria which are different from the traditional action principles.

Our client’s organization had long been operating in stable environments. Thus, these situations bring about tension and uncertainty.

Needless to say, this imminent juncture demanded from the organization’s commercial managers (above 60 people) to step up and become a clear reference for their team, showing confidence and guiding their way with conviction.

In face of this situation learning is deeply focused on the process of change in place of the program initially devised.