This document discusses organizational change and how to ensure successful change. It begins by outlining some key questions about change including what and why change is needed, how to ensure successful change, and how to manage change in a fast-paced business environment. It then provides examples of changes made in the pharmaceutical industry and challenges to change. The document concludes by identifying keys to successful organizational change, which include effective measurement systems, support for leadership, rewards and recognition, and root cause analysis.
2. Presentation outline
What & Why of Change?
How do you ensure successful organizational change?
How do you manage change in today's fast-paced business environment?
What is the most important key to the successful organizational change ?
How are companies changing their strategies to compete in a new business
environment ?
Key take home…
3.
4.
5. The Change man of Indian Pharma
1. Conceptualised and introduced Visual Aid (in Glaxo Boros Welcome)
2. Introduced dress code for Medical Representatives (in Stancare-Ranbaxy)
6. Postal DCR to Online
Print VA to Digital
Manual Stockist Order to
Automatic Reordering Software (AI)
Change leader in Indian Pharma
7. For moving from Primary focus to Secondary focus
Change leader in Indian Pharma
Change in field force goal
8. 5 days working culture for
field force…
For Separate go-to-market team
responsible for meeting stockist and
collecting orders…
Change in SFE structure …
Change leader in Indian Pharma
9. Faster adoption to virtual detailing platform
Recent Change in Indian Pharma
11. Organizational change in pharma, refers to the
actions in which a business alters a major
component of its organization, such as
Culture & Values
Business/ Portfolio focus
Customer, Employee engagement & Patient service
Product promotion/ Technologies
Distribution process
What & Why of change?
What? Why?
keep abreast with current market
trends (Customer calling)
Predictability of business transitions
Business efficiency
Sustainability
Give competitive advantage
Employee motivation, moral & skill
Market & Shareholders admiration
12. Challenges to bring change…
1. Frequent changes in regulatory & compliance norms
2. Rising cost of working capital
3. Fast changing technology as well as customer needs
4. Strong priority towards revenue/ sales number
5. Feeling of insecurity at leadership space
6. Mind-set of higher management towards newer technology
7. Rare orientation towards experimentation & innovation
8. Fear of failure
9. Lack of project management skill among the leadership team
13. 1. Root Cause Analysis is the foundation of change request
2. Clearly state your vision for the future
3. Set short-term goals
4. Start at the top
5. Ask employees what they think
6. Stay on top of resistance
7. Create new communication channels
8. Become an early adopter
9. Have patience
How do you ensure successful organizational change ?
14. How do you manage change in todays fast paced
business environment ?
A sharp business intelligence team in place
Technology like AI, machine learning & big data
Effective tracking and monitoring systems
Creating a dedicated project management team comprises of
experienced staff
Reward and recognition for the implementers & administrative
team
Collaborations with allied industries, & law maker, stake holders
including educational institute like IIT & IIM (Project basis)
15. How are companies changing their strategies to
compete in a new business environment ?
1) Collaborative
Product Promotion
approach
2) Shift in
Customer focus
GP
Focus
Speciality
Focus
3) Collaboration with
strong technology
leaders
4) Tie-ups with
Research
institutes
5) Disruptive
distribution
channels
16. What is the most important key to the successful
organizational change ?
• Incentivise the smart
implementers
• Support the back runners
• Share the success stories
• Setting of timely milestones
• Technology & Tool to measure
outcomes
• Involve tech consultants/
partners
• Support the leadership team
with workshops and
educational tools
• Mentoring support for
leadership team
• Training on design thinking
• Change management &
project management
• MBO Approach
• Creation of a dedicated project
management team
• Proper Root Cause analysis, RCA
• Design Thinking tool in place
• Toolkits to create, Goal setting &
measurement matrix in place
• Budget
• Staff
• Time line Planning before
Change
Support to
Leadership
Rewards &
Recognitions
Effective
Measurement
systems/
Technology
