This position paper answer the following questions: Why is creativity so important? - How to craft a creative strategy? - How to build a creativity-driven organization?
Description of the ELITE Program based on four pillers: 1. the prescriber insight - 2. the brand preference mix - 3. the the high impact interactions - 4. Job passion
Description of the Brand Booster Program which includes three innovative marketing approaches: the Brand Preference Mix to increase market share - the Behavioral Prescriber Segmentation to increase the efficiency of field forces and the Individual Prescriber Plan to fine tune the marketing mix
Sales Force Effectiveness is Dead ... or is it?
Five opportunities for pharma to get ‘back to basics’ and immediately lift sales performance.
Blackdot are a full service benchmarking, consulting, training & advisory firm exclusively focused on lifting sales force effectiveness & efficiency. Blackdot exist to assist their clients to achieve more predictable, repeatable, and sustainable sales performance.
What makes them unique is their total fixation on the use of data-driven, evidence-based techniques to understand what does (and does not) drive sales performance.
By viewing the ‘sales engine’ holistically, as an ecosystem of component parts that work interdependently to impact sales results, Blackdot are able to identify the root cause of what’s inhibiting and enabling your current performance, including quantifying the payoff in actually getting it right.
Armed with this knowledge, Blackdot stand alongside their clients who engage them to define, implement and embed change programs that bridge the gap between ‘hoping’ and ‘knowing’ they’ll deliver top and bottom line performance improvement.
Pre-Launch Planning: Priming Your Pharma Brand For Profit And Success (mini)Eularis
In today’s environment, Pharmaceutical companies find themselves in a bind. Until recently, if drugs made over $500 Million in annual revenue within 3 to 5 years of launch, they were considered hugely successful. They were a support to an extensive company portfolio and a component of greater company profit.
However, things have changed. The standards for a successful drug have become much higher and much more dangerous. With so many revenue-producing drugs going off patent, companies are facing large holes in their balance sheets and sales that are increasingly slow.
Plus, with the stakes high and available funds low, pipelines are drying up. Add to this the closer scrutiny of safety issues, the rise of Generics, slower physician acceptance and adoption of new therapies, and the Pharma Industry is in trouble.
More and more, companies are expecting marketers to be instrumental at the key moment of launch, and marketers are under extreme pressure. To deliver on the high hopes of Pharmaceutical brand launch, companies must engage in comprehensive pre-launch planning.
In this report we analyze why launch is increasingly important, the issues involved in pre-launch planning, including key organizational strategies, marketing tactics, regulatory considerations, global issues, and methods for ensuring the most effective plans.
Presentation of the "Smart Field Force Framework" which has been developed to help pharma companies design the best organizational model to support the right strategy and tactics
Description of the ELITE Program based on four pillers: 1. the prescriber insight - 2. the brand preference mix - 3. the the high impact interactions - 4. Job passion
Description of the Brand Booster Program which includes three innovative marketing approaches: the Brand Preference Mix to increase market share - the Behavioral Prescriber Segmentation to increase the efficiency of field forces and the Individual Prescriber Plan to fine tune the marketing mix
Sales Force Effectiveness is Dead ... or is it?
Five opportunities for pharma to get ‘back to basics’ and immediately lift sales performance.
Blackdot are a full service benchmarking, consulting, training & advisory firm exclusively focused on lifting sales force effectiveness & efficiency. Blackdot exist to assist their clients to achieve more predictable, repeatable, and sustainable sales performance.
What makes them unique is their total fixation on the use of data-driven, evidence-based techniques to understand what does (and does not) drive sales performance.
By viewing the ‘sales engine’ holistically, as an ecosystem of component parts that work interdependently to impact sales results, Blackdot are able to identify the root cause of what’s inhibiting and enabling your current performance, including quantifying the payoff in actually getting it right.
Armed with this knowledge, Blackdot stand alongside their clients who engage them to define, implement and embed change programs that bridge the gap between ‘hoping’ and ‘knowing’ they’ll deliver top and bottom line performance improvement.
Pre-Launch Planning: Priming Your Pharma Brand For Profit And Success (mini)Eularis
In today’s environment, Pharmaceutical companies find themselves in a bind. Until recently, if drugs made over $500 Million in annual revenue within 3 to 5 years of launch, they were considered hugely successful. They were a support to an extensive company portfolio and a component of greater company profit.
However, things have changed. The standards for a successful drug have become much higher and much more dangerous. With so many revenue-producing drugs going off patent, companies are facing large holes in their balance sheets and sales that are increasingly slow.
Plus, with the stakes high and available funds low, pipelines are drying up. Add to this the closer scrutiny of safety issues, the rise of Generics, slower physician acceptance and adoption of new therapies, and the Pharma Industry is in trouble.
More and more, companies are expecting marketers to be instrumental at the key moment of launch, and marketers are under extreme pressure. To deliver on the high hopes of Pharmaceutical brand launch, companies must engage in comprehensive pre-launch planning.
In this report we analyze why launch is increasingly important, the issues involved in pre-launch planning, including key organizational strategies, marketing tactics, regulatory considerations, global issues, and methods for ensuring the most effective plans.
Presentation of the "Smart Field Force Framework" which has been developed to help pharma companies design the best organizational model to support the right strategy and tactics
A Sales Force Effectiveness Analysis is used to support the decision making process by providing a detailed overview of the variety of forces that may be acting on an organisational change issue. It allows the user to assess the source and strength of these forces and is particularly useful in the planning and implementation stages of change management.
Visdios is a specialist in key opinion leader management, development, implement process and also manage all kind of KOL solutions across your company. We engage with our valuable customers to get a real understanding of their business requirements.
http://visdios.com/kol-management-india/
Training Program for Medical Representatives by Anup Soans Anup Soans
“Hardknocks for GreenHorn is a good book and very useful tool for any one starting his / her career in Pharma Industry..
It covers all basic concepts i.e Medical Part, Sales Tools, Innovative methods and much more. I strongly recommend this book to be the part of freshers training batch in any Pharma Company. .”
All You Wanted to Know about KOL Management.
This is a special issue with a focus on Pharma KOL Management as an introduction to the KOL Management Workshop by Knowledge Media Venturz
A framework used by tens of thousands of successful companies worldwide, the elements of People, Execution, Sales & Cash are the elements you must master in order to increase growth & scale.
The principle of cascade planning & reverse hierarchy guarantee engagement & accountability levels that deliver repeatable results.
Revenue Growth +30 – 200%
Profitability Growth +10 – 30%
Productivity Growth +30 – 50%
Employee Engagement Growth +40 – 70%
Customer Success Growth (Net Promoter Score) +30 – 50%
Optimize Medical Representatives Visits using My Sales DialerAnjul Katare
Pharmaceutical Industry relies heavily on Medical Representatives (MR) for feedback, sale and constant touch with doctors and hospitals. This presentation demonstrates how My Sales Sales Dialer solution can optimize MRs work with remote management and tracking of agents.
Smart Pharma Consulting 1, rue Houdart de Lamotte – 75015 WilheminaRossi174
Smart Pharma Consulting
1, rue Houdart de Lamotte – 75015 Paris – France
Tel.: +33 6 11 96 33 78 – Fax: +33 1 45 57 46 59
E-mail: [email protected] – Website: www.smart-pharma.com
How can Creativity
boost your
Performance?
Application to
Pharma companies
Position Paper
May 2016
Smart Pharma
Consulting
“The true sign of intelligence is
not knowledge but imagination”
(Albert Einstein)
Smart Pharma Consulting
1. Introduction
May 2016 2 How can Creativity boost pharma companies performance?
“Necessity is the mother of invention”
Why is creativity so important?
How to craft a creative strategy?
How to build a creativity-driven organization?
Smart Pharma Consulting
Sources: Smart Pharma Consulting analysis
1. Introduction
May 2016 3 How can Creativity boost pharma companies performance?
Context – Objective – Approach
Pharma companies are facing a paradigm shift which forces them to reinvent in a
creative way their strategy, the corresponding tactics and their organization
Pharmaceutical companies must urgently rethink creatively their business model to face the
paradigm shift that is occurring:
− Health authorities keep on raising barriers regarding drug registration and marketing conditions
− Payers have no choice but to put more pressure on drug price, including on innovative ones
− Healthcare professionals tend to reduce their number of interactions and to become less and less
sensitive to promotion
To help pharma companies figure out how to leverage creativity to boost their performance, Smart
Pharma Consulting will attempt to answer the following questions:
− Why is creativity so important?
− How to craft a creative strategy?
− How to build a creativity-driven organization?
“We are continually faced with great opportunities, brilliantly disguised as insoluble problems” – John W. Gardner
Smart Pharma Consulting
Sources: Smart Pharma Consulting analysis
2. Why is creativity so important?
May 2016 4 How can Creativity boost pharma companies performance?
1 The world's first malaria vaccine having obtained a marketing authorization by the European
Medicine Agency (EMA) in 2015
Role of creativity in business
In the business context, creativity stimulates discoveries, inventions and innovations
that could potentially result in highly valuable products, services, organizations, etc.
Creativity is the development of ideas about products, services, organizations, business models or theories that are novel and
potentially valuable
Creativity involves the ability to break down and restructure conventional knowledge to come up with different viewpoints and insights
Creativity can potentially lead to various discoveries, inventions and innovations
Creativity
Discovery consists to be the first to find
or observe an existing place, substance
or scientific phenomenon
Discovery can help explain knowledge
that i ...
A Sales Force Effectiveness Analysis is used to support the decision making process by providing a detailed overview of the variety of forces that may be acting on an organisational change issue. It allows the user to assess the source and strength of these forces and is particularly useful in the planning and implementation stages of change management.
Visdios is a specialist in key opinion leader management, development, implement process and also manage all kind of KOL solutions across your company. We engage with our valuable customers to get a real understanding of their business requirements.
http://visdios.com/kol-management-india/
Training Program for Medical Representatives by Anup Soans Anup Soans
“Hardknocks for GreenHorn is a good book and very useful tool for any one starting his / her career in Pharma Industry..
It covers all basic concepts i.e Medical Part, Sales Tools, Innovative methods and much more. I strongly recommend this book to be the part of freshers training batch in any Pharma Company. .”
All You Wanted to Know about KOL Management.
This is a special issue with a focus on Pharma KOL Management as an introduction to the KOL Management Workshop by Knowledge Media Venturz
A framework used by tens of thousands of successful companies worldwide, the elements of People, Execution, Sales & Cash are the elements you must master in order to increase growth & scale.
The principle of cascade planning & reverse hierarchy guarantee engagement & accountability levels that deliver repeatable results.
Revenue Growth +30 – 200%
Profitability Growth +10 – 30%
Productivity Growth +30 – 50%
Employee Engagement Growth +40 – 70%
Customer Success Growth (Net Promoter Score) +30 – 50%
Optimize Medical Representatives Visits using My Sales DialerAnjul Katare
Pharmaceutical Industry relies heavily on Medical Representatives (MR) for feedback, sale and constant touch with doctors and hospitals. This presentation demonstrates how My Sales Sales Dialer solution can optimize MRs work with remote management and tracking of agents.
Smart Pharma Consulting 1, rue Houdart de Lamotte – 75015 WilheminaRossi174
Smart Pharma Consulting
1, rue Houdart de Lamotte – 75015 Paris – France
Tel.: +33 6 11 96 33 78 – Fax: +33 1 45 57 46 59
E-mail: [email protected] – Website: www.smart-pharma.com
How can Creativity
boost your
Performance?
Application to
Pharma companies
Position Paper
May 2016
Smart Pharma
Consulting
“The true sign of intelligence is
not knowledge but imagination”
(Albert Einstein)
Smart Pharma Consulting
1. Introduction
May 2016 2 How can Creativity boost pharma companies performance?
“Necessity is the mother of invention”
Why is creativity so important?
How to craft a creative strategy?
How to build a creativity-driven organization?
Smart Pharma Consulting
Sources: Smart Pharma Consulting analysis
1. Introduction
May 2016 3 How can Creativity boost pharma companies performance?
Context – Objective – Approach
Pharma companies are facing a paradigm shift which forces them to reinvent in a
creative way their strategy, the corresponding tactics and their organization
Pharmaceutical companies must urgently rethink creatively their business model to face the
paradigm shift that is occurring:
− Health authorities keep on raising barriers regarding drug registration and marketing conditions
− Payers have no choice but to put more pressure on drug price, including on innovative ones
− Healthcare professionals tend to reduce their number of interactions and to become less and less
sensitive to promotion
To help pharma companies figure out how to leverage creativity to boost their performance, Smart
Pharma Consulting will attempt to answer the following questions:
− Why is creativity so important?
− How to craft a creative strategy?
− How to build a creativity-driven organization?
“We are continually faced with great opportunities, brilliantly disguised as insoluble problems” – John W. Gardner
Smart Pharma Consulting
Sources: Smart Pharma Consulting analysis
2. Why is creativity so important?
May 2016 4 How can Creativity boost pharma companies performance?
1 The world's first malaria vaccine having obtained a marketing authorization by the European
Medicine Agency (EMA) in 2015
Role of creativity in business
In the business context, creativity stimulates discoveries, inventions and innovations
that could potentially result in highly valuable products, services, organizations, etc.
Creativity is the development of ideas about products, services, organizations, business models or theories that are novel and
potentially valuable
Creativity involves the ability to break down and restructure conventional knowledge to come up with different viewpoints and insights
Creativity can potentially lead to various discoveries, inventions and innovations
Creativity
Discovery consists to be the first to find
or observe an existing place, substance
or scientific phenomenon
Discovery can help explain knowledge
that i ...
The EPP Life Sciences Executive Briefing is an ‘invitation-only’ executive meeting that aims to build a dialogue between CxO’s and industry pricing experts on emerging pricing and commercial topics in their industry. The European Pricing Platform - together with its partner Alliance Life Sciences - focus on bringing together a very exclusive and high level group of professionals from the Life Sciences Industry. EPP provides a discussion platform for no more than 30 of these top professionals in the business, creating a one-of-a-kind learning and networking experience. In short, some hours of thought provoking debate and global best practice at your fingertips. We're sure you want to be part of this exclusive group.
Presentation of the "Pharma Corporate Reputation Booster" which is a practical approach to strengthen the reputation and competitive position of pharmaceutical companies.
14th Cairo Marketing Club (FMCG Fast Moving Pharma)) by Dr.Saber HelalMahmoud Bahgat
14th Cairo Marketing Club (FMCG Fast Moving Pharma)) by Dr.Saber Helal
to attend & Get the Address Confirm to me on Pvt WhatsApp
#Mahmoud_Bahgat
00966568654916
#Marketing_Club
Only If you are a Marketer Register as a member & or a Speaker in the link
http://goo.gl/forms/RfskGzDslP
■■■■■■■■■■■■■■
جروبات خاصة عالواتساب ب
محبي العمل فالتسويق فالمستقبل
غير عاملين بالتسويق حاليا للتعلم
■ أهم الإعلانات والأفكار والكتب في التسويق■
■■ *بدون كلام ولا سلام ولا شكرا*■■
فقط اشتراك الجروبات
وليس حضور اجتماعات نادي الماركتينج
■ *(الماركتيرز لهم جروبات خاصة)*■
ويستطيعوا حضور الاجتماعات الشهرية ولنا
■ اشترك في جروب واحد منهم فقط دوس على اللينك ■
Marketing club 19 (Future)
https://chat.whatsapp.com/IqDyV0a7GcPIKhcSKan8zD
Marketing club 20 (Future)
https://chat.whatsapp.com/Kt0SlWIeh3n8JPNrUKBOX8
■■■■■■■■■■■■■■■■
Marketing Club Middle East
Since 29 October 2015
We have 7 groups whatsapp
with 750 marketers
From all middle east
since 9 years
& now 13 more groups
For Marketing Club Lovers as future Marketers
Many non Marketers yet have asked to Attend the Club
((We Wish All can Attend,But Cant right now but soon we will..))
Criteria for attending Marketing Club Meetings
•••••••••••••••••••••••••••••••
For Better Harmony & Mind set.
Must be only Marketer
Also Previous Marketing experience
●Business Managers
●Country Manager,GM
●Directors, CEO
Are most welcomed to add Value to us.
■■■■■■■■■■■■■■■■
《 *Unmatched Criteria*》 till we allow all soon
Not Med Rep,
Not Key Account,
Not Product Specialist,
Not Sales Supervisor,
Not Sales Manager,
●●●●●●●●●●●●●●●●●●
But till you become a marketer
you can join our What'sApp group
Marketing Lover Future Club Group
■■■■■■■■■■■■■■■■
《 *Unmatched Criteria*》
For Conflict of Interest
Also Can't attend
If Working in a Marketing Services Provider
=not Hotel or tourism
=not Restaurant
=not Advertising
=not Event Manager
=not Market Researcher
■■■■■■■■■■■■■■■■
this Club for Only Marketers
Soon will open for all
Very Soon we will have
■ Business Leaders Club ■
For Sales Managers & Directors
Will be Not for Marketers
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جروب وصفحة الماركتينج كلووب عالفيسبوك
#Marketing_Club Group on Facebook
https://www.facebook.com/groups/837318003074869/
Now we can talk freely In all marketing topics
As open discussion all the time
On our Facebook group
Without disturbing anyone
on our 16 what'sApp groups
To keep what's app groups simple &to the point
Only 2 or 3 posts daily
■اتكلم براحتك على الفيسبوك■
وخلي الواتساب صور وكتبو وبوستات كاملة فقط حتى لا نزعج الناس
اشترك الآن في صفحة الفيسبوك
https://www.facebook.com/MarketingTipsPAGE/
اشترك الآن في جروب الفيسبوك
https://www.facebook.com/groups/837318003074869/
لتسجيل بيناتك لتصلك بعض المحاضرات لو أمكن عالايميل
http://goo.gl/forms/RfskGzDslP
#Marketing_Club
#Mahmoud_Bahgat
00966568654916
■■■■■■■■■■■■■■■
“Marketing 2.0” in the pharmaceutical industry is no longer about just saying that our product is different and hoping customers will see it that way. It’s very much about making it so and then about finding our way to engage customers in a “conversation” that helps create the value rather than just promoting it through armies of medical representatives. We need to develop new, end-to-end processes that shape our relationships with physicians, payers, patients and care-givers.
Innovation and the Evolution of the New Customer ModelDoblin Inc.
How to rethink the customer model of healthcare and innovate the pharma industry in the process. Jeff Wordham and Kathleen Onieal of Doblin/Monitor outline common obstacles to innovation--and ways to overcome them. (Presented at the ePharma conference in New York in February 2011.)
Overview of aspects of pharma's value added services and its primary aspects to deliver them.
Learn what others do and reflect how it's an opportunity for your pharma company..
Catalogue of training programs specifically designed for the pharmaceutical industry. Programs covering: Strategy - Marketing - Sales force effectiveness - Market research - Management - Project Management. Proposition of seminars and masterclasses
Prescription for Growth: Embrace a NicheRolandJacobs1
Roland Jacobs is CEO of marketing strategy firm AspireUp
Tim Calkins is a clinical professor of marketing, including biomedical marketing, at the Kellogg School of Management at Northwestern
Analysis of what patient services proposed by pharma companies should be. This document explains: 1. why patient centricity is essential? - 2. how to craft a patient-centric strategy? - 3. How to implement patient-centric initiatives?
BUSI 330Collaborative Marketing Plan Final Draft Instructions.docxrichardnorman90310
BUSI 330
Collaborative Marketing Plan Final Draft Instructions
Include the following in your Group Discussion Board Forum:
1. A report with the final Marketing Plan that includes the three previous drafts, attached as an MS Word file. In addition, this final MP must include the following sections:
· Marketing Programs & Financial Projections.
You should review pp. 54–55 of the text for examples of the key issues that should be discussed within these sections of the MP. You will need a comprehensive marketing program, which includes a discussion of: the Product Strategy, the Pricing Strategy, the Promotion Strategy and the Distribution (channels) Strategy.
The last section on Financial Projections should show a 5-year projection of expected revenues. In addition, you should present some type of idea when BE (break-even) will take place. Companies that introduce new products generally do not make a profit in “year 1” because of the high development and marketing costs required to test and launch the product. Obtaining costs will be difficult, but you should try to estimate costs.
· Executive Summary (ES)
Finally, once the MP is written, you will need to write the Executive Summary. The ES is written last but is placed right after the Table of Contents. You will want the reader to see the ES first. if they like it, they may read on. If it does not excite the reader, the MP will likely be discounted. The ES should contain only the most important findings, conclusions, and recommendations contained within your plan.
· The Table of Contents
The Table of Contents contains a list of the major sections of your marketing plan with the names of the group members that participated in the actual writing of each section. This will allow the instructor to evaluate each member’s contribution to the overall group project.
· Appendices
The only Appendix required is a reference list. Keep in mind that data and key information may need citations, but will surely require a reference list. A plan with no references will be considered marginal since information sources add considerable credibility to the ideas in your plan.
Your Collaborative Marketing Plan Final Draft must be submitted by 11:59 p.m. (ET) on Friday of Module/Week 8.
Running head: 1
4Group 4-Crystal ArzolaEdwin BrannanLevi ClarkJennifer HardyBrodee Whichard
Liberty UniversityDraft 1-Marketing Plan
1. Executive Summary
Our marketing plan is for the pediatric rack system used by g-tube patients to be distributed and sold through the Fortune 500 company, Owens & Minor.
2. Company Description
Owens and Minor was established by cofounders Otho O. Owens and G. Gilmer Minor in 1882 to provide healthcare services for the local Richmond community. What started as a drugstore, in a now historic landmark, quickly grew to buy out competitor drugstore Bodeker Drug Company in 1954. With this acquisition, the company briefly changed names to Owens, Minor & Bodeker, commonly known in that day as OMB. In pre.
This document presents an analysis of the current state of the biosimilar market as well as its perspectives of evolution, with a particular focus on the French market
The purpose of this report is to provide key information and robust analyses to better optimize drug valuation, from the pharmaceutical companies perspective
Presentation of a methodology to optimize the management of mature brands in the pharma industry. These recommendations are based on desk research, benchmarking study and Smart Pharma Consulting expertise and experience
This report analyzes the current situation and the key trends of the French Pharma market by the end of 2022 to provide pharma companies with key strategic insights
French generics market attractiveness 2017 - 2022 excerptJean-Michel Peny
This excerpt of a report published in 2017 describes and explains the dynamics of the French generics and biosimilars markets in France, and evaluate their attractiveness by 2022
Time optimization - Eight Practical RecommendationsJean-Michel Peny
This booklet proposes eight practical recommendations to help employees better manage their time at work. These recommendations will enable to save three hours per day and boost efficiency
Method, tools and recommendations to boost Medical Science Liaisons Competence and performance.
Presentation of best practices to manage key opinion leaders
Description of the "KAM Expert Wheel" which is a method to structure the activities of Key Account Managers and help them cope with the complexity of their task
Business Development & Licensing concepts, methods and tools. From theory to practice.
Application to the pharmaceutical sector. Guidelines and recommendations
Analysis of the global pharmaceutical market (2017 - 2023) and of the pharma companies strategic options. Proposition of concepts, methods and tools to craft corporate, business and operational strategies
Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
Remote sensing and monitoring are changing the mining industry for the better. These are providing innovative solutions to long-standing challenges. Those related to exploration, extraction, and overall environmental management by mining technology companies Odisha. These technologies make use of satellite imaging, aerial photography and sensors to collect data that might be inaccessible or from hazardous locations. With the use of this technology, mining operations are becoming increasingly efficient. Let us gain more insight into the key aspects associated with remote sensing and monitoring when it comes to mining.
What are the main advantages of using HR recruiter services.pdfHumanResourceDimensi1
HR recruiter services offer top talents to companies according to their specific needs. They handle all recruitment tasks from job posting to onboarding and help companies concentrate on their business growth. With their expertise and years of experience, they streamline the hiring process and save time and resources for the company.
Attending a job Interview for B1 and B2 Englsih learnersErika906060
It is a sample of an interview for a business english class for pre-intermediate and intermediate english students with emphasis on the speking ability.
Skye Residences | Extended Stay Residences Near Toronto Airportmarketingjdass
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Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
• Four (4) workplace discipline methods you should consider
• The best and most practical approach to implementing workplace discipline.
• Three (3) key tips to maintain a disciplined workplace.
Affordable Stationery Printing Services in Jaipur | Navpack n PrintNavpack & Print
Looking for professional printing services in Jaipur? Navpack n Print offers high-quality and affordable stationery printing for all your business needs. Stand out with custom stationery designs and fast turnaround times. Contact us today for a quote!
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
What is the TDS Return Filing Due Date for FY 2024-25.pdfseoforlegalpillers
It is crucial for the taxpayers to understand about the TDS Return Filing Due Date, so that they can fulfill your TDS obligations efficiently. Taxpayers can avoid penalties by sticking to the deadlines and by accurate filing of TDS. Timely filing of TDS will make sure about the availability of tax credits. You can also seek the professional guidance of experts like Legal Pillers for timely filing of the TDS Return.
Unveiling the Secrets How Does Generative AI Work.pdfSam H
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According to TechSci Research report, “India Orthopedic Devices Market -Industry Size, Share, Trends, Competition Forecast & Opportunities, 2030”, the India Orthopedic Devices Market stood at USD 1,280.54 Million in 2024 and is anticipated to grow with a CAGR of 7.84% in the forecast period, 2026-2030F. The India Orthopedic Devices Market is being driven by several factors. The most prominent ones include an increase in the elderly population, who are more prone to orthopedic conditions such as osteoporosis and arthritis. Moreover, the rise in sports injuries and road accidents are also contributing to the demand for orthopedic devices. Advances in technology and the introduction of innovative implants and prosthetics have further propelled the market growth. Additionally, government initiatives aimed at improving healthcare infrastructure and the increasing prevalence of lifestyle diseases have led to an upward trend in orthopedic surgeries, thereby fueling the market demand for these devices.
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Creativity and Performance
1. Smart Pharma Consulting
1, rue Houdart de Lamotte – 75015 Paris – France
Tel.: +33 6 11 96 33 78 – Fax: +33 1 45 57 46 59
E-mail: jmpeny@smart-pharma.com – Website: www.smart-pharma.com
How can Creativity
boost your
Performance?
Application to
Pharma companies
Position Paper
May 2016
Smart Pharma
Consulting
“The true sign of intelligence is
not knowledge but imagination”
(Albert Einstein)
2. Smart Pharma Consulting
1. Introduction
May 2016 2How can Creativity boost pharma companies performance?
“Necessity is the mother of invention”
Why is creativity so important?
How to craft a creative strategy?
How to build a creativity-driven organization?
3. Smart Pharma Consulting
Sources: Smart Pharma Consulting analysis
1. Introduction
May 2016 3How can Creativity boost pharma companies performance?
Context – Objective – Approach
Pharma companies are facing a paradigm shift which forces them to reinvent in a
creative way their strategy, the corresponding tactics and their organization
Pharmaceutical companies must urgently rethink creatively their business model to face the
paradigm shift that is occurring:
− Health authorities keep on raising barriers regarding drug registration and marketing conditions
− Payers have no choice but to put more pressure on drug price, including on innovative ones
− Healthcare professionals tend to reduce their number of interactions and to become less and less
sensitive to promotion
To help pharma companies figure out how to leverage creativity to boost their performance, Smart
Pharma Consulting will attempt to answer the following questions:
− Why is creativity so important?
− How to craft a creative strategy?
− How to build a creativity-driven organization?
“We are continually faced with great opportunities, brilliantly disguised as insoluble problems” – John W. Gardner
4. Smart Pharma Consulting
Sources: Smart Pharma Consulting analysis
2. Why is creativity so important?
May 2016 4How can Creativity boost pharma companies performance?
1 The world's first malaria vaccine having obtained a marketing authorization by the European
Medicine Agency (EMA) in 2015
Role of creativity in business
In the business context, creativity stimulates discoveries, inventions and innovations
that could potentially result in highly valuable products, services, organizations, etc.
Creativity is the development of ideas about products, services, organizations, business models or theories that are novel and
potentially valuable
Creativity involves the ability to break down and restructure conventional knowledge to come up with different viewpoints and insights
Creativity can potentially lead to various discoveries, inventions and innovations
Creativity
Discovery consists to be the first to find
or observe an existing place, substance
or scientific phenomenon
Discovery can help explain knowledge
that is acquired through previous
scientific evidences
Discoveries can be accidental (e.g.
penicillin by Alexander Fleming) or
sought after through exploration (e.g.
the molecular structure of DNA)
Some discoveries result in invention of
objects, processes or techniques
Innovation is to make changes in
existing products, services,
organizations, business models or
theories in order to improve them (e.g.
long-acting vs. short-acting drugs,
calendar packs, etc.)
These changes may be required to
increase efficacy, reduce cost, improve
convenience, etc.
Business innovation intends to improve
products, services, organizations, etc.,
to create more value for stakeholders
Inventing is an act of creativity that
results in new products, services,
organizations, business models or
theories, starting from scratch
Inventions could be accidental (e.g.
Viagra) or intentional (e.g. Mosquirix1)
Some inventions result from discoveries
(e.g. vaccines)
Inventions usually require a process
where experimentation, “trial and error”
and alternations are required in order to
create the perfect invention
Discovery Invention Innovation
5. Smart Pharma Consulting
Sources: Adapted after A. Osterwalder et al. , 2010 and after C. Kim et R. Mauborgne 2005
2. Why is creativity so important?
May 2016 5How can Creativity boost pharma companies performance?
New pharma business model
To cope with a deteriorating competitive environment, pharma companies must build
a creative business model to reduce costs and/or offer better value to customers
The new business model that pharma companies must craft should simultaneously:
− Reduce costs by eliminating less valuable features or services
− Increase customer value (and in return company value) by offering new benefits and services
− Rethink the organization so that functional and operational activities be fully aligned to support
the associated strategy
Eliminate
Reduce
Which factors can we
eliminate?
Which factors should we
reduce?
Raise
Create
Which factors should be
raised above industry
standards?
Which factors should be
created that the industry
has never offered?
- costs + value
Creativity-driven organization
“New business models consist in doing things differently…
… while new business strategies consist in doing different things“
Creative Strategy
6. Smart Pharma Consulting
Sources: Adapted after C. Kim et R. Mauborgne 2005 - D.J. Collis , HBR April 2008, M. Porter 1985 -
Smart Pharma Consulting
3. How to craft a creative strategy?
May 2016 6How can Creativity boost pharma companies performance?
1 Political / legal, economic, socio-demographic and technological factors –
2 Including suppliers, new entrants, substitutes, complements
Creative strategy crafting (1/3)
To craft a successful creative strategy, pharma companies must identify the business
opportunities where they could have the strongest competitive advantage
Strategic segments
”Blue
Ocean”
(business
opportunity)
Opportunities & Threats
(Attractiveness & Key success factors)
Strengths & Weaknesses
(Competitive advantage)
Company’s business model
Intangible resources (information – reputation – knowledge)
Tangible resources (plant – people – financial)
R & D Production
Medico-Marketing
Sales
Market access
Capabilities
”Red
Ocean”
(highly
competitive)
Competitors
offerings
Customers
needs
Company
capabilities
Other stakeholders forces2
Macro-environment1
Ambition & Strategic priorities
Mission
Vision Values
7. Smart Pharma Consulting
Sources: Adapted after C. Kim et R. Mauborgne 2005
3. How to craft a creative strategy?
May 2016 7How can Creativity boost pharma companies performance?
Creative strategy crafting (2/3)
The Strategic Canvas is both a diagnostic tool to identify gaps not fully exploited by
competition and a decision-aid to select which ones to fill up to meet customer needs
4
3
2
1
Critical success factors determining customer preference
Customersatisfaction
ConvenienceEfficacy PriceServicesSafety Corporate
reputation
5
Most important Less important
High
Low
Company A
Company B
Company C
Strategic Canvas (Value curves)
8. Smart Pharma Consulting
Sources: Adapted after C. Kim et R. Mauborgne HBR 2005 and 2009
3. How to craft a creative strategy?
May 2016 8How can Creativity boost pharma companies performance?
Creative strategy crafting (3/3)
“Blue Ocean” strategies, based on value innovation, consist in creating new market
spaces, making the competition either “irrelevant” or weak
New market space conception
“Develop a strategy that structures the market and not a strategy that adjusts to the market structure”
1. Compete in the existing market space
2. Beat the competition
3. Exploit the existing demand
4. Make the value-cost trade off
5. Align the organization with its
differentiation or low cost strategy
Red Ocean Strategy
1. Create an uncontested market space
2. Make the competition irrelevant
3. Create & capture new demand
4. Break the value-cost trade off
5. Align the organization with its
differentiation and low cost strategy
Blue Ocean Strategy
Structuralist approach Reconstructionist approach
9. Smart Pharma Consulting
Sources: Adapted after C. Kim et R. Mauborgne 2005 ,
companies websites
3. How to craft a creative strategy?
May 2016 9How can Creativity boost pharma companies performance?
1 Representing a total amount of € 25.4 million reinvested in training 40,000 health workers and building infrastructures, having contributed
to improve healthcare access to 11 million people over the 2009-2015 period – 2 Least developed countries – 3 Prices of patented products
are capped at no more than 25% of their UK or French price and as low as their manufacturing cost – 4 Multiple Sclerosis
“Blue Ocean” strategic examples
To exploit new business opportunities, companies must develop new strategies
consisting in doing different things that will be highly valued by customers
Viagra was not positioned by Pfizer
as a treatment of
erectile dysfunction
but as a solution to
enhance patients’ life
style, putting the
emphasis on
emotional appeal
Functional vs Emotional focus
NovoPen, the first insulin pen
injector, was introduced in 1985 by
Novo Nordisk, to make injection
more convenient and easier for
patients, improving their quality of
life and their adherence to treatment
Physicians vs. Patients focus
Since 2009, GSK is
committed to reinvest
20%1 of profits made in
LDCs2 and to heavily
lower drug prices3 to increase
patient access and then grow on a
strategic segment disregarded by
most of big pharma companies
Price & Performance
Around-the-pill services
In 2014, Merck launched a device to
inject Rebif, for patients with MS4,
which collects and stores
data that can then be
sent to a secure server.
The system can prompt
patients to a better
adherence to treatment
”Blue
Ocean”
(business
opportunity)
”Red
Ocean”
(highly
competitive)
Competitors
offerings
Customers
needs
Company
capabilities
Other stakeholders forces
Macro-environment
10. Smart Pharma Consulting
Sources: Smart Pharma Consulting analysis
4. How to build a creativity-driven organization?
May 2016 10How can Creativity boost pharma companies performance?
4.1. Individual creativity
Key traits of creative individuals
The creative power of individuals is based on four key dimensions that vary
significantly according to innate and acquired personality of individuals
“Chance favors only the prepared mind” – Louis Pasteur
They are able to spot underlying patterns in
events
They produce unique, novel, new, creative
or innovative and unusual ideas
Originality
They are able to shift from one approach to
another when addressing issues
They see relationships between seemingly
disconnected elements
They produce a large variety of ideas
Flexibility
They are able to produce many ideas
They cope with paradoxes
They challenge status quo
They can mix viewpoints or perspectives
Fluency
They are curious
They look beyond the first “right idea”
They are not afraid to make mistakes
They take risks
Proactivity
11. Smart Pharma Consulting
Sources: Adapted by Smart Pharma Consulting from J.G. Rawlinson
4. How to build a creativity-driven organization?
May 2016 11How can Creativity boost pharma companies performance?
1 There are several possible patterns: F may go below the line, if the pattern established is vowels and consonants.
However, if the pattern depends on straight lines and curves, F must go below the line – 2 There are actually three
capitals: Pretoria (administrative capital), Cap Town (legislative capital) and Bloemfontain (judicial capital)
4.1. Individual creativity
Creativity barrier removal (1/2)
To free the creative power of individuals, these barriers must be lowered or removed,
and a free-wheeling atmosphere generated in which all ideas are acceptable
Self-imposed barriers are put
either consciously or
unconsciously
They are difficult to recognize…
… but easy to remove, once
they have been recognized
Self-imposed barriers
Illustration
Join the nine dots with four straight lines
without taking the pencil off the paper
Analytical thinking seeks to
establish a conventional pattern
to find one solution
However, several patterns may
exist and thus several possible
solutions to address an issue
Conventional pattern
Illustration
Add F to the following letters1:
Tendency to go for the obvious
answer which will be accepted
without any question
However, some other, and
possible better solutions, may
exist
Absence of challenge
Illustration
What is the capital of South Africa2?
A E
B C D
How to enter the French generic market?
(through acquisition or from scratch by
adopting an innovative business model)
How to agree on drug price with payers?
(through conventional price/volume deals
or path-breaking value-based models)
2
1
3
4
A E
B C D F
A F E
B C D
12. Smart Pharma Consulting
Sources: Adapted by Smart Pharma Consulting from J.G. Rawlinson
4. How to build a creativity-driven organization?
May 2016 12How can Creativity boost pharma companies performance?
1 See BPS (behavioral prescriber segmentation) approach – 2 See H2I (High Impact Interactions)
method – 3 See BPM (Brand Preference Mix) approach. These approaches and methods have been
developed by Smart Pharma Consulting and are available on: www.smart-pharma.com
4.1. Individual creativity
Creativity barrier removal (2/2)
To free the creative power of individuals, these barriers must be lowered or removed,
and a free-wheeling atmosphere generated in which all ideas are acceptable
This barrier is difficult to remove
Some people tend to evaluate and reject
ideas that are offbeat or new
Thus, new or original ideas risk to be
dismissed right away
Too quick evaluation
Illustration
Replace the static 2-D segmentation matrix
by the dynamic 3-D matrix1
Develop innovate ideas to create “high impact
interactions” between physicians and medical
representatives2
Adopt the Brand Preference Mix
instead of the 4 Ps of the Marketing Mix3
People do not like going against
universally accepted views by fear of
being wrong and laughed at
However, a great deal of inventors have
taken the risk to challenge the mainstream
thought
Fear of looking like a fool
Illustration
With his equating mass and energy as different forms
of the same phenomenon E=mc2, Albert Einstein
broke the rules of Newtonian physics
The Polish astronomer Nicolaus Copernicus was
the first astronomer to formulate a scientifically-
based heliocentric cosmology that displaced the
Earth from the center of the universe
“To live a creative life,
we must lose our fear of
being wrong” – Joseph C. Pierce
13. Smart Pharma Consulting
Sources: Adapted by Smart Pharma Consulting from R. Evans and P. Russell
4. How to build a creativity-driven organization?
May 2016 13How can Creativity boost pharma companies performance?
1 In 1687, Isaac Newton explained mathematically that the Moon exerts a gravitational pull on the
water of the ocean
4.1. Individual creativity
Creativity stimulation: Practical rules (1/2)
The mental attitude of individuals can be modified to stimulate the generation of new
ideas by applying simple rules
Connect unrelated
ideas or things
Use metaphors
(e.g. In the 17th century, the German
astronomer Johannes Kepler drew attention
to the fact that tides are somehow linked to
the movement of the Moon1)
See things in
different ways
Search for new
applications
Cultivate a sense of
humor
One thing may be seen in different
ways as shown by this picture
The metaphor which connects two different
universes of meaning through similarities
helps understand one idea by another one
(e.g. Thinking of how to catch a fish in order
to find new ideas to attract more customers)
“The metaphor is probably the most fertile power possessed by man” – José Ortega y Gasset
(e.g. A visual analogue scale designed to
assess the pain of patients may as well be
used to assess patients’ well-being)
Both Albert Einstein and Leonardo da Vinci
cultivated the humorous perspective
(e.g. How deep is the ocean?
Just a stone’s throw)
14. Smart Pharma Consulting
Sources: Adapted by Smart Pharma Consulting from T. Rickards
4. How to build a creativity-driven organization?
May 2016 14How can Creativity boost pharma companies performance?
4.1. Individual creativity
Creativity stimulation: Practical rules (2/2)
The mental attitude of individuals can be modified to stimulate the generation of new
ideas by applying simple rules
Get rid of excuses Be persistent
It takes more creativity to get rid of excuses
than it does to come up with new ideas
(e.g. When the Spanish conquistador
Hernan Cortés, arrived at Veracruz (Mexico)
he burned his ships and told his men “Now
you can either fight or die”. Thus, removing
the possibility to give up and return to Spain
Reverse viewpoints
Think ambiguously
Search for alternatives
(Knight’s move thinking)
By turning conventional logic upside down,
we may generate new ideas, and thus
open up our thinking
(e.g. Noting that milkmaids were generally
immune to smallpox, Edward A. Jenner
postulated that the pus in the blisters that
milkmaids received from cowpox (a disease
similar to smallpox, but much less virulent)
protected them from smallpox. Then Jenner
tested his hypothesis by inoculating people
and proved that they were immune to
smallpox). Jenner developed and
generalized the vaccination technique
It is important to be persistent when
attacking creatively a problem and
to keep on searching even when
you feel like giving up
If ambiguity causes confusion and
communication problems, it can also be a
powerful stimulant to imagination
Replace the “either/or” statement by
“How to” to find additional options
(e.g. Either you drop your price or lose your
customer. The question: “How to retain the
customer?” can help find new options)
“Creativity is contagious.
Pass it on” – Albert Einstein
15. Smart Pharma Consulting
Sources: Adapted by Smart Pharma Consulting from Alex Osborn
4. How to build a creativity-driven organization?
May 2016 15How can Creativity boost pharma companies performance?
4.1. Individual creativity
Creativity stimulation: Idea-generating techniques (1/4)
Creativity-spurring checklists help open minds and explore new areas to find creative
ideas by stimulating imagination
“Questions are the creative acts of intelligence” – Francis Kingdon-Ward
The Kipling method is one of the most basic
way to explore any idea or problem consisting
of a list of 6 fundamental questions
Kipling’s QuestionsSCAMPER
S Substitute
What could be substituted
to make an improvement?
C Combine
What could be combined to make
something more useful?
A Adapt
How could the product or service
be adjusted for a better output?
M Modify
What could be modified, minified
or magnified?
P Put to
other uses
Could the product or service be
used in another market?
E Eliminate
What would happen if a component
was removed?
R Rearrange
Is there something that could be
reversed or done in a different order?
16. Smart Pharma Consulting
Sources: Adapted by Smart Pharma Consulting from Tony Buzan
4. How to build a creativity-driven organization?
May 2016 16How can Creativity boost pharma companies performance?
4.1. Individual creativity
Creativity stimulation: Idea-generating techniques (2/4)
The mind mapping and the relevance tree enable to link thoughts without squeezing
them into less natural listing or step-by-step sequence
“Creativity is the power to connect the seemingly unconnected” – William Plomer
The relevance tree serves as visual illustration
to help understanding and to stimulate ideas
The relevance tree
Increase the
# of clients
Improve existing
methods
Faster reply
Develop
rules
Monitor the
execution
Etc.
Better client
follow-up
Make
monthly calls
Test
satisfaction
Develop new
methods
Create a
newsletter
Appoint a
collaborator
E-detailing
Hire sales
reps
Train sales
reps
Measure the
impact
A mind map is basically a diagram that
connects information around a central subject
Description
17. Smart Pharma Consulting
Sources: Adapted by Smart Pharma Consulting from Alex Osborn and from Bernd Rohrbach
4. How to build a creativity-driven organization?
May 2016 17How can Creativity boost pharma companies performance?
4.2. Group creativity
Creativity stimulation: Idea-generating techniques (3/4)
The Brainstorming and the brainwriting are intuitive techniques that stimulate the
generation of many creative ideas in a short period of time by a group of participants
“The fusion of knowledge is the most creative act of the human mind” – Elwood Murray
State and restate the problem (How to do
something?)
Brainstorm (idea generation stage)
Select the wildest and most foolish idea and
turn it round into some more useful ideas
Evaluate the ideas generated, later on by the
brainstormers and/or a team of people deeply
involved with the problem
Brainstorming
1
4
2
3
After the first idea has been written by one of
the participants and passed on to another,
every one reacts – still through writing – to
the last idea proposed until no more idea
comes out
Then, a list of all the ideas is given out to
each of the participants
Brainwriting
1
2
18. Smart Pharma Consulting
Sources: Adapted by Smart Pharma Consulting from William Gordon, George M. Prince, Edward de Bono
4. How to build a creativity-driven organization?
May 2016 18How can Creativity boost pharma companies performance?
4.2. Group creativity
Creativity stimulation: Idea-generating techniques (4/4)
The creativity is stimulated by “synectics” through metaphors and analogies while
the “six thinking hats” approach is based on participants role playing
“You see things; and you say, ‘Why?’ But I dream things that never were; and I say, ‘Why not’?” – George Bernard Shaw
“Synectics” combines elements apparently
irrelevant by using metaphors and drawing
analogies
The process includes 3 steps:
Referring: Specific problem definition
Reflecting: Imaginative manipulation of the problem,
exploring alternatives, possible solutions and translations
of various types
Reconstruction: Reinventing or transforming with
synectic trigger mechanisms
Synectics
Add Transfer Substitute Analogize
Subtract Emphasize Fragment Hybridize
Repeat Animate Isolate Disguise
Combine Parody Distort Fantasize
Six thinking hats
Each participant (Thinking Hat) of the creative
session has a specific color representing an
attitude (role play) leading to parallel thinking:
Neutral, objective (facts and figures)
Emotional (intuitions, impressions, feelings)
Objective, negative (critical, pessimism)
Objective positive (optimism, exploration)
New ideas (creativity, lateral thinking)
Moderator (control, organization, facilitation)
The problem is introduced at the beginning of the
meeting and then everyone should use all the hats
This method provides a comprehensive
understanding of the issue but is time consuming
19. Smart Pharma Consulting
Sources: Smart Pharma Consulting analysis
4. How to build a creativity-driven organization?
May 2016 19How can Creativity boost pharma companies performance?
4.3. Company creativity
Combination of creative and analytical processes
While the creative thinking enables the generation of many ideas, the latter should
then be evaluated and selected through an analytical thinking process
“The creative process is any thinking process which solves a problem in an original and useful way” – H. Herbert Fox
Creative thinking
Creative thinking (also called lateral thinking) is:
‒ Imaginative
‒ Divergent
‒ Giving many ideas (including those that could
be viewed as wild or foolish, and those that
appear not to be linked with the problem)
Analytical and creative thinking processes
are complement and equally important
Analytical thinking (also called vertical thinking) is:
‒ Logical
‒ Convergent
‒ Giving a unique or small number of ideas
This approach requires deep and narrow probing to
identify all aspects
Analytical thinking
Many ideas generated Few solutions selected
20. Smart Pharma Consulting
Sources: Smart Pharma Consulting analysis
4. How to build a creativity-driven organization?
May 2016 20How can Creativity boost pharma companies performance?
4.3. Company creativity
Key drivers to develop a culture of creativity
The creativity at various levels of the company can be fostered by the following key
recommendations
Collaborators should ideally
participate in making decisions
Issues like job security should
be carefully handled when
changes are planned and
implemented
5. Acceptance of change
Throughout the company, new
ideas should be encouraged
Thus managers should be
willing to listen to suggestions,
and organize whenever relevant
idea generation meetings
3. Encourage new ideas
Creative climate is stimulated if
individuals take part in project
and working groups
Such interactions encourage
exchange of information, flow of
ideas and fresh perspectives
2. Permit more interactions
Most of new ideas will prove to
be impractical or useless
It is however important to invest
in experimenting with these new
ideas to identify the ones which
will be effective
4. Tolerate failure
Collaborators must have a
purpose and direction for their
creativity
Guidelines and reasonable
constraints will enable to ensure
some control over time and cost
1. Provide objective
Creative individuals are most
often self-motivated
However, a monetary and/or
non-monetary reward should be
granted to demonstrate that
creative behavior is valued
6. Offer recognition
21. Smart Pharma Consulting
Sources: Smart Pharma Consulting analysis
5. Conclusions
May 2016 21How can Creativity boost pharma companies performance?
Key learnings
Creative companies foresee needs that customers have not yet realized and seize
opportunities that competitors have not yet seen or have overlooked
Creativity is a powerful engine to discover, invent and innovate in products, services, processes,
concepts, etc., that can potentially boost the performance of companies
In a deleterious environment, in which innovation is more and more costly, competition intensifies
and payers keep on increasing their pressure on price, pharma companies should put creativity
at the top of their agenda to simultaneously:
− Reduce their costs and increase their value proposition to optimize the performance of their current
business
− Craft innovative “Blue Ocean” strategies to create and develop market spaces in which competition does
not yet exist or is still weak
For so doing, pharma companies should put in place a creativity-driven organization in which:
− Individual creativity is encouraged and rewarded
− Group creativity is favored through the introduction of a formal creative thinking process
“Creativity is inventing, experimenting, growing, taking risks,
breaking rules, making mistakes, and having fun” – Mary Lou Cook
22. Confidential
Smart Pharma Consulting
1, rue Houdart de Lamotte – 75015 Paris – France • Tel.: +33 6 11 96 33 78 • Fax: +33 1 45 57 46 59 • E-mail: jmpeny@smart-pharma.com • Website: www.smart-pharma.com
Consulting company dedicated to the pharmaceutical sector operating in the complementary domains of strategy, management and organization
Smart Pharma Consulting
Core capabilities
Strategy1
Assessing the attractiveness of markets (Hospital
/ retail innovative products - Vaccines - OTC - Generics)
Growth strategy
Optimization of marketing / sales investments
Development of a company in the hospital market
Business
Valuation for acquisition
Portfolio / franchise assessment
Extension of product life cycle performance
Improvement mature products performance
Adaptation of price strategy
Defense strategies vs. new entrants
Competitive strategies in the hospital market
Strategic partnerships companies / pharmacies
Rethink of operational units organization
Improvement of sales force effectiveness
Improvement of the distribution channels covering the hospital and retail markets
Development of a strategic planning process
Organization3
Organization
Facilitation and structuring of strategic
thinking for multidisciplinary product teams
Key challenges identification
Strategic options formalization
Resource allocation optimization program
Training of marketing and market research
teams to sales forecast techniques (modeling
and scenarios development)
Development and implementation of a "coaching
program" for area managers
Sales reps coaching
Regional action plans roll-out
Development and implementation of a "sales
techniques program" for sales forces (STAR1)
Management2
1 Sales Techniques Application for Results (training courser