Foxleigh Team Performance

Build a strong commercial culture by improved understanding, trust and ways of working across your commercial team. Our clients use our models and events to strengthen internal team connections, provide clear direction and unify activities that makes the group feel more confident and with a strong sense of identity and purpose that empowers them to succeed with difficult customers.

CASE STUDY

I was approached by a Pharmaceutical company that works with a variety of distribution partners around the world. They sell a variety of products to each distribution partner depending on the local agreements, and some are prescription products and some are over the counter pharmacy products.

The recent pressures on manufacturing and supply chain globally have created a significant cost challenge for the business and they needed to increase prices around the world. However the team were inexperienced in price increases and sceptical that they were possible to implement.

The VP in charge of the team asked for support to develop a programme to train the basic skills and processes of price increases as well as to support strategy development to deliver cost increases across the portfolio and around the world.

I spent 3 days with the group where, using a case study, we walked through each stage of designing and implementing a price increase. I answered specific questions from the markets and offered personal support and coaching to team members facing challenges from markets.

I developed a communications strategy using the executive leadership team and we planned responses and challenges  as well as mitigation plans to deal with escalation and threats.

At the end of the programme, the team had practised these difficult conversations with senior colleagues and had a plan prepared.

The price increase delivery was highly effective and was recognised by the CEO and CFO as an example of exemplary practice from the business unit. They achieved more than the other business units and in less time, significantly reducing the pressure on the business with respect to spiralling costs.

They also did so while retaining strong relationships with partners across the world, a fear held by many of the team in advance of the price increase.

Foxleigh Commercial Performance offers three areas of focus