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Archive for February, 2016

I’ll be co-sponsoring two informative webinars next week, on important topics for commercial life sciences professionals. Here’s how you can join in!

>>The Solution to our Biggest Influencing Mistake

What is the ONE thing that will increase employee and customer engagement, build trust, and open doors for better outcomes? Find out as I join Jill Donahue with EngageRx, for a discussion of the biggest influencing mistake we make in commercial biopharma – and how we can fix it. This event takes place at noon EST on Thursday, March 3rd. Register for the webinar here.

>>Branding the Training Department

In an upcoming LTEN webinar, Jason Zeman (Director of Sales L&D of Valeant) and I will outline how Valeant’s training department developed a purposeful brand identity, and how that brand shapes the vision, leadership, and practices of the training staff.

You’ll discover how “Developing Value” became a key mantra in the Valeant training brand.

Developing Value

Join us on Friday, March 4th (12:30 EST) as we discuss how branding goes beyond just a logo and a catch phrase, and explain the practical impact of a department identity that demonstrates ongoing value. Register for the webinar here.

 

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We’re moving – 500 feet north

As of March 1st, 2016 this will be my new home and HQ:

Impactiviti HQ

 

On February 22, we closed on this house that is just 10 doors down from the place we’ve been renting here in Franklin, TN.

I love working out of my home, and having a bright sun room adjacent to my office is a real bonus. When I’m talking with you on the phone, I will undoubtedly be pacing back-and-forth between those rooms, which is my favorite way of multi-tasking.

Y’all come and visit sometime!

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Since I’m asking the question, you can probably guess my answer: Yes. Here’s why I think so…

With some exceptions, commercial training departments in biopharma companies tend to be thought of as “order-takers” for the more high-profile Sales and Marketing departments. “We need this done – toss it over the fence to training.” Ever seen that sort of approach to the training department before?

Deservedly or not, training tends to be viewed as a place for tactical execution. Add to this fact that many of the roles in commercial training tend to be rotational (successful sales people moving through the training department toward roles in marketing or sales leadership) and it’s easy to see why the default identity for training might devolve to “merely” a support function.

Hence the need to pro-actively create and reinforce a clear value-adding identity for the training department – a “brand,” if you will.

One of my most interesting assignments last year was to work with one training department on establishing a brand identity, including key principles and practices demonstrating the value (to the organization) of the training group. In an upcoming LTEN webinar, Jason Zeman (Director of Sales L&D of Valeant) and I will outline how we developed a brand identity with the department, and how that brand shapes the vision, leadership, and practices of the training staff.

The key question we worked with during our brand session was, “How does the Learning and Development group uniquely add value to our organization?” You’ll discover how “Developing Value” became a key mantra in the Valeant training brand.

Developing Value

Join us on Friday, March 4th (12:30 ET) as we discuss with you how branding goes beyond just a logo and a catch phrase, and explain the practical impact of a department identity that demonstrates ongoing value. Register for the webinar here.

 

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When you’ve been in the life sciences industry for as long as I have, you’ve seen dozens of major organizational changes. Downsizing due to patent losses; re-configurations due to M&A; reactions to new market conditions – you name it.

Ch-ch-ch-changes. They often have a direct impact on the field force.

Training is impacted by these shifts, and often needs to participate through training/re-training personnel. Sometimes, a company needs to call on change management consultants to help with the planning and execution.

Here is a case study provided by one of my partners outlining how they worked with a client to successfully execute a major organizational change requiring a re-structured field force: Case Study Organizational Change

Ch Changes

Impactiviti helps you find the optimal vendors for all your outsourced training and consulting needs. Contact us today (asksteve@impactiviti.com) to discuss your needs and we’ll help you with targeted recommendations from our suite of valued partners!

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