the challenge
strategic misfires
The Canadian division of one of the world’s leading global pharmaceutical companies was achieving its business targets, but was missing a number of sales and marketing opportunities.
WHAT WE DID
Core International Inc. was hired to support the company in designing and implementing an organization structure aligned with its customer-driven change (CDC) strategy. The structure was designed to shift Sales and Marketing focus from a product-driven to a customer-driven culture, and reorient the Marketing department to a customer segment model. Additional focus was devoted to clarifying and building cross-boundary relationships to enable to newly-design elements of the structure to operate as a cohesive whole.
RESULTS
- The customer-centric strategy, which had been stalled for four years was implemented in six months.
- Achieved 3 year out revenue targets by the end of year one.
- A 4-point year over year improvement in employee engagement was achieved.
- Reduction in operating costs from $104M to $97M (6.7%).
Testimonial
“The Canadian marketing reorganization was the best in [global pharmaceutical company] – a team of professionals who are on top of their business”
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