Change management consulting

We supported a leading pharmaceutical company in a prospective analysis of the role of the medical sales representative of the future. Our client, the company’s sales director, was faced with a context of changing customer engagement practices and wanted to draw up a vision of what the pharmaceutical sales representative’s job of the future might be.

We helped him to define a vision for 2030 and to build a roadmap with the different projects to be implemented to make his teams evolve towards this new role. We first led several working sessions with all the stakeholders involved in the different projects to identify the objectives, key steps, levers, resources, means, timing, indicators, expected deliverables and the functions involved for each project.

Then, we formalized this roadmap to facilitate its diffusion internally and to communicate on the next steps.

In the context of a large pharmaceutical company developing an omnichannel suite to streamline healthcare professionals monitoring by their marketing teams, our team assisted our client in structuring and presenting this solution internally. The goal was to help the marketing teams better understand the capabilities offered by this internally developed tool.

To assist our client in the adoption of the omnichannel suite, we first outlined the engagement plan through discussions with the teams, aligning with the opportunities presented by the omnichannel suite and designing the specifications for the engagement journey (goals, key messages, message formats, success factors). We then developed training materials for the marketing teams based on these specifications. Finally, we implemented the engagement plan and defined the follow-up strategy to be implemented post-training.

This approach allowed us to demonstrate the usefulness of the omnichannel suite in their work, incorporate the voice of these teams into the process, and offer suitable formats for quick adoption of the content in an engaging manner.

Alcimed helped a leader in the cosmetics industry to develop a ChatBot proof of concept to answer formulation questions from the company’s laboratories.

The project began with an in-depth analysis of an existing in-house decision tree to answer questions about emulsion instability. We then guided the client in the design of a visual and interactive interface for the future ChatBot, and organised its integration into the company’s information system. Following this development stage, we put the tool through its paces during a four-week test phase involving 30 business users. We used the feedback from these tests to improve the tool.

As a result of this project, our client noted an improvement in the autonomy of its employees, a reduction in the time needed to resolve problems, and expressed its desire to make the transition to a final tool.

We assisted a leading player in the medical device industry in redesigning its commercial strategy for its entire product portfolio in Russia.

Following an internal strategic change, our client needed to rethink its sales approach in Russia from a direct to an indirect approach via distributors. In order to establish its new strategy and define its growth plan, we explored the Russian hospital market: analysis of supply and demand, understanding of regulatory, purchasing and reimbursement mechanisms, and identification and characterization of potential distribution partners.

The results of our study allowed our client to rethink and decide on its new business strategy and growth plan for the coming years.

One of our clients, a player in the pharmaceutical industry, was looking to make a transition to a new value proposition likely to induce profound changes in its commercial functions.

We helped them broaden and challenge their current vision by exploring the models of other companies, notably through a comparative competitive analysis and sharing of experiences, and by analyzing the needs and expectations of their customers.

Our team organized several workshops with our client’s teams in order to produce a complete set of specifications for the future business and the associated roadmap for the upcoming transition.

Our team has supported a major player in hydrogen distribution in identifying target airports for hydrogen supply in 2030 and in evaluating the associated access routes.

For this project, we analyzed the expectations and the needs of key players in the sector: governments, gas suppliers, the airports themselves and airlines.

After prioritizing the target airports according to their capacity to effect this change in the years to come, we identified the parameters that our client will have to take into account to support the airports in this change of practice, the various development scenarios, and the possible acceleration levers.

We worked with a major player in the aeronautics industry who wanted to develop new digital services, and who could not afford the very long traditional development times in aeronautics for this kind of innovation race!

Everything had to be created from scratch: the process – from idea generation to prototype development -, the places, the people involved and the way they had to interact with each other, etc. A real innovation factory was born!

We tested the new approach by accompanying the first 3 ideas, and we also developed user guides, training materials and all relevant models, so that our client could now run it alone and efficiently.

We supported one of our clients, a pharmaceutical leader, in redesigning its engagement levers with its KOLs, with the aim of finalizing its medical engagement strategy and defining its content production needs.

For this project, our team first conducted targeted interviews with KOLs, to carry out a critical analysis of our client’s ‘personas’ and their journeys, leading to a redefinition of a segmentation based on engagement. Once the needs, expectations and uses of KOLs were mapped, our team organized workshops with our client’s teams in order to co-construct new engagement models.

Ultimately, we redesigned our client’s KOLs journeys, defined the key formats to focus on for the engagement of each segment and created a content production roadmap for the teams.