Strategic and Tactical Capability Development
Cultivating skills and capabilities to drive behavior change that delivers results.
We understand how to use capability development as a strategic driver
Today’s world is faster, more complex, and more connected, with breakthroughs in science, new technologies, global events, regulatory shifts, increased virtual interactions, and intensified competition.
We deliver high quality, scalable interventions that empower your commercial and medical teams to not only understand but apply key skills and capabilities to deliver real-world impact.
The power of your people
Success now hinges, more than ever, on the ingenuity, resilience, and capabilities of the individuals within your organization.
We enable the acquisition and application for both your teams and your leaders to empower behavior change that delivers people development and business results.
We focus on building skills and capabilities across:
- Sales
- Marketing
- Medical
- Market Access
We also develop function-agnostic capabilities, examples include:
- Internal stakeholder engagement
- Cross-functional teamwork
- Customer engagement
- Competitive advantage
- Communication & storytelling
Transforming potential by focusing on three core capabilities
We create programs that focus on developing mindset, behaviors, and skills within each of these capabilities.
Leadership at every level.
Knowledge and skills development can only yield results when you have strong leaders to set direction and role model behaviors, coupled with the mindset of bravery and curiosity to drive forward and embrace challenge.
Our programs for leaders at all levels of the organization equip them with the skills and tools to navigate themselves and their teams through change and balance business leadership with individual needs.
Core commercial skills
Our programs empower your teams to raise the bar and create more innovative, competitive strategies:
Exceptional planning
• Understands strategic importance of all stakeholders, their needs and expectations.
• Develops clear, comprehensive, measurable, and actionable plans incl. contingency planning.
• Recognizes and can communicate business implications of different scenarios.
Valuable partnerships
- Demonstrates business acumen.
- Builds trusted partnerships, recognized as a peer for HCPs.
Collaborative
- Seeks and shares best practice working with peers and colleagues to achieve objectives and overcome challenges.
- Sets and achieves shared goals with HCPs, customers and stakeholders.
Strategic thinking
- Draws on a range of data and insights to develop future-focused, patient-centered strategies.
- Drives decision-making to achieve desired outcomes and deliver exceptional tactical execution.
Insightful application
- Has, or knows where to source, therapeutic area or disease state expertise.
- Proactively seeks, gains, and applies insight (clinical trial data, patient perspectives, communication skills).
- Personalizes knowledge and is willing to challenge to help HCPs improve patient outcomes.
High motivation and confidence
- Experts in the science and their ability to communicate knowledge with HCPs.
- Mobilizes strong and aligned cross-functional teams.
- Manages conflict effectively.
Advanced engagement ability
We combine the core principles of behavioral science with insight application and key planning tools to develop programs that build advanced communication skills.
Our programs focus on real-world, measurable behavior change – behavior change that drives transformational performance for your organization.
Advanced communication skills
- Scientific storytelling
- Executive presence
- Influence without authority
- EQIQ programs
Omnichannel engagement
- Remote engagement
- Key message development
- Execution planning
- Adaptability and agility
Overcoming barriers
- Selling model creation
- Objection handling
- EQIQ
- Growth mindset
- Barriers to effective engagement
Cross-functional effectiveness
- Cross-functional brand planning (including tactical execution)
- High-performing teams
- Cross-functional working
- AGILE approaches and structures
How we’ve helped our clients
When your people grow, business success will follow – and we are experts in leveraging capability development as a strategic driver to empower that growth and deliver real-world impact.
Examples of where we’ve partnered with clients create behavior change that drives transformational performance:
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85% of participants believe the training will help them be more effective
A 3-tier Global Commercial Excellence program to plug the variable commercial capability gap across a global marketing team. Brought in initially for the one project, we soon became their partner-of-choice for all Global Commercial Excellence programs.
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850 MSLs completed leadership & business acumen program
A tailored, modular program, a mindset-focused strategic thinking event and post-training drop-in sessions for MSLs across Europe, Brazil, APAC and USA.
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5 years. 10 brands. 5 countries
Delivering excellence in brand planning through cross-functional collaboration for our client’s CV, Renal, Metabolic, Respiratory and Vaccine divisions across multiple markets
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8.3/10 score from participants feel they now have a better understanding of how to be more impactful as a leader
An insight-led, modular learning program that leverages storytelling principles to enhance the leadership and communication skills for Commercial Teams to deliver engagement excellence.
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3-pt. increase in market share achieved by competitive fitness program
A blended learning approach, underpinned with behavioral science, to upskill our client’s sales team across 55 markets and sharpen their competitive edge, through impactful conversations with HCPs.
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200% increase in communications & coaching ability
A coaching model designed and delivered across 24 countries to enhance customer facing communication skills and empower medical managers. Measurement saw scores go from 3/10 to 9/10 when measuring ability, confidence and motivation to coach communications capabilities.
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94% Net Promoter Score when recommending this leadership training to a colleague
A transformational, global executive leadership program to empower leaders to drive a shift in performance through capability development delivered to the Brand Team in Australia and to General Managers in South Africa, Japan, Dubai, South Korea and Europe.
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3-pt increase* in patient market share through improved coaching model
Our coaching excellence program for First Line Managers to drive brand performance, using a foundation of STEM (Inizio Advisory) insights, increased patient share.