Cases

Organisation Review for a Manufacturer of Formulations

Challenge

The client was recently acquired and there were frequent changes in management resulting in employees being apprehensive about the future. The company was a hierarchical organisation characterised by too many managers to evaluate field operations. There were functional ‘silos’ resulting in an absence of integrity between product management and medical representatives. The field-force was unable to handle doctors’ queries. There was a complete lack of focus on new product development, militancy of field staff, an absence of a robust system to evaluate performance of personnel and a lack of adequate information technology to manage information requirements.

Our Approach 

UC did the following for this company:

  • Developed a business strategy for the company. The key areas identified were dermatology products and the setting up diagnostic/ day care centers leveraging on the groups infrastructure
  • Recommended a “cross-functional team” structure comprising of product management and medical representatives to improve responsiveness to customer needs
  • Developed job descriptions, profiles and key performance indicators for each position
  • Developed a robust upward and downward performance evaluation mechanism
  • Designed a performance based incentive scheme linked to employee compensation
  • Developed a structured product management process
  • Evaluated information requirements of the company.

Impact

UC defined key business processes of the company and organised the company around processes that reduced the number of layers from 7 to 4. UC recommended and implemented a ‘packaged software’ to cater to the information requirements. UC developed a sales MIS reporting package on MS - Excel 5.0 for Windows and a comprehensive doctor database using ACT 2.0 for Windows as an interim solution.