How a Pharmaceutical Leader Leads With an Innovative Digital Strategy

The client reexamined their approach with OZ’s proven methodology and framework and 3-step approach:

1. Define a strategic framework
Instead of creating an “omnichannel plan,” a strategic framework was implemented. This approach helped the client build consensus—on their vision, mission, goals, KPIs, gaps, opportunities, customer preferences, and other factors they had yet to consider when planning and implementing HCP outreach programs—identify what to focus on and more importantly, why they should allocate resources, time, and budgets to those specific tactics.

2. Bring ideas and people together
A pivotal workshop with all key stakeholders (both internal and external to the organization) was conducted to define the strategic direction. The workshop allowed the team to brainstorm and evaluate potential programs and develop a detailed and strategic roadmap that identified the client’s current situation and desired path to success.

The workshop consisted of three key sessions:

• Current state analysis: The first session involved a thorough assessment of the client’s current business environment, existing programs and tactics, gaps, and areas of improvement. The analysis allowed the team to come to a mutual understanding of their current state before continuing the workshop activities and discussions.
• Future vision and goals: In the second session, the team established a clear vision, mission, and specific goals and KPIs to measure progress. They identified the desired outcomes—such as improved HCP engagement, greater brand awareness, and higher-quality data collection and analysis—which helped shape their strategic direction, understand the strengths and weaknesses of their current approach and new initiatives, allowing them to focus on the most pressing issues and highest-value programs.
• Plan of action: The final session focused on creating a detailed and actionable roadmap to achieve established goals, leveraging OZ’s prioritization and decision-making capabilities. The team identified the necessary steps, resources, and timelines to execute the plan effectively, ensuring each program aligned with the overall vision, mission, and other identified criteria.

Project sponsors took ownership of each selected program’s budgets, team, and approach before the workshop concluded, ensuring the chosen tactics could immediately be scheduled into the 12-month plan and 36-month roadmap.

3. Rethink, refocus, and reimagine success
The collaboration between OZ and the client’s teams—driven by the OZ methodology and the workshop—facilitated the creation of a forward-looking plan and the implementation of a framework that helps the client make data-driven decisions, positioning them for continued long-term success.

Each program aligns with the overall vision and mission, and current business environment, allowing the client to track the effectiveness of each program’s specific impact on the overall success of the Medical Affairs team. The workshop also fostered a sense of ownership and commitment among the team members, who were actively involved in shaping their strategic direction.