SITUATION:

• A sales and marketing division needed clarity on how they were differentiating their product from the competition.
  
• This division was recently re-organized with new leadership and needed to establish its vision, strategies, and ways of working.
  
• Ownership of the resulting plan was critical so they could renew and revisit it on a periodic basis.
  
• Vertical and horizontal communication to and from key stakeholders was crucial to have the resources they needed to be successful.
  
• Alignment at all levels of the Sales and Marketing organizations was critical to work effectively and find a common vision.

ACTIONS:

• Developed an integrated planning session with the leadership teams of Sales and Marketing to develop a long term plan and stronger, aligned leadership team.
  
• Facilitated a session to determine how this business unit’s services should be differentiated from competitors.
  
• Supported the leadership team to enable them to translate their strategies into clear objectives that could be translated down to each level of the organization; clear action plans were developed to achieve these objectives.
  
• Provided mechanisms to track the progress of the plans at their leadership team meetings, and become proactive in implementing necessary course corrections.
  
• Worked with the leadership team to define a timetable for monitoring, evaluating, and updating the plans and to assign ownership.
  
• Provided ways of engaging managers and employees so they knew what they needed to do to embrace the new ways of working.
  

RESULTS:

• Leadership team was engaged in implementing strategy and teamwork increased.
  
• Individual capabilities in strategy implementation grew and a sustainable
  process of strategy development and implementation was established.
  
• Each person in the division understood how they contributed to the overall
  divisional goals through cascaded objectives, measures, and actions.
  

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• “Thank you SO MUCH
  for helping out with the Oncology Strategic Planning Summit. You served an integral role in helping to shape the future of GSK Oncology. I especially appreciate how you
  ‘hit the ground running’.
  This was not an easy group, but you did a great job of effectively guiding them through the process.
  Thank you!”

Senior Director of Oncology,
GlaxoSmithKline