Challenge
A specialist dermatology company needed additional primary care resource to support their business needs.
The client was initially apprehensive about outsourcing and fearful of creating a ‘two-tier team’ that may disrupt the organisational culture they felt integral to their success. Any CSO offering would need to be able to demonstrate an ability to collaborate, take accountability for the target list, have tailored dashboards and systems developed to suit the client, and most importantly ensure that the outsourced heads were both culturally and behaviourally aligned to the client’s values while seamlessly embedding into their headcount team.
Solution
Star OUTiCO provided a highly experienced recruitment team and project manager to build a dedicated team of 12 whose focus would be on primary care target customers, in selected areas.
The Star OUTiCO project manager regularly communicated, and spent time with ‘in field’ representatives, whilst a minimum level of activity was set for the team. Star OUTiCO also introduced a bespoke sales and activity CRM tool developed by Clinical Cube to analyse the ‘cause and effect’ of activity on sales by region.
Impact
- The sourced dedicated team was high-quality, experienced, and aligned with client budget expectations. This was later substantiated by the ‘highest ever observed scores’ for a STEM audit to measure their qualitative impact
- Current commercial impact 118% SVT and growing
- Star OUTiCO contributed 25% sales versus client’s team, surpassing the client’s expectation
- The client’s UK subsidiary were awarded the ‘best launch’ of a new product, worldwide
