Healthcare

Investigating External Benchmarking with Main Competitors’ Organization Structure and Internal Functions 针对主要竞争对手的组织结构和内部功能来调查研究外部标杆企业

客户是一家专注于制药,化学和生命科学的跨国公司,想要了解其主要竞争对手的最佳实践,以此来与客户内部的各项指标进行对比,制定出符合客户内部哲学和工作流程的可行的关键业绩指标方案。

Background

The client, a multinational pharmaceutical, chemical and life science company, wanted to understand main competitors’ best practices, in order to compare with client’s internal metrics and map feasible KPIs based on client’s internal philosophies and workflows


Solutions

•    Identified each of the main competitor’s organizational structure, and similarities and differences with our client’s internal structure

•    Identified in detail each competitor’s commercial operations and resource allocated to their commercial operations

•    Mapped out each competitor’s key account management team responsibilities and coverage 

•    Identified each competitor’s training system and trainer’s roles and responsibilities 

•    Identified each competitor’s procurement management including staff allocation, procurement spending, etc.

•    Identified each competitor’s investment in market research


Methodology

•    SmithStreet conducted ~60 in-depth interviews with respondents from relevant function divisions from the competitors


Selected Findings



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