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Rewind: Benefits of Working for a Contract Sales Organisation (CSO)

Insights from Paul Westnedge and Philip Shaffner, both Project Managers at CHASE

A lot has changed over the last 10 years with more Pharmaceutical & Healthcare companies utilising flexible resourcing solutions. Whilst the overall number of medical sales representatives has fallen, there are now proportionately more sales opportunities to be found via Contract Sales Organisations (CSOs).

Previously, it was relatively common place to find the perception amongst field-based sales staff that working for a CSO was somehow inferior to working directly for the end Pharma or Healthcare Company. No more! There are many reasons why working for a CSO could be the perfect decision for you.

Benefits of working for the right CSO include:

  1. Developing an excellent relationship with an experienced industry recruiter who will take the time to get to know you and understand your aspirations. This enables the recruiter to match you with the perfect job.
  2. Not only will your recruiter support you throughout the hiring process to give you the best chance of securing the role, once you have accepted an offer you will have a designated CSO Project Manager to support you through the onboarding process and beyond. This will allow you to properly focus on your new role.
  3. You will receive fantastic support from a named individual within the Head Office support team. They are there to support you with questions about your car, expenses, annual leave etc... Important questions that are answered in a timely manner and which further enables you to concentrate on doing a great job.
  4. You will be fully integrated in to the Pharmaceutical/ Healthcare team. You will be included in team meetings and activities and play a key role in ensuring the team’s success.
  5. You will be impressed with the quality of other CSO sales representatives and will learn from them. For example, the winner of “Best Newcomer” at the recent 2019 Pf Sales Awards was a CHASE representative dedicated to a large Pharma client.
  6. Development is always important, and this will be addressed in conjunction with both the client Company and the CSO. Your CSO Project Manager will be in regular contact with your Line Manager to ensure on-going support and training is provided. This will have a positive impact on your personal and professional development.
  7. In the dynamic world of Pharmaceutical and Healthcare, restructures and downsizes do happen, and impact both direct and CSO employees. However, if you work for a CSO everything possible will be done to quickly redeploy you into another role. You’ll have the advantage of an excellent relationship with your Project Manager and recruiter and they will look out for other suitable roles and will support you through this difficult period.
  8. Working initially through a CSO can be an excellent way to secure a direct headcount role with the client company. Many Pharma and Healthcare companies will want to see how you perform over a 12-18 period and then, if all is going well, will look to take you across to their headcount.

In summary, there are many significant benefits to working for a CSO. However, it is your responsibility to ensure that the CSO delivers for you from the moment you engage looking for a role. If they’re not delivering the benefits we’ve listed above look for one that will!

If you’d like to find out more about what working for CHASE is like, or about our current opportunities, please contact us on 0131 553 6644 or email