27th August 2021

The challenge

A large multinational pharmaceutical organisation wanted to inject a new dynamic into it’s experienced UK sales-force using highly motivated, capable commercial graduates, as part of their drive to increase  share of voice & competitiveness.

Incumbent agencies had been supplying experienced sales people to populate their outsourced sales solutions, which had offered little differentiation from their own sales resource.

The solution

We proposed an intake of contract vacancy management representatives from our Graduate Academy. The CHASE Graduate Academy identifies graduates interested in joining the pharmaceutical industry in sales and marketing roles, via a range of attraction activities.

Graduate candidates were supported through a range of CHASE initiatives and evaluations, to prepare appropriate candidates to become ‘role ready’.

Successful CHASE Graduate Academy candidates were selected to go forward to client-run assessment centres.

The outcomes

An initial intake of 10 CHASE Graduate Academy candidates was deemed by the client to be a rich pool of talent.

As a result, over the next 9 months, a total of 42 CHASE Graduate Academy candidates were placed within the primary care sales-force out of a total of 58 CHASE placements i.e.72%

  • 86% of CHASE Graduate Academy candidates remained in post for more than 12 months
  • 57% of CHASE Graduate Academy candidates were promoted within 18-24 months
  • 17% of CHASE Graduate Academy candidates were promoted into different roles/departments

Customer feedback

"A superb source of new talent to the organisation who HAVE contributed significantly to it’s success."

Case Study: Increasing awareness and market share using an E-detailing/telesales solution
Case Study: Supporting hybrid customer access and selling
Case Study: The value of graduates
Case Study: Deploying an alternative to a UK distributor model in Medical Devices
Case Study: Increasing awareness and increase advocacy using an E-detailing/telesales solution (Renal Disease)
Case Study: UK Launch for imaging software provider
Case Study: Supplementary UK Due Diligence
Case Study: Pharmacist deployment in customer facing roles
Case Study: A new prescription for primary care brands
Case Study: Improving Portfolio Performance
Case Study: Joint working - a global collaboration
Case Study: Outsourced Key Account Management team – speed and impact
Case Study: Building effectiveness & confidence in remote customer engagement
Case Study: An introduction to remote customer engagement
Case Study: High Calibre Graduate Recruitment
Case Study: CHASE performance vs CSO competition
Case Study: Graduates - reinvigorate existing sales organisation
Case Study: CHASE – maintaining momentum through loss of exclusivity whilst retaining talent
Case Study: Nurse recruitment success where others failed
Case Study: Identifying resource needs and a customer-facing team structure
Case Study: CHASE’s effectiveness vs an RPO global agreement
Case Study: Supporting new UK ventures in rare diseases
Case Study: Supporting a specialist product launch with hassle-free outsourcing
Case Study: Flexible resourcing – fast deployment
Case Study: Market Access – Regional Account Directors and Key Account Managers competitive recruitment
Case Study: Identifying and supporting the right candidate
Case Study: Market Access Managers & Key Account Managers - Oncology
Case Study: Specialist Key Account Managers – secondary care
Case Study: Clinical Trial – Respiratory (COPD)
Case Study: Successful Market Access team build
Case Study: Assessing the market potential of a new medicine
Case Study: Feasibility project- Asthma randomised clinical trial
Case Study: Remote selling induction programme – preparing for hybrid selling