31st August 2021

The challenge

A global, market leading pharmaceutical organisation wanted to select a CSO partner for a unique resourcing approach to strategically increase resource, build in flexibility and identify future talent – whilst mitigating risk.

This was the first time the customer had introduced outsourced resource into their sales organisation for a product launch.

The solution

We were successful in being selected as the sole supplier to deliver the customer’s resourcing requirements. The timescales were extremely demanding to ensure the team was in place prior to their product launch.

The outcomes

Recruitment Process

  • 28 candidates presented for 1st interview
  • 22 progressed to assessment centre
  • 10 offered a role
  • 100% of candidates started ITP and launched product
  • 90% retention after 1 year


  • 100% successfully recruited and completed ITP
  • 13% of salesforce now flexible contract resource
  • Sales performance - 145% of target in first year
  • We were advised of exclusive access to 35 extra CSO heads bringing flexible headcount to 40%
  • Several original team members taken onto headcount as a mark of quality
Case Study: Building a commercial team from scratch for the launch of a new Oncology division
Case Study: Building a flexible and affordable outsourced team at speed
Case Study: Outsourced Key Account Management team – speed and impact
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: 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: 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