CHASE maintaining momentum through loss of exclusivity while retaining talent

The challenge

A top five ranking pharmaceutical company approached us to provide flexible resource to help manage a loss of exclusivity situation over the next two years in the diabetes market.

The client needed to maintain a presence in the market, especially among market access customers, while transferring headcount staff to other business units.

The solution

The client engaged CHASE on a three year contract to increase the levels of flexibility in the client’s field force.

We deployed graduate and recently qualified resource in targeted areas across the UK from the CHASE Graduate Academy.

The deployment coincided with the Covid-19 crisis, so our flexible resource was required to work virtually as well as face-to-face.

The outcomes

Two Account Managers recruited during Covid-19 -  graduate or new to the industry

• No previous customer relationships
• On-boarding and training all virtual
• 184 customer interactions – virtual or in person – in three months
• One major switch programme signed up and implemented
• Calls per day were higher than experienced Account Managers
• First to conduct video calls on platform
• Best practice shared with headcount Account Management team
• Results driven, can-do attitude, technologically adept

Customer feedback

"No mindset barriers. Her numbers are better than anyone else."

Sales Director

"Hugely Impressed. Kept calm and carried on. Models the requirements for moving to the future."

Sales Director

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