Building Network Expertise

Consulting & Training | Healthcare Sector | Market Access Negotiations

Situation:

A major healthcare company sought to equip a cadre of ‘negotiation champions’ to support local negotiating teams across diverse markets.

Problem:

Regional and global leaders recognized that their organization was too reliant on costly external, ad hoc negotiation training. It sought to build in-house coaching and training expertise around a consistent and effective framework.

Action:

We created and trained a network of 25 members from across regional markets. The network met regularly throughout the year, at workshops facilitated by Movius. We supported them as they provided a new set of just-in-time solutions to help local teams to prepare more effectively for key negotiations and tenders.

Result:

Within a year these negotiation “champions” had trained or assisted 450 colleagues in 50+ countries, becoming sought after within the company to provide timely help and advice. We continue to provide ongoing coaching and training to this team, helping its members to become high-performing coaches and workshop facilitators, and helping the company to gain a competitive advantage over time.