Integrating commercial operations of two large biopharma companies

The challenge

Following the acquisition of a large company, Vynamic’s global biopharmaceutical client needed to integrate the distinct Commercial Operations teams. Because of our proven expertise in this business area with the client, Vynamic was trusted to lead the transformation from two very different teams into a new, single organization with common tools and ways of working. Successful integration was required to ensure that all stakeholders would have a seamless experience in working with the new company and its therapies, achieving both business outcomes and improving patient health.  

The approach

Organization integrations are common in Life Sciences, with established playbooks and best practices abounding. However, executing them successfully and seamlessly within a newly combined organization requires an uncommon approach – one that is rooted in a deep knowledge of the affected business areas; a broad understanding of the impacts to people, processes and technology; the ability to collaborate and quickly navigate across teams; and the flexibility to adapt and apply innovative ways to meet the distinct needs and objectives of the new organization.

Vynamic applied our deep knowledge and experience across several steps to facilitate the integration:

Establish the program management framework

• Vynamic developed and managed the detailed project plan, stakeholder plan, and key ways of working to ensure alignment and foster collaboration across multiple vendors, consultancies, commercial functions, and IT – all with competing priorities and varying budget challenges.   

Conduct discovery activities

• Vynamic completed stakeholder meetings and workshops across both business and IT to understand and document the current state of systems and process to define the foundation for requirements and the future state design. 

Create the future state 

• Vynamic then designed and implemented new, streamlined processes which were optimized to work for the newly combined organization. In addition, Vynamic played a key role in assessing commercial system impacts and working with the many stakeholders and partners to implement. 

Deliver change management and training

• Finally, Vynamic designed, planned, developed, and delivered a multi-phase plan that was tailored to meet the needs of each stakeholder group through real life scenarios focused on enhanced and new capabilities, and how the team could improve their individual performance based on their role. 

The result

Vynamic’s leadership resulted in the successful integration of commercial capabilities via shared processes and systems including CRM, Customer Master (MDM), Data Management & Analytics, Field Sales Reporting, and more. The new and enhanced capabilities enabled the Commercial Operations and IT teams to effectively support the business and provide enhanced services to stakeholders. Additionally, the client benefited from improved insights/analytics across the business supporting both short and longer-term strategies.