11 | HS&M JANUARY/FEBRUARY 2016
phARMACEUTICAL
it;calls;Patient;Value;Units.;Tellier;uses;two;phrases
to describe the philosophy behind the new approach:
‘outside;in’;and;‘focused;integration’.
As;pharma;changes;from;its;traditional;‘push’;business
model, Tellier sees companies having to become more
outward looking. “The environment is changing; it
requires some companies to be much more externally
focused, much more connected with the different
stakeholders in the environment, and try to listen, to
learn, and not to apply a scheme from the past to push
for a solution of the past,” he says.
“People need to get outside to understand what is
changing, who is influencing who, who is making the
key decisions, how the value chain is working, and I
think it’s a really significant shift.”
Integrated value
The second component of the change is that, rather
than having various functions working differently
from each other, “organizations will create more value
if they are focusing on one value point and are all
integrated together”.
Part of his job is to send a message internally that “the
value or the success will never be the result of only
one function doing exceptionally well but an ability of
a cross-functional team to work together”.
But;in;addition;to;this;structural;approach;and
organizational management, successful companies
also create the right culture. “If you don’t have
a culture where people feel good and have the
motivation and engagement to deliver and go the
Ex TERNALLy
FOCUSED
VALUES FOCUS ENGAGEmENT
CONSISTENCy