HS&M - January/February 2016

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