Speed + Quality = Success
The Pharmaceutical Team of CnetG Asia had recently placed a team of experienced sales talents for Novartis, in time for the launch of ACLASTA, or RECLAST in some countries.
Back in April, Novartis launched Reclast in the US as the first treatment in almost a decade for patients with Paget's disease, a metabolic bone disease for which Reclast/Aclasta is already approved in over 60 countries.
Aclasta, is administered as a once-yearly 15-minute intravenous infusion, which surveys have shown is a preferred option for 70 per cent of patients while the one-yearly dosing also provides potential for patient compliance and long-term anti-fracture efficacy.
A study, published in the New England Journal of Medicine in September, showed Aclasta reduced subsequent osteoporotic fractures in hip fracture patients by 35 per cent and mortality by 28 per cent.
Aclasta is now approved in more than 30 countries for the treatment of postmenopausal osteoporosis.
The Situation
Novartis approached CnetG Asia in late May of 2008. The mission: To build a lean & mean sales team for their new key product. The requirements are, naturally, stringent and our search process must not create any ‘ripples’ in the market, in keeping with the client’s strategy. The talent pool in Malaysia is small, with the best already hired by their competitors. We also have the additional challenge of competing search firms in the fray. We have what may be termed ‘a tall order’.
The Approach
No media advertisement and all communication was kept hush-hush. At the risk of being mistaken for a security intelligence outfit, we began our Executive Search process immediately. The Targeted search focused on successful players in agreed peer organizations and we double-combed the industry, every nook and corner included. The search process was conducted with the highest degree of discretion and no discernible ‘ripple’ was detected.
Order was being processed.
We Delivered
Our ability to process the assignment within very tight timescales was essential. Within a span of 4 weeks, we presented the client with 14 candidates, of which, 11 were shortlisted & interviewed. With some organizational changes happening in the background, active negotiations & reviews and serious deliberations, the right candidates were hired. The whole process took only 4 weeks. With our special attention & focus on this project, the client realized it was worth engaging our service & was very pleased with the quality of our candidates. We feel a great measure of our success would be the market share that this new team will create for Novartis.
Order delivered successfully. Fair dinkum!
