The client for the interim mandate in business development was a listed German manufacturer of medical technology products. The company commissioned the interim manager to manage the private pay business on an interim basis. After sharpening the task definition, the interim manager led the project in the function of a division manager. During implementation, he used agile project management methods:
- Identifying suitable international decision-makers to set up task forces with decision-making powers under the leadership of the business unit
- Establishing business team meetings in which all 20 countries are informed about the progress and decisions as well as next steps
- Ensuring that all affected departments are directly and permanently informed of all (upcoming) decisions in order to be able to assess the implications for the respective areas.
Development and coordination of the realignment
The interim manager initially ensured a solid foundation. He coordinated international market research studies. Following individual discussions with all national and international stakeholders as well as international workshops, he presented a project plan that was iteratively developed and implemented.
One of the key challenges in the early project phase was evaluating the personnel requirements and the corresponding headcount. The interim manager ensured that suitable internal candidates were trained. He also recruited new employees for the functions that could not be filled from the existing workforce.
New product range and new communication processes
The focus of the project was the fundamental revision of the divisional strategy. In consultation with national and international managers, the interim manager developed new product ranges that matched the company's brand image. This also included engaging new suppliers.
In marketing and sales, the interim manager introduced modern communication techniques. These included previously unused traditional and digital means of brand communication as well as the development of a sophisticated customer relationship management (CRM) system.
Strategy successfully implemented
After three and a half years, the interim manager had turned around the company's entire private pay portfolio with his business development strategy. The new range has been successfully launched in 20 markets and ensures significant profitable growth in the long term.
