Corporate Leader Case Studies

Pharmaceutical company, competitive intelligence department

Business Characteristics:

Department consists of 7 employees. It provides key business intelligence to firm management. This information contributes to the firm’s ability to thrive and remain competitive in the rapidly changing pharmaceutical industry.

Presenting Pain:

According to the department leader, its analysts needed to improve their ability to:

• Communicate complex, technical information to company management
• Influence internal clients so that the department’s studies are used to the benefit of the company
• Interact with others in appropriate and effective ways

Client’s Objective:

To help staff become more adaptable in their working relationships with key internal clients. This requires becoming more aware of own behavioral styles and those of their clients and then increasing their ability to adapt their own styles to improve communication and personal effectiveness.

Our Involvement:

Business Success Tools LLC administered TTI’s Success Insights™ Management-Staff ™ tool to the department director and each of her staff members. This instrument identifies people’s behavioral styles. We then administered TTI’s Success Insights™ Personal Interests, Attitudes and Values™ tool, which identifies underlying motivators that cause people to behave the way they do. Then we met individually with each individual to interpret the profile reports (about 40 pages). The goal: to help each person achieve a better understanding of his or her own behaviors and motivation. Finally, we conducted two workshops to help people begin using style and motivation information in their work with others.

Results:

Having an instrument with focused and precise results has provided participants with feedback about their own behavioral and communication styles. This, in turn, has increased the ability to work more effectively with key clients and in high-pressure situations, find ways to build consensus and get "buy-in".

Client's Initial Investment:

@$7,500