Who

Leading International Pharma Company

Circumstance

Medium sized pharmaceutical looking to implement relationship marketing (RM) capabilities to support brands in market as well as new brands that are being launched. In the past the relationship marketing has been done by different brand agencies. The client feeling internal cost cutting pressures has asked The Encima Group to conduct a discovery project into understanding the potential cost saving that can be realized by building an enterprise RM capability.

Resolution Approach

The Encima Group conducted discovery sessions with multiple stakeholders from marketing, sales, & IT over several weeks.

Findings

Discovery deliverable took into account the franchise strategies, brand strategies, company culture, and the level of executive sponsorship.

Success

The project culminated in The Encima Group facilitating a RFP among database marketing vendors and assisting the client in vendor selection.