Solutions for an Evolving Healthcare Marketplace: 
Developing Your Talent
The life sciences industry is experiencing unprecedented change due to cost pressures from consumers and payers, evolving healthcare delivery models, competing therapies, and increased government scrutiny.  As a result, life science companies are undergoing changes in strategy and focus.  Research proves that up to 70% of large-scale change efforts fail.  The remaining 30% of companies who are successful have several key factors in common. One factor is the focus on developing company leaders and readying them with business acumen and change agility skills through a deliberate leadership development approach.  Additionally, these organizations use structured and consistent processes to provide their leadership with frameworks to guide their teams through change.
Over the past 25 years, WLH Consulting, Inc. ("WLH") has worked on numerous large-scale change efforts to enhance life science companies' ability to execute their strategy and develop their talent.

Please join us at the 45th LTEN Annual Conference where we will be sharing insights and best practices to contend with this challenging marketplace.

WLH Talent Development Program Offerings
Visit us at the Learning Village Exhibit Hall, Booth #103 where we will discuss how the following frameworks and blended learning solutions provide best practices and skill development to gain a competitive advantage:
Business Acumen: P.L.A.N. for Results®
In these changing times, pharmaceutical companies cannot rely solely on the one-to-one pharmaceutical-representative-to-physician model to drive growth. Treatment decision making is often made by a sizable number of stakeholders across very large and complex healthcare institutions and payer organizations. In response, pharmaceutical companies are relying on sales professionals to increase access drive pull-through in a coordinated and planned manner.
Navigating accounts, identifying stakeholders, and delivering value requires customer-facing roles to better develop and execute account plans.  The skills required to do this go beyond territory planning.  WLH has worked with many pharmaceutical companies to customize their planning process and develop the business acumen required to understand the evolving healthcare ecosystem, as well as the customer's clinical, financial, and economic drivers.  The P.L.A.N for Results® blended learning solution proactively addresses healthcare dynamics and market access roadblocks through effective planning and execution.
Change Management: The 5C's of Transition Leadership®
After years of experience and hundreds of change management projects, WLH created the 5C's of Transition Leadership®.   The 5C's model is focused on what an individual leader must do to personally commit to change, to address business risks, to assess the impact on their team, and to coach their direct reports through the transition.  The model also provides best practices for monitoring the change effort over time and recalibrating action plans to ensure success.
This approach results in accelerated buy-in throughout the organization and increases the likelihood for desired results to be achieved. Through the 5C's training program:
  • Leaders gain the confidence and skills needed to lead their teams through change and coach direct reports through transition
  • Teams receive clear direction on what needs to happen to drive the desired results
  • Individuals understand what they need to do to contribute effectively
Leadership Development: L.E.A.D®  
WLH created the L.E.A.D.® (Leadership Excellence through Accelerated Development) blended learning solution to address the continuous challenges leaders face in this competitive marketplace related to strategic thinking, business planning, problem solving, working collaboratively, and coaching others.  This customizable solution includes competency models, learning curricula, leader-led assets, distance learning modules, and live application programs.  Our clients have reported that participants take more accountability for improving their leadership capabilities.
Compliant Documentation: W.R.I.T.E. It Right®
Given the heightened governmental and public scrutiny that life sciences and pharmaceutical organizations face, it has become increasingly important for all employees to be mindful of what they say, how they say it, and the medium used to deliver the message.  WLH has developed the Compliant Communications® workshop and the W.R.I.T.E. It Right® framework to reinforce communication skills that improve the quality of information shared, both internally and externally. This solution will provide an organization with written communications and documentation training related to basic communications, e.g., emails, texts, generic documents, business plans, field coaching reports, and more.

To learn more about these offerings, please feel free to give us a call at (954) 385-0770 or email us at   If you plan to attend the LTEN conference please call or email Sheryl Unger at to schedule a time to meet. To learn more about our other offerings, please visit our website or contact me at  

Wendy Heckelman, Ph.D.
(954) 385-0770 

Complimentary Webinars from WLH Consulting
Defining a Key Account
 Management Strategy

Wednesday, June 22, 2016
1:00 pm -1:45 pm EST

With access becoming more limited, pharmaceutical companies are redefining their key account management strategies. This webinar provides best practices for defining the strategy and competencies needed for more effective strategic account management.   Read More     
Field Based Monitoring: Best
Practices for Pharma Companies   

Tuesday, July 12, 2016
12:15 pm -1:00 pm EST

Compliance standards are becoming increasingly rigid, with CIA and REMS requirements being imposed on pharmaceutical firms that have violated laws or ethical standards. Join us to find out the best practices to address these stringent requirements.   Read More      
Leading Change and
Navigating Transition

Friday, July 22, 2016
12:15 pm -1:00 pm EST

Research indicates that 70% of large- scale change initiatives fail.  Join us to  learn the best practices for leading a s uccessful change effort. This   webinar will help close the gaps  related to two primary factors  contributing to change failure.  Read More     
Recent Insights from WLH Consulting, Inc.