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Survival Tactics at Ethicon Endo-Surgery
Cindy Meisner
Ethicon Endo-Surgery, Inc.
SLA Pharmaceutical & Health Technology Division
Spring Meeting
April 5, 2005
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Challenges
• Intense scrutiny
• Slashed headcount
• Decreased budget
• Increased competition
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Device/Ethicon Challenges
• Non-traditional role• Elimination/outsourcing of specialist
roles– Materials specialists– Patent specialists– Standards specialists– Biocompatibility specialists– Information technology specialist
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Solutions
• Outsourced services
• Elimination of low-value services
• Virtual transition
• Branding
• Differentiation
• Alignment with client processes
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But…
• Did not want to cut more services
• Wanted to add more services
• Only 2 people
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Thoroughly examined all skill sets, roles, and responsibilities
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Changes
• Added new roles:– Business Relationship Manager – Information technology specialist– Graphic artist
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And…
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Outsourced everything
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Yes, everything
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But we manage the outsourcing
and
Our sphere of influence is extended
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Services
• Virtual library
• Custom research
• Monitoring & alerting
• Training, programming & consulting
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Ethicon Roles
• Team Leader– Business relationship
management– Planning– Administration– Budget– Consulting & training
services
• Analyst (Project Manager)– Electronic resources
management– Vendor relations– Research services– Monitoring & alerting
services
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#1Outsource to End-users
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#2 Consultant Network:The Inner Circle
• Four research consultants
• Technical consultant
• Graphic designer/library and user services
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#3 Expanded Consultant Network
• Patent research consultant
• Four consulting firms
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Inner Circle Investment
• EES email address
• Access to EES/J&J network
• Laptop with remote access
• Passwords for premium sources
• Provide full-time work
• 30 hours for professional development
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Inner Circle Investment, cont.
• Office space for non-remote consultants
• PO and supplier management (secrecy agreements, etc.)
• Team meetings
• Team building events
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ROI
• Loyal and committed partners
• Knowledge of the business
• Fast turnaround
• Professional camaraderie
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Customer Benefit
• Saves time, money, effort
• Provides turnkey service
• Consistent results
• High quality results
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Challenges
• Recruit and select right team
• Develop effective and efficient processes
• Manage relationships
• Communicate! Communicate! Communicate!
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Process for Engagement
• Ethicon associate initiates project and partners with client (gathers requirements, etc.)
• Ethicon associate gives project requisition to consultant
• Consultant delivers results to client and/or Ethicon associate
• Consultant sends completed requisition to Ethicon associate
• Ethicon associate records project data and monitors client satisfaction
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Outlook
• # of Ethicon employees will not increase
• # of consultants will likely increase
• Company information function will remain