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ORG & CULTURE
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Pharma & Healthcare

Strengthening Culture DNA of Sayre

The Challenge

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A new-age pharma firm  was looking to enhance their overall Business Performance and Productivity. They wanted to operate like a start-up but with the experience of a well established organization. They perceived that the organization suffered with lack of:

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  • Collaboration and Organizational Agility

  • Responsiveness and Sense of Urgency

  • Pride in the Organization 

The Approach

We took a very inclusive approach to influence and change the culture and behaviors of the Sales team. The approach we followed included:

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1. Foundation: Early Engagement & Ownership:

  • Identified Change Champions from within Sales to lead ideation and drive peer influence.

  • Formed cross-functional teams to ensure diverse perspectives and holistic problem-solving.

  • Empowered teams to co-create solutions addressing current challenges, fostering psychological ownership.

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2. Leadership Alignment & Governance:

  • Secured leadership buy-in through regular communication and structured governance forums.

  • Maintained visibility and momentum via cadence-based check-ins and feedback loops.

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3.  From Subjective to Objective Culture Metrics:

  • Translated cultural aspirations into measurable indicators aligned with business imperatives.

  • Defined clear KPIs for behaviors, engagement, and adoption to track progress and impact.

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4. Enablement Tools & Templates:

  • Developed planning and execution templates to guide teams through each focus area.

  • Provided monitoring frameworks for self-assessment and course correction.

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5. Cultural DNA Pocket Guide:

  • Codified guiding principles, roles & responsibilities, and expected behaviors.

  • Included success metrics and examples to reinforce clarity and consistency across teams.

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The Impact

The transformation delivered tangible, scalable impact across multiple dimensions:

Emergence of a Learning Organization:

  • Cross-team collaboration and open sharing of insights became normalized.
  • Peer learning and best practice exchange accelerated capability building.
  • Feedback loops enabled continuous refinement of sales strategies and customer engagement.

Increased Ownership & Resilience:

  • Greater drive to engage tough accounts, with proactive turnaround strategies.
  • Shift from avoidance to accountability, with teams embracing challenges as growth opportunities.
  • Improved problem-solving mindset, supported by tools and governance structures.

Brand Stewardship Mindset:

  • Sales teams began identifying as Brand Ambassadors, elevating their role beyond revenue generation.
  • Customer interactions became more values-driven, reinforcing trust and brand equity.
  • Internal pride and external perception of the company improved through consistent behavior and messaging.
The team at Effilor Consulting are specialists in Organizational Culture Transformation. They understood our organization in depth, got to the nub of our problems and helped us transform our organizational culture by aligning our business imperatives with the operating model. They were instrumental in helping us to not only improve synergies within the team but also help build pride in the organization.

-Shukrit Chimote, CEO
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