|Case Study||What are best practices for Human Resources in China.|
|Challenge||A global pharmaceutical company felt their Chinese sales force was not as effective as it could be and there was a high attrition rate. The parent company in the U.S. felt that the dynamics of compensation structures were driving attrition and wanted competitive intelligence from China to validate that hypothesis.|
|Engagement||RESEARCH: LISTENING LOUDLY - A primary research program was designed and launched:
Mapped the different competitive packages for Sales teams in the industry, including compensation, incentive structures, vacation policies, and more.
Identified differences in incentive packages and policies and linked them to performance (as a key element driving performance). Made recommendations for a potentially effective solutions.