The Lumanity Principal is a pivotal role in our specialist consulting team delivering operational, client and business development accountabilities. Principals assume responsibility for delivering wealth to the organisation both personally selling and delivering large and small projects across a broad number of offerings within healthcare marketing, and being accountable for the quality delivery of work by the more junior team to the Vice President that they report to.
Principals lead, coach and manage specialist consulting teams to deliver against client and business accountabilities. They have an established balance between business development, delivery of billed work and team management and support. Principals take accountability for identifying, developing and retaining the right capability and talent to deliver sustained high quality work and be seen as trusted advisors in the market place. They work closely with all members of the Leadership Team to deliver against strategic goals with a specific focus on coaching trusted and skilled consultants equipped to deliver the products and services that clients value within the behavioural/ mind‐set framework of the organisation.
Principals own their personal, and are responsible for ensuring delivery of their team’s, business development plans in order to achieve individual, team and overall business objectives.
The Lumanity Principal Consultant’s key areas of work can be summarised as:
- Builds consulting team capability and capacity through business leadership, delegation and solid consulting guidance
- Leads harvesting activities and owns significant client network to drive BD effort
- Known internally as specific functional/ technical expert
To achieve success, it is critical that a Lumanity Health Principal Consultant delivers on the following:
Technical Knowledge and Skills
- Recognised as thought leader and ‘go to’ expert advisor in specialism with ability to flex the strategic planning process to meet client needs
- Coaches and supports the team around area of specialism, championing new service offerings
Quality Project Delivery
- Guarantees consistently excellent work while directing multiple, complex projects
- Anticipates and manages project or client crises
- Maintains focus on project progress to inform accuracy of revenue forecast
Business Development
- Primarily harvests accounts with clear contribution to new BD from hunting accounts and own network
- Owns, directs and approves proposals
Team and Matrix Working
- Leads the build and effective deployment of the team, ensuring delegation based on capability and development needs
Strategic and Critical Thinking
UNPICKS PROBLEMS
Helps clients to define their underlying business challenge
- Listens well, starting with a desire to understand the client problem, not jumping prematurely to solutions
- Is constantly curious, applying good context and content questions to help clients dig under the surface, and visualise the problem
- Breaks down a problem into components, evaluating each to prioritise and inform how a solution can be developed
- Seeks to understand the long term spoken and unspoken business and personal needs of the client, paving the way to become a trusted advisor
- Captures the multi–dimensional and dynamic nature of complex issues understanding the limits and gaps in available information
- Constructively challenges the client, when considering the problem, to push them outside of their comfort zone where appropriate
- Can develop the appropriate framework with which to visualise the problem/solution
GENERATES HYPOTHESES
Sets out a proposed explanation to help frame client thinking about the problem, and guide development of possible solutions
- Leads the development of hypotheses, prototypes and strawman solutions as the starting point for exploration and further investigation
- Draws parallels and uses case examples, often from markedly different environments, to help clients understand the problem, and build hypothesised solutions
- Provides ideas and solutions that may not initially be obvious which provide impetus for creative thinking
ANALYSES and SYNTHESISES
Maximises insight using available data to provide sufficient confidence in our understanding of the problem to allow us to develop credible solutions in collaboration with client
- Has sound understanding of standard data sets, uses and limitations
- Understands where, how, and what data to gather
- Able to employ and distil data to tell a story and derive insightful conclusions, whilst referring back to the problem and maintaining a big picture view
- Identifies and develops diverse data sources, including ad hoc primary research to provide compelling insights
- Creatively combines complimentary sources of data to increase confidence in conclusions developed, leading to deeper insights into business issues
- Is comfortable in supporting and evolving conclusions from the data in discussion with client
CHALLENGES and PRESSURE TESTS SOLUTIONS
Thoroughly tests solutions to ensure they withstand the challenges and ambiguities of the client organisation and market to ensure buy‐in and implementation
- Constructs solutions on the basis of the detailed analysis and synthesis, whilst ensuring fit with the big picture market and client organisation context
- Ensures conclusions developed are robust and value adding, by involving a range of client and internal stakeholders in thoroughly testing the solution
- Able to identify potential options and choices based on the available evidence
- Uses scenarios, ‘what‐ifs’, and other tools to actively challenge solutions and recommendations ensuring they are robust, practical and implementable
- Uses experience and external sources to help identify: issues to address, options to consider, or potential solutions, supporting the client to make choices about what to do, and what not to
COMMUNICATES RECOMMENDATIONS
Provides a crisp story demonstrating clear thinking and prioritised “sticky” recommendations so the client accepts and endorses recommendations, maximising implementation and buy‐in
- Effectively communicates the project story, providing confidence for decision makers in the clarity of thinking
- Sets out options visually with the pros and cons of each in a clear logical manner
- Communicates insightful conclusions and recommendations which add value, resulting in memorable, “sticky” solutions
- Goes the extra distance to help client understand the implications and consequences for the business, and for them personally
Organisational Contribution
- Lead/ contribute to organisational projects, e.g. new service development
- Seen as an expert in one or more service areas
Project and Client Relationship Management
- Proactively manage client relationships and expectations
- Build and lead client facing teams and plans
Leadership
- Inspires and coaches others to develop skills and competencies to perform at their best
- Recognises and provides direct feedback, acting on the development needs of others
Line Management
- Actively participates in Global Leadership of CHC, aligning behaviours with organisational strategy
- Supports and role models balance of priorities between work and home life, embodying CHC Values
General Administration
- All members of the Lumanity Health Consulting team are expected to follow the Operating Standards set out within the employee handbook, on daily, weekly and monthly tasks
