A Lumanity Commercial Consulting Vice President plays a key role in ensuring the successful growth financially, organisationally and strategically of the Lumanity Commercial Consulting business, delivering operational, client and business development excellence. Vice Presidents provide strategic direction and manage consulting projects through their teams to deliver against client and business goals.
They assume responsibility for delivering wealth to the organisation, through efficient delegation and on-project coaching and by owning significant client relationships which drive new business. Vice Presidents both personally sell and support the delivery of large, complex projects across a broad number of offerings within healthcare marketing. Through the management of the Principals in their team, they are accountable for the quality delivery of work by the consulting team within their ‘pod’.
Vice Presidents work through their teams to deliver against client and business accountabilities, focused on business development, team management and support, prioritised over delivering billed time. Vice Presidents are responsible for acquiring, developing and retaining the talent to deliver sustained high quality work for Lumanity Commercial Consulting to be seen as trusted advisors in the marketplace.
They are recognised as exceptional marketers and trusted consultants by their client community and work within Lumanity to build, develop and deploy exceptional teams who exceed their objectives whilst balancing work and home lives.
The Lumanity Health Consulting Vice President’s key areas of work can be summarised as:
- Provides direction and leadership, consulting through teams to deliver stated and unstated client goals
- Owns significant client relationships, building wealth by monitoring profitability and focusing on ‘new: new’ business
To achieve success, it is critical that a Lumanity Vice President delivers on the following:
Technical Knowledge and Skills
Recognised for ability to steer core service direction
Familiar with all and expert in majority of service offerings
Generates new, strategically aligned service offerings
Quality Project Delivery
- Demonstrates what excellent looks like, coaching this in others
- Sets key project and work programme direction
- Ensures completion of project reviews and profitability analyses
Business Development
- Accountable for own and team BD and proposal review, new client identification and development
- Leads account plans and all pipeline projects
Team and Matrix Working
- Introduces colleagues/ Lumanity teams to clients
- Encourages and leads Lumanity collaboration initiatives
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
- Actively seeks out diverse, potentially conflicting views which are combined to enrich inputs and provide stronger conclusion and more innovative solutions
- Is proficient in applying tools that support evidence based prioritisation to enable decision making
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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
- Is able to think in the moment, interacting flexibly with the audience to: field challenges, answer questions, and provide the elaboration required to gain buy-in to recommendations and pave the way for ongoing work
Organisational Contribution
- Lead/ contribute to organisational projects
- Service line responsibility
- Recognized as a thought leader on specific business areas and engages is speaking and article publication
Project and Client Relationship Management
- Establish, lead and manage key client relationships
- Build and lead client facing teams and plans
Leadership (including SLII™)
- Participates in Lumanity Commercial Consulting Leadership Team
- Participates in identifying and developing future talent and leaders
- Ensures PDPs are in place across organisation and all teams are engaged in motivating training and development
Line Management
- Brings the company vision and strategic to life in meetings and actively leads teams in line with company values
- Line and performance management of Principals and Managing Consultants (and their teams)
