What the Pharma?

Caroline and Harry tackle Isaac’s dilemma — a caring, committed first-line manager in the Netherlands who’s exhausted from being the go-to problem solver for his ever-growing team. What once worked so well — drawing on his own experience to fix issues fast — is now breaking under the pressure of changing customer access, busier teams, and rising complexity. Isaac simply can’t hold all the answers anymore. The evidence is clear: frequent, high-quality coaching correlates with 16.7% higher revenue growth, yet managers spend on average just 36 minutes per week developing each rep — far below what’s needed. The message is clear: build capability, not just answers. So why is Pharma often still clinging to outdated approaches? Caroline and Harry explore the mindset and system shifts required to move from manager-as-expert to manager-as-coach — coaching not just to solve today’s challenge, but to build capability and confidence that compounds over time. They share practical ways to start small: diagnosing skills gap, recording and reviewing coaching sessions, and the importance of coaching the coach. This episode will help you turn problem-solvers into problem-solving teams. You can find the book 'Turn the Ship Around’ as mentioned by Caroline here: https://www.amazon.co.uk/Turn-Ship-Around-Building-Breaking/dp/1591846404

Digital transformation is revolutionising the pharmaceutical and healthcare industries, pushing the boundaries of how companies connect with patients, providers, and stakeholders. As customer-centricity becomes a critical focus, the role of digital innovation in enhancing patient care, streamlining operations, and driving better outcomes has never been more vital. Clement Gavrila, Head of Digital Transformation at Virgin Media O2, brings an abundance of experience and insight from his fascinating career at one of Britain’s leading mass media and telecom giants. Known for keeping people and businesses connected, Virgin Media O2 is at the forefront of digital evolution. Clement joins us on part 2 of our debut episode of What the Pharma? to share insights into how digital transformation is reshaping commercial organisations and driving innovative, customer-focused change across the sector.

Pharmaceuticals is an industry bursting with passion, innovation, and some of the brightest minds around, all committed to making patients’ lives better. But if you’ve spent any time here, you know it can sometimes feel like slogging through the mud – buried in bureaucracy, battling for customers' attention, and constantly being asked to do more with less, despite all the investment and positive change happening around us. So, here’s a question for you: What if it’s not just about more training or shiny new processes? What if the real obstacles are the quiet, unspoken rules and assumptions buried deep in our culture? Introducing What the Pharma? - a podcast from the curious minds at Rubica designed to dig deep into those hidden barriers through fresh perspectives and bold conversations. Together with industry insiders and thought-provoking guests, we’ll uncover what might be really holding us back and maybe even find some unexpected solutions along the way... because it’s time to ask: What the pharma is really going on here?