Eli Lilly and Company, China Affiliate (A): War for Talent

This is a series of two cases. In Case A, set in late October 2003, Eli Lilly China was preparing to initiate a series of new product launches in China over the next five years. Lilly management believed that the launches would help Lilly grow to be the top pharmaceutical company in China. In the meantime, management intended to double productivity at Lilly while maintaining the size of its team. Therefore, it was critical that the company recruit and maintain a pool of top medical representatives. As background information for understanding Lilly China’s recruitment needs, Case A describes China’s pharmaceutical business environment, Lilly China’s position within it, Lilly’s culture, its organization structure and philosophy, and the competitive labor market in China. The case notes that some consulting teams would be invited to help find solutions for the problems facing Lilly China.