Product details

This is the first of a two-case series (405-029-1 and 405-030-1). Eli Lilly and Company is a global, research-based pharmaceutical company with a history of over 126 years. Lilly China has more than 50 representative offices and about 500 medical representatives in 2003. Compared with its key global competitors, Lilly's presence in China is still very small. To facilitate Lilly's expansion strategy in China, Lilly China encountered an urgent demand to recruit and maintain a pool of top medical representatives. However, Lilly China had a high employee turnover for three consecutive years. Obviously, the company needed to strengthen Lilly's employee retention pool. Should Lilly maintain current recruiting practices or switch to better options? Human Resource Director, Mary Liu, decided to ask a consulting team to help dig out the whole problem. Case (A) describes Lilly China's background, its human resources concept, structure and the Chinese labour market. Case (B) details the analysis and solutions to the problem made by the consulting team.