August, 2000 SMM-002
Achieving a market-led culture: A case study
This paper describes a challenge common to many medical device companies, that of developing a market-led corporate culture in order to create sustainable competitive advantage. It describes the constraints encountered, the methods employed and the results and lessons that were the outcomes of the process. Its principal lesson is that organisational culture change is possible and rewarding, but slow and difficult. Without a deep knowledge of both culture and marketing, cultural change should not be attempted.