Designing Communication Learning Pathways Across BD’s SEA Teams

Service: Skill Training
Focus: Communication

average increase in proficiency (Leadership Team): 22
increase in performance rating: 133
of Territory Managers said training was relevant and immediately applicable: 100

Overview

Breathing life into communications in the medical space

BD Interventional specialises in breakthrough medical devices in the surgical and urology fields. With a strong focus on the SEA market, their goal was to remain a leading choice for healthcare especially in critical moments across both private and public hospitals.

However, standing out in a highly saturated medical devices market was a growing challenge. Convincing distributors, as well as internal and external stakeholders, required a clear and consistent narrative that could be delivered effectively by teams across the organisation.

HighSpark was engaged as a learning consultancy partner to understand their needs, design tailored learning pathways, and build a solution that would remain scalable as new team members came on board.

Challenge

Aligning multiple departments under one learning strategy

BD’s teams had diverse roles and challenges. Without a coordinated learning plan, departments risked inconsistent messaging, uneven skill development, and slower adoption of best practices.

Leadership Team: Needed to ensure teams adopted best practices and gain buy-in from top management.
Business Managers: Required a repeatable formula to communicate product value and expand market share.
Territory Managers: Differentiate BD during sales conversations and engage doctors and nurses effectively.

Approach

A learning partner to design lasting, department-specific pathways

We worked closely with BD’s Learning Team to diagnose gaps, map competencies, and understand team workflows. Based on this, we designed tailored learning pathways for each department, ensuring content and exercises were relevant to their day-to-day responsibilities. Each pathway was built to remain effective long-term, supporting new hires and ensuring consistent application of storytelling, visual persuasion, and persuasive delivery across the organisation.

In-Depth Needs Analysis: With BD Learning Team to map competencies per department
Tailored Learning Pathways: To address each team’s unique goals
Flexible Learning Options: Offered blended learning formats to support different learning styles

Results

A successful communication transformation across departments

By the end of the programme, each department had a structured approach to communicate BD’s value clearly and consistently. Because the learning plans were tailored to each team’s responsibilities, participants were able to apply the frameworks directly to their real work, from leadership presentations to distributor negotiations and hospital engagements. The BD learning team was particularly pleased with how the programme addressed the distinct needs of each department while aligning them around a common narrative.

Structuring persuasive presentations and conversations for different audiences
Communicating BD’s value clearly across leadership, distributor, and hospital interactions
Using storytelling and visuals to simplify complex information and drive buy-in

Javis Tung APAC Business Development Director, Oncology at BD

Learn more about the courses we offer

Business Storytelling
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Our flagship business storytelling training workshop enables teams to utilise narratives to drive business and team goals.
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Visual Presentations
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Equip teams to design clear, compelling visuals that sharpen messages and help audiences grasp ideas quickly and confidently.
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Data Storytelling
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Helps professionals turn complex data into clear, persuasive stories that support insight-driven decision-making.
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Data Visualisation
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This course trains teams to visualise data accurately and effectively, ensuring insights are communicated with clarity and credibility.
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Powerful Delivery
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This programme builds confident, impactful delivery skills so professionals can communicate with authority and presence.
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Executive Presence
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This course develops the presence, confidence and gravitas required to influence senior stakeholders and lead effectively.
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