Session
When the Business Changes but the Workforce Model Doesn't
Using market signals to challenge an inherited workforce operating model
PAWorld26 San Francisco · 23–24 September 2026 · San Francisco
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– · Workforce Strategy
About this session
The case begins with an international operating model that needed to be reconsidered as the product portfolio and market opportunity changed. Rather than start with organisation charts or headcount, Christina Daniel's analysis centred on business outcomes such as reimbursement and adoption, then brought together workforce, market, regulatory, localisation and operating evidence to test where people were needed and what their roles had to accomplish. The session will follow how the recommendation was challenged, socialised and taken into executive decision-making, including an apparently reassuring indicator that did not answer the real business question.
Learning outcomes
- See how workforce design can start from market and commercial outcomes.
- Learn how to combine evidence when no single dataset answers the operating-model question.
- Apply a way to pressure-test a workforce recommendation before executive review.
This session will explore
- The market and business-model changes that made the inherited workforce model questionable.
- How workforce, reimbursement, regulatory and market evidence were combined.
- The old-versus-proposed operating-model logic.
- How the recommendation was pressure-tested and taken into executive decision-making.
Context
A Workforce Strategy practitioner case.
Speakers and contributors
Christina DanielPresenterSr. Director, Enterprise Workforce Strategy & HRBP, Commercial & Corporate AffairsNatera