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LIFESCIENCELEADER.COM 29 JUNE 2014 "Who's to say that there have to be sensor elements in the mea su ring tube of a flowmeter?" Using the patented SAW technology our new FLOWave flowmeters need no sensor elements in the measuring tube. So they provide reliable results even in challenging hygienic applications. www.inspiring-answers.com INSPIRING ANSWERS Resolution in the face of adversity is not always rewarded. Merely remain- ing steely faced and bullishly pushing on are unlikely to win much support, of course. Lechleiter sensed he had to do more, to communicate and explain — to his company, and to the outside world — what Lilly was doing, and why it had taken the course it was on. His patient yet insistent style was likely the best antidote for the toxic skepti- cism that inundated the company every time bad news washed in. (See "On the Chairman's Watch.") Many of Lilly 's challenges came in clini- cal development, where the effective but perhaps unspoken watchword became, "Learn from failure." As Lechleiter says, "You never plan for something to fail, but you have to accept, after the fact, that not everything that goes into Phase 3 is going to make it. We are going to be better, stronger players as a result of lessons we learned in those cases, and positioned to make faster and higher- quality decisions." Each of the business units now runs its own Phase 3 develop- ment, he says, creating a stronger con- nection between medical development and commercialization. Although Lilly's human pharmaceutical business attracted most of the headlines during the past few years, the company was rapidly expanding Elanco before the Novartis deal. Historically, Elanco brought in about 6 percent of Lilly's revenue, but its share has now grown to the low double-digits. "We've grown Elanco at industry-lead- ing rates through a combination of inter- nal, pipeline-driven growth and exter- nal acquisitions," says Lechleiter. "We've done at least one small- to medium-sized acquisition a year for Elanco for the last six or seven years. We like the business because it is synergistic with pharma, both on the pipeline and the manufac- turing sides, where we're able to take advantage of a deep knowledge base and a global manufacturing infrastructure that also helps Elanco on the supply side." Lilly/Elanco counts on two factors in the growth of animal health: increasing demand for meat protein in emerging markets, and expansion of the compan- ion-animal space in the developed world. DOING MORE THAN ENDURING Having restructured the company and developed a long-term strategy for over- coming the patent losses, Lechleiter and his management team took some significant steps to prepare for the long haul, which can be described as simple imperatives: Stick with the strategy. Keep up morale and confidence. Improve and focus clinical trials. Globalize research. Raise R&D; productivity. F e a t u r e - C o v e r - L i l l y . i n d d 6 Feature-Cover-Lilly.indd 6 5 / 2 1 / 2 0 1 4 1 2 : 1 6 : 4 5 P M 5/21/2014 12:16:45 PM