The Pharma Career Ladder · The country manager · Step 8: Execution and the operating rhythm · Lesson 8

Following through

The commitment register at country level

By Ahmed El Menshawy · 20 years in pharma, from medical rep to country manager in the UAE. Founder of RepPharma. LinkedIn
Published

In most country teams I have seen, the ideas are not the problem.

The problem is the promise made in a meeting in March that nobody mentions again until December.

In my teams, the fix is simple and a little unglamorous: one commitment register for the country.

One shared register. Every commitment from every review goes into one list that the whole team can see.

One named owner. A person, not a department. "Marketing will handle it" is not an owner.

A real due date. Agreed with the owner, not imposed on them. Imposed dates get missed quietly.

Reviewed every month. Done, on track or stuck, and what help is needed.

Two rules keep it honest. The leadership team's own commitments sit on the same list, in the same font. And a stuck item is treated as a request for help, not as a failure. If people fear the register, they stop putting real things on it.

One more: close or cancel items openly. A promise that fades away teaches the team that decisions are optional.

“Follow-through is how a team learns that decisions are real.”
Following through: The commitment register at country level

Lesson 8 of 10 in Step 8: Execution and the operating rhythm, with the full guide and a checklist for this week.

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