Business Planning & Account Management

Overview Focus Areas Frameworks & Tools Learning Programs Case Studies Insights

Business Planning Consulting Services

Although there are common elements in most business planning processes, each organization requires that its process reflects the needs of its unique organizational structure, portfolio, and roles. WLH has extensive expertise in assessing current practices, providing streamlined recommendations, and partnering to design templates that leverage existing systems to meet client reporting needs.

Business Analytics and Systems Support

WLH partners with Sales Leaders and Sales Operations to identify the business analytics and systems support needed for effective business and account planning.

Business Review Process and Tools

Our consultants partner to design a consistent method to review and recalibrate business and account plans based on performance and marketplace conditions at pre-determined periods of time (e.g., quarterly, semi-annually). We create tools and templates to help a manager and direct reports review progress toward objectives and discuss opportunities to recalibrate.

Healthcare Ecosystem Analysis and Stakeholder Mapping

Given the changing healthcare landscape, customer-facing roles in the Life Sciences industry need the business acumen and skills to understand the evolving landscape. WLH has developed a structured marketplace analysis to help field professionals “connect the dots” and identify stakeholders who influence treatment and reimbursement decisions. This step-by-step approach can be adapted for different size field forces, various portfolios, and therapeutic areas. WLH customizes this approach to support business and account planning processes.

Reimbursement Services Strategy and Planning

Many Life Sciences companies are utilizing internal Reimbursement Services to support physicians’ and patients’ ability to obtain drugs and services. WLH has helped clients with the effective deployment of these resources through the use of planning, skill enhancement, and competency model development.

Strategic Account Management

Changing healthcare business models require more effective account management for larger organized customers. WLH works with Life Sciences companies to enhance their Strategic Account professionals’ ability to navigate stakeholders and add value across the organization, including to C-Suite stakeholders and Payers.

Strategic Account Management Curriculum Development

Strategic Account professionals are on the front line attempting to bring innovative solutions to large organized healthcare delivery systems or payer customers. WLH has identified the core competencies needed to successfully navigate these accounts and provide account management leadership to other field resources. WLH partners with sales leaders and learning professionals to develop a blended learning curriculum that emphasizes business acumen, consultative selling, relationship mapping, and specific knowledge to understand large integrated delivery networks, payers, and other emerging business models.