Business Planning & Account Management

Overview Focus Areas Frameworks & Tools Learning Programs Case Studies Insights

Effective field execution starts with planning.

As the healthcare marketplace continues to change, Life Sciences companies must use consistent processes for geography and account-level planning. These processes need to outline the steps, considerations, and documentation requirements while also allowing for flexibility to address complexity and variance from one healthcare ecosystem to another.

Planning processes and tools must be clearly defined based on the company’s size, portfolio, therapeutic area, and target customers. Sales professionals, field-based medical roles, or reimbursement services personnel must all have the ability to plan for themselves and contribute to compliant integrated account plans. This is becoming more critical for larger organized customers where multiple roles are calling on various stakeholders within healthcare systems and evolving business models.

Market Access Strategy and Account Planning

WLH partners to define market access strategy, structure, processes, and skill development needs. Companies have relied on WLH to adapt planning processes and tools to create a culture of accountability. When completed, clients rely on WLH to develop an organizational readiness cascade for field implementation that enhances customer-facing alignment and coordination. WLH partners to:

  • Clarify the Market Access vision and strategy

  • Define Market Access roles and required competencies

  • Focus on enhancing account management capabilities

  • Develop a learning strategy with an emphasis on business acumen, customer engagement, and relationship building

WLH provides change management consulting services that maximize business continuity and reduce resistance to change by:

  • Clearly defining the change initiative

  • Establishing the business case for the change effort

  • Assessing organizational readiness for change

  • Eliciting stakeholder involvement and buy-in

  • Creating a change implementation strategy

  • Readying leaders to implement the change

  • Creating a communications strategy

  • Defining metrics and measures of success

Business Planning Consulting Services

WLH partners with Senior Leadership and cross-functional teams to develop and implement a consistent planning process with supporting tools and templates. WLH partners to:

  • Clarify the overall vision and strategy for business and account planning

  • Assess current field based business planning and resource allocation effectiveness

  • Clarify action steps aligned to business strategy

  • Determine specifications for customized business and account planning templates, tools, and reports

  • Customize WLH’s PLAN Framework® for business planning and resource allocation

  • Provide guidance on the use of business analytics to inform decision making and resource allocation

  • Develop a business review process that fosters a culture of accountability

  • Outline an overall blended learning blueprint that includes enhanced planning, business acumen, strategic thinking, decision making, and collaboration skills