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Home Business Acumen & Account Management

Business Acumen & Account Management Category

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3 Tips for Jump Starting A Team When Undergoing Change

January 12, 2022   Business Acumen & Account Management, Change and Thrive Podcast, Leadership Development

New year, new me!   That is what many organizations are saying as they transition into a full or hybrid virtual environment, or adjust to other large-scale organizational changes. As organizations adjust to large-scale changes that include new leadership, new teams, or new structures, they are presented with new challenges. Jump starting your team to address […]

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Leading with Gratitude

November 18, 2021   Business Acumen & Account Management, Human Capital Optimization, Strategic Execution & Change Management

My hope is that you and your family are safe, well, and flourishing as the holidays approach.  I find that during the holiday season key themes emerge about our role in the organization and how organizational cultures continue to change and thrive.   We wanted to use this month’s newsletter to highlight the importance of […]

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Building Business Acumen and Account Management Capabilities

November 8, 2021   Business Acumen & Account Management, Resources

When customer-facing roles lack business acumen it leads to poor planning and missed opportunities. What are your needs to ensure your customer-facing employees thrive in today’s disruptive and complex healthcare environment?

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It’s All About Mindset, Account Managers!

November 3, 2021   Business Acumen & Account Management, Change and Thrive Podcast

Nothing is impossible. The word itself says ‘I’m possible!’ – Audrey Hepburn What if I told you there is a way to highlight the strategic account management skills and mindset needed when calling on large, organized customers?   Whether it is commercial payers, IDNs, medical groups, government care providers, or other models–a different business to business […]

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Organizational Redesign and Business Planning

October 15, 2021   Business Acumen & Account Management, Case Studies, Resources

Intentionally creating culture can be difficult. Just ask one of our previous clients who redesigned their organization and business planning process to help them become a more dominant player in multiple therapeutic areas. To learn more, feel free to look at our case study with this client! You can read the full case study and […]

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You Must Understand Your Ecosystem to Build a Solid Plan

October 6, 2021   Business Acumen & Account Management, Change and Thrive Podcast

Life science professionals in customer-facing roles need to develop their business acumen to “connect the dots” and identify opportunities to deliver value. One of the more important elements of developing business acumen skills is to effectively assess the local healthcare ecosystem.   When assessing a local healthcare ecosystem, it is helpful to evaluate the following factors: […]

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Why Good Planning is Critical to Success

September 29, 2021   Business Acumen & Account Management, Change and Thrive Podcast, Commercial Excellence

Good business planning helps you and your team work effectively and efficiently. The challenge is that most business plans end up being disregarded as another document in the pile accumulating formality without execution. The truth is – effective planning can be enhanced and made easy when using a consistent framework to support the translation of […]

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Business Acumen: Distilling Insights

September 22, 2021   Business Acumen & Account Management, Change and Thrive Podcast

Life science professionals in customer-facing roles need to develop their business acumen to “connect the dots” and identify opportunities to deliver value. A key behavior in developing business acumen is gathering information and generating actionable insights. Here are 3 helpful practices for distilling key insights:   Consider the corporate strategy and brand goals for your […]

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The Importance of Asking Questions to Drive Insights

September 15, 2021   Business Acumen & Account Management, Change and Thrive Podcast

To fully grasp business acumen, it is important to understand the art of asking questions. More specifically, how leveraging questions helps better understand the challenges and pain points of an organization and how to take appropriate action based on information learned.  When asking questions, you are seeking to understand: What is happening? Why is it […]

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Defining Business Acumen for Life Sciences

September 8, 2021   Business Acumen & Account Management, Change and Thrive Podcast

At its core, business acumen is about understanding how your company or your customers make money.  Business acumen is also about understanding what information is used by your accounts when making critical decisions.  A suggested framework for applying business acumen is as follows:  Gather relevant organizational and marketplace data to understand the current situation  Ask […]

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Florida Address: 2703 Cypress Manor, Suite 100, Ft Lauderdale, FL 33332
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WLH Consulting

  • Who We Help
  • Your Challenges
    • Strategic Execution & Change Management Challenges
      • Avoiding Strategic Initiative Failure
      • Leading Through Change
      • Transforming Culture
      • Creating a More Agile Organization
      • Post-Merger Integration
      • Back
    • Commercial Excellence & Account Management Challenges
      • Winning with Larger Organized Customers
      • Driving Results: Better Planning and Execution
      • Developing Business Acumen Capability: Moving from Insights to Action
      • Motivating High-Achieving Individuals to Work Together as Effective Account Teams
      • Ensuring Compliant Field Interactions
      • Back
    • Human Capital Optimization Challenges
      • Redesigning Your Organization
      • Defining Competencies
      • Creating a High-Performance Culture
      • Developing Leadership & Talent
      • Creating Learning Strategies and Curriculum Architecture
      • Retaining High Performing Employees
      • Back
    • Back
  • Our Solutions
    • Strategic Execution & Change Management
      • Strategic Execution
      • Change Management
      • Leadership Agility & Readiness
      • Post-Merger Services
      • Cultural Transformation
      • Organizational Optimization
      • Organizational Diagnostics
      • Back
    • Commercial Excellence & Account Management
      • Process & Tools
      • Account Management
      • Field Force Effectiveness
      • Talent & Skill Development
      • Building Market Access Capabilities
      • Field Force and Promotional Speaker Monitoring
      • Back
    • Human Capital Optimization
      • Organizational Design and Effectiveness
      • Competencies, Career Frameworks & Assessments
      • Learning Strategy & Curriculum Roadmaps
      • Leadership Development
      • Talent Retention: ℞ For Retention™
      • Back
    • Back
  • Resources
  • Blog
  • About
    • Overview
    • Testimonials
    • Contact Us
    • Privacy Policy
    • Team
      • Wendy L. Heckelman, Ph.D.
      • Loretta K. Cate, D. Ph., CPCC
      • Michael Warech, Ph.D.
      • H. Steven Hammond, Ph.D.
      • Stephen J. Kontra, MBA
      • Sheryl Unger, M.I.L.R.
      • Tianna Tye
      • Lela Tepavac, PhD
      • Back
    • Back
  • Contact Us