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 […]
Building Business Acumen and Account Management Capabilities
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?
It’s All About Mindset, Account Managers!
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 […]
Organizational Redesign and Business Planning
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 […]
You Must Understand Your Ecosystem to Build a Solid Plan
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: […]
Why Good Planning is Critical to Success
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 […]
Business Acumen: Distilling Insights
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 […]
The Importance of Asking Questions to Drive Insights
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 […]
Defining Business Acumen for Life Sciences
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 […]
℞ for Re-Engaging Accounts Post-Pandemic
Everything we know about healthcare and the way it is delivered has changed forever, forcing organizations to re-evaluate their ecosystem for impact. Leaders need to be equipped for this new normal and WLH Learning Solutions has exactly what is needed for re-entry, the ℞ For Re-engaging Accounts Post-Pandemic Virtual Learning Series. For immediate access to […]