Culture is created intentionally or by default. Many key decision makers within organizations find it difficult to intentionally create the shared beliefs, experiences, and actions of the people within their organization required to achieve desired cultural results. Often, lack of intentionality in culture creation lends itself to undesirable cultural results. Tune in this week to […]
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 […]
Leading with Empathy: From the Top to the Customer
As the workforce begins to transition back to in-person work, it is imperative for leaders to realign with their employees on organizational priorities, as well as working together through unprecedented challenges. As teams restart and reset their work, a best practice for leaders is empathetic leadership. The greatest challenge leaders faced during the pandemic was […]
Lessons Learned: The Importance of Empathetically Engaging Your Accounts
Leadership Empathy is a critical skill on all fronts. While leaders must empathetically engage with their direct reports, it is just as important for them to develop the skills to empathetically engage with their customers. When the pandemic first hit, WLH developed an approach to help leaders develop empathetic engagement skills. Though there are various coaching models used across many […]
How to Engage Customers Empathetically
Empathy is the ability to build understanding around another person’s thoughts, feelings, and rationale through inclusive behavior. In today’s disrupted healthcare marketplace, it is imperative to build a greater level of understanding of customers’ thoughts, needs, and challenges. Empathetic engagement builds trust and makes customers feel understood, valued, and respected. However, despite the importance of […]
4 Key Steps to Engage More Empathetically with Others to Build Deeper Understanding
Brene Brown has said, “Empathy is simply listening, holding space, withholding judgment, emotionally connecting, and communicating that incredibly healing message of you’re not alone.” Empathy is an incredibly important skill for leaders in any and all domains. Having awareness and understanding for the feelings and experiences of one’s peers and employees can set the tone […]