According to the Institute for Corporate Productivity, more than two-thirds of organizations include “collaboration” as one of their core values. Collaboration is not just a luxury within an organization. Research indicates that collaboration correlates with higher levels of market performance, leadership effectiveness, innovation, and creativity. As the healthcare marketplace continues to consolidate with larger organized […]
Today’s animal health organizations need employees to contribute to organizational goals and objectives by making informed business decisions. To do so, they must develop their employee’s business acumen. This comes as a challenge to many because business acumen is a common phrase that can be difficult to operationalize. Developing business acumen starts with breaking down […]
Successful life sciences companies are primed to get their year off to a good start with business planning. As a New Year approaches, companies aligned with the calendar year, are busy finalizing their plans to achieve sales goals. To achieve these goals, sales managers and representatives must engage in a thoughtful, laser-focused approach, i.e., good […]
The entirety of WLH’s case studies can be found in this book. With topics ranging from Strategic Execution & Change Management to Commercial Excellence & Account Management to Human Capital Optimization, this resource is a great tool for understanding how we can help your organization. Each case study breaks down specific problems organizations in the pharmaceutical and life sciences […]
Use this checklist to evaluate your organization’s current planning process and approach. If you answer yes to a question, then assess the amount of work needed to update/revise. The insights from this will help you pinpoint areas for improvement.
Specialty drugs are one of the fastest-growing segments in the pharmaceutical industry. Innovative therapies can support patient care and yield far better outcomes. However, even with improved outcomes, there is added scrutiny by payers to contain costs and ensure proper utilization. Learning and development professionals supporting dedicated specialty pharmaceutical companies or divisions within larger global […]
Sales leaders and representatives need effective business planning and resource allocation processes to stay competitive and drive sales performance. The basic elements of an effective business planning and resource allocation process include: Conducting a marketplace analysis Aligning strategy and brand goals with a local assessment of the business Identifying critical priorities or initiatives Prioritizing customers Developing action plans […]
Over an 18-month period, one of the largest global pharmaceutical companies engaged in a strategic reorganization to help its US sales organization compete in the changing healthcare landscape, post-Affordable Care Act. The client’s decision to move to a regional business-unit structure required clarifying roles and responsibilities for the therapeutic, cluster-based sales teams.
A division of a large global pharmaceutical company expanded its field force to meet two strategic goals. First, their portfolio was expanding and second, there was a need to increase the “total office call” within each account. In an engagement lasting more than a year, WLH partnered with the client to clarify and execute a […]
One organization wanted all of their customer-facing roles to create an account management mindset and execute their overall strategy in a more collaborative and coordinated manner. The strategic driver for this initiative was the need to develop account management planning and execution. Both the sales leaders and the L&D professionals knew that the blended learning […]