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 […]
Business Planning and Account Planning Process Checklist
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.
Account Management Training for Specialty Drugs
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 […]
Business Planning for Field Organizations: Lessons Learned
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 […]
Field Force Expansion Redesign, Execution Planning & Leadership Development
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.
Field Force Expansion
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 […]
Account Management Curriculum Roadmap
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 […]
Implementing Key Account Strategy in a Global Pharmaceutical Company
A global pharmaceutical company rolled-out a key account management strategy and integrated account planning process. The unique needs of the U.S. market required customizing the planning process, tools, and learning strategy. Central to project success was the need to create an account management mindset for all customer-facing roles and encourage more cross-functional collaboration and coordination. […]
Market Access Learning Strategies and Curriculum
WLH’s involvement with a Market Access group’s transformation and competency model development included evaluating the group’s learning strategy and curriculum. Given the changes in the marketplace, the organization knew its account executives needed a higher level of business acumen and account management skills. Additionally, the organization needed to balance the amount of product and disease […]
Field Force Effectiveness to Meet Evolving Healthcare Environment
A pharmaceutical company was undergoing a major transformation in response to market force dynamics that negatively impacted the performance of its field force. The client restructured its customer-facing roles which resulted in new territory alignments, new targets, and a new matrix team configuration. In addition, the client wanted to improve regional business planning to address […]