The Covid-19 Pandemic has and continues to significantly disrupt healthcare delivery. Around the country, the return of elective procedures and the re-opening of healthcare practices remains variable. Even as these practices re-open for patients, many locations are limiting or excluding industry access. Personal, face-to-face interactions are limited in some areas, are not taking place at […]
Developing Business Acumen in Life Sciences
The challenge for L&D is not to ‘fire hose’ employees, but to provide context. The CEO wants employees to better demonstrate business acumen. However, business acumen is a phrase tossed around without a common definition. Additionally, even after years of focus, learning & development (L&D) professionals struggle with how to develop this critical leadership capability. […]
Creating Account Managers: Building an Internal Bench
To win in the marketplace, Life Sciences companies must effectively achieve results and develop access with large organized customers – whether they are larger integrated hospital systems or regional/national payers. Leading the charge for customer engagement efforts are Account Managers (AMs). The same skills that make someone a successful sales representative, or even a district […]
Developing Effective Plans: Tips to Start off the New Year and New Decade
It is a new year and a new decade! What is not new is the importance of developing effective geography and account plans. Life Sciences companies that take a purposeful and consistent approach to developing, executing, and reviewing geography and account plans yield better results. Most pharmaceutical organizations deploy year beginning meetings to ensure everyone […]
End of Year Business Planning
As Q4 presses on, the final months of the calendar year are focused on ensuring year-end goals have been successfully achieved. The sales organization focuses on “hitting the numbers.” Others working in various functions are looking to finalize important deliverables or are setting up the organization for next year. In either case, it will be […]
Culture of Collaboration: Challenges and Best Practices for Account Team Collaboration
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 […]
Developing Business Acumen for Animal Health Professionals
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 […]
New Year, New Goals – The Importance of Business Planning
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 […]
WLH Case Study Book
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.