Ideas and updates for teams leading change, strengthening learning, and building commercial excellence.
A privately held pharmaceutical company was preparing for the commercial launch of their first prescription drug. The Executive Management team brought their commercial leaders...
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A large animal health company sought to understand why there was huge variability in performance with its key account teams throughout the US. The...
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While a global pharmaceutical company was under a Corporate Integrity Agreement (CIA), an associated brand was issued Risk Evaluation Mitigation Strategies (REMS) requirements.
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A rapidly growing biotech company was interested in improving organizational efficiency and sales performance. As part of the effort, they conducted a critical review...
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Does your field organization have well-defined business and account planning processes and tools? The healthcare marketplace is undergoing tremendous change resulting in limited access...
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Many life sciences companies have become increasingly more reliant on account executives to target large, complicated healthcare systems and payers. These sales professionals are...
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In the past five years, the Department of Justice (DOJ) has levied almost $22 billion in fines against pharmaceutical companies for compliance violations. In...
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One idiom used to describe how BioPharma customer-facing roles demonstrate their business acumen regarding the evolving US healthcare marketplace is “connecting the dots.” This...
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There is an ongoing debate as to whether business acumen can be taught or if it is an intuitive savvy that one inherently possesses. Either...
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As the healthcare marketplace continues to consolidate with larger organized customers, life sciences companies rely more on effective field collaboration and account management practices...
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Most pharmaceutical company’s field organizations measure and track sales performance on a quarterly basis. With the first quarter of 2018 coming to a close,...
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WLH Consulting, Inc. is pleased to announce our upcoming webinar series for March and April. In each webinar, Dr. Wendy Heckelman will guide you through...
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