We help commercial leaders and the HR, OD, and L&D professionals who support them transform their organizations and develop strategies, processes, tools, and capabilities to thrive in the rapidly changing healthcare marketplace. Learn more about our specific areas of expertise below.


Processes and Tools

Although specific best practices may apply in each geography, companies need to define their own account management process and develop supporting tools that best fit their size, portfolio, therapeutic areas, customers, and sales enablement technology.  Sales professionals, account managers, field-based medical roles, and reimbursement services personnel must all be able to independently plan and contribute to broader integrated account plans, which define market access execution and align with brand strategies.  WLH has extensive experience in assessing current practices and providing recommendations for more effective and efficient processes and tools to meet client needs.

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Account Management

As healthcare delivery and payer organizations consolidate, there is a need for more comprehensive account management strategies.  WLH can review current practices to ensure field organizations are able to execute effective account management plans for larger organized customers.  Our learning solutions can teach account managers how to navigate sophisticated, complex hierarchies and locate key influencers and decision makers; how to assess customer clinical, operational, and business needs; and how to develop comprehensive solutions and value propositions that lead to improved customer satisfaction and better health outcomes.

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Field Force Effectiveness

As industry experts with many years of practical experience, WLH has seen numerous changes in commercial and field force deployment strategies.  Reach and frequency metrics alone no longer suffice.  Many organizations are actively redesigning their structures to adapt to marketplace demands.  Once field forces are reshaped, WLH partners with each client to operationalize their new structure.  We provide expertise in defining roles, readying leaders to implement change, ensuring customer-facing roles work collaboratively, and apply change management best practices for effective adoption and execution. WLH brings expertise in performance metrics to better measure effectiveness and ensure resource optimization.

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Talent & Skill Development

WLH partners with sales leaders and learning professionals to develop blended learning curricula that ensures participant learning and supports application and results.  We have an extensive library of content covering a wide range of topics, all of which can be highly customized to meet any clients’ needs.  We design learning programs and employ delivery methods which strengthen essential competencies such as, business acumen, customer engagement, relationship management, field collaboration, and specific marketplace knowledge.

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Building Market Access Capabilities

Industry experts acknowledge that most Market Access functions are not as clearly defined as other pharmaceutical functions, such as marketing and sales.  Market access’ broad involvement in pricing, contracting, and defining economic and health outcomes is instrumental in advancing brand and company strategies. Key talent in many organizations do not possess the competencies to develop and execute successful market access strategies.  WLH works with pharmaceutical clients to assess and restructure their Market Access organizations.  This includes defining structures, designing roles, developing competency models, developing career frameworks, and outlining learning curricula.

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Field Force and Promotional Speaker Monitoring

Pharmaceutical companies know the importance of mitigating risks and keeping their people in safe harbor.  WLH leverages its deep industry expertise to deliver customized compliance solutions, including our proprietary I GLASS™ Field Based Monitoring solution. We offer a wide range of consulting services including field-based and promotional speaker program monitoring, compliance training, and development guidance to bring your compliance program up-to-date with current policy and regulatory requirements.

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