An alarming number of employees began quitting their jobs in the Spring of 2021. This increased level of turnover is referred to as “The Great Resignation.” Up until now, “The Great Resignation” has taken the spotlight for many organizations. However, a new trend is surfacing. This trend is called, The Great Regret. The Great Regret […]
Changing and Thriving in 2022 an Interview with the Book’s Author Dr. Wendy L. Heckelman
As a leader in an organization, you face many challenges and critical decisions to successfully navigate change. The very essence of change is that it can happen quickly, right before your eyes. Fortunately, with proper planning and preparation leaders can not only handle change but also, thrive! That is why I wrote my book Change and […]
Leading with Gratitude
My hope is that you and your family are safe, well, and flourishing as the holidays approach. I find that during the holiday season key themes emerge about our role in the organization and how organizational cultures continue to change and thrive. We wanted to use this month’s newsletter to highlight the importance of […]
Building Business Acumen and Account Management Capabilities
When customer-facing roles lack business acumen it leads to poor planning and missed opportunities. What are your needs to ensure your customer-facing employees thrive in today’s disruptive and complex healthcare environment?
You Must Understand Your Ecosystem to Build a Solid Plan
Life science professionals in customer-facing roles need to develop their business acumen to “connect the dots” and identify opportunities to deliver value. One of the more important elements of developing business acumen skills is to effectively assess the local healthcare ecosystem. When assessing a local healthcare ecosystem, it is helpful to evaluate the following factors: […]
Why Good Planning is Critical to Success
Good business planning helps you and your team work effectively and efficiently. The challenge is that most business plans end up being disregarded as another document in the pile accumulating formality without execution. The truth is – effective planning can be enhanced and made easy when using a consistent framework to support the translation of […]
Business Acumen: Distilling Insights
Life science professionals in customer-facing roles need to develop their business acumen to “connect the dots” and identify opportunities to deliver value. A key behavior in developing business acumen is gathering information and generating actionable insights. Here are 3 helpful practices for distilling key insights: Consider the corporate strategy and brand goals for your […]
The Importance of Asking Questions to Drive Insights
To fully grasp business acumen, it is important to understand the art of asking questions. More specifically, how leveraging questions helps better understand the challenges and pain points of an organization and how to take appropriate action based on information learned. When asking questions, you are seeking to understand: What is happening? Why is it […]
Defining Business Acumen for Life Sciences
At its core, business acumen is about understanding how your company or your customers make money. Business acumen is also about understanding what information is used by your accounts when making critical decisions. A suggested framework for applying business acumen is as follows: Gather relevant organizational and marketplace data to understand the current situation Ask […]
Customer Re-engagement: What is the same and what is different?
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 […]