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Home Key Account Management

Posts Tagged ‘ Key Account Management ’

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Building Business Acumen and Account Management Capabilities

November 8, 2021   Business Acumen & Account Management, Resources

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?

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It’s All About Mindset, Account Managers!

November 3, 2021   Business Acumen & Account Management, Change and Thrive Podcast

Nothing is impossible. The word itself says ‘I’m possible!’ – Audrey Hepburn What if I told you there is a way to highlight the strategic account management skills and mindset needed when calling on large, organized customers?   Whether it is commercial payers, IDNs, medical groups, government care providers, or other models–a different business to business […]

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Defining Business Acumen for Life Sciences

September 8, 2021   Business Acumen & Account Management, Change and Thrive Podcast

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 […]

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How to Thrive During Difficult Times: Lessons Learned with Laurie Cooke

March 17, 2021   Change and Thrive Podcast, Strategic Execution & Change Management

As we progress through Women’s History Month, we at WLH are continuing to shine a spotlight on the women who have changed and thrived throughout the turmoil of this past year. Women leaders around the world have demonstrated their capacity to adapt and lead through these challenging times with strength and empathy. In fact, one […]

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Customer Re-engagement: What is the same and what is different?

June 17, 2020   Commercial Excellence, Human Capital Optimization, Strategic Execution & Change Management

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 […]

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Creating Account Managers:  Building an Internal Bench

March 3, 2020   Business Acumen & Account Management, Commercial Excellence

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 […]

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Culture of Collaboration: Challenges and Best Practices for Account Team Collaboration

October 2, 2019   Collaboration, Commercial Excellence, Culture

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 […]

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Account Management Training for Specialty Drugs

February 20, 2019   Business Acumen & Account Management, Commercial Excellence, LTEN, Resources

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 […]

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Key Account Organizational Diagnosis to Improve Field Force Effectiveness

November 30, 2018   Commercial Excellence

A large animal health company sought to understand why there was huge variability in performance with its key account teams throughout the US. The client asked WLH to identify the root causes and provide recommendations for further action planning.

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Defining an Account Management Strategy for Life Science Companies

September 18, 2018   Commercial Excellence

Many life sciences companies have become increasingly more reliant on account executives to target large, complicated healthcare systems and payers. These sales professionals are on the front line attempting to bring innovative solutions to large organized customers and are tasked with calling on C-suite and Director-level stakeholders to uncover needs, identify systems’ level opportunities, and […]

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WLH Consulting

  • Who We Help
  • Your Challenges
    • Strategic Execution & Change Management Challenges
      • Avoiding Strategic Initiative Failure
      • Leading Through Change
      • Transforming Culture
      • Creating a More Agile Organization
      • Post-Merger Integration
      • Back
    • Commercial Excellence & Account Management Challenges
      • Winning with Larger Organized Customers
      • Driving Results: Better Planning and Execution
      • Developing Business Acumen Capability: Moving from Insights to Action
      • Motivating High-Achieving Individuals to Work Together as Effective Account Teams
      • Ensuring Compliant Field Interactions
      • Back
    • Human Capital Optimization Challenges
      • Redesigning Your Organization
      • Defining Competencies
      • Creating a High-Performance Culture
      • Developing Leadership & Talent
      • Creating Learning Strategies and Curriculum Architecture
      • Retaining High Performing Employees
      • Back
    • Back
  • Our Solutions
    • Strategic Execution & Change Management
      • Strategic Execution
      • Change Management
      • Leadership Agility & Readiness
      • Post-Merger Services
      • Cultural Transformation
      • Organizational Optimization
      • Organizational Diagnostics
      • Back
    • Commercial Excellence & Account Management
      • Process & Tools
      • Account Management
      • Field Force Effectiveness
      • Talent & Skill Development
      • Building Market Access Capabilities
      • Field Force and Promotional Speaker Monitoring
      • Back
    • Human Capital Optimization
      • Organizational Design and Effectiveness
      • Competencies, Career Frameworks & Assessments
      • Learning Strategy & Curriculum Roadmaps
      • Leadership Development
      • Talent Retention: ℞ For Retention™
      • Back
    • Back
  • Resources
  • Blog
  • About
    • Overview
    • Testimonials
    • Contact Us
    • Privacy Policy
    • Team
      • Wendy L. Heckelman, Ph.D.
      • Loretta K. Cate, D. Ph., CPCC
      • Michael Warech, Ph.D.
      • H. Steven Hammond, Ph.D.
      • Stephen J. Kontra, MBA
      • Sheryl Unger, M.I.L.R.
      • Tianna Tye
      • Lela Tepavac, PhD
      • Back
    • Back
  • Contact Us