Change and Thrive Podcast
It’s All About Mindset, Account Managers!
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...
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Change and Thrive Podcast
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...
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Change and Thrive Podcast
How to Thrive During Difficult Times: Lessons Learned with Laurie Cooke
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...
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Human Capital Optimization
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...
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Business Acumen & Account Management
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...
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Commercial Excellence
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...
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Commercial Excellence
Key Account Organizational Diagnosis to Improve Field Force Effectiveness
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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Commercial Excellence
Defining an Account Management Strategy for Life Science Companies
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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Commercial Excellence
Coaching Account Management Skills
Field leaders who are responsible for directing sales, reimbursement, and medical teams face a greater need to “expand their toolkit” in order to provide...
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Commercial Excellence
Connecting the Dots: 10 Lessons Learned for Creating an Account Management Mindset
Have you noticed that your customer-facing employees have a more difficult time “connecting the dots” when executing against larger organized customers? This idiom describes...
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Commercial Excellence
Best Practices for You and Your Strategic Account Management Strategy
Life science companies recognize that treatment decisions are increasingly being influenced by a sizeable number of stakeholders across very large, complex healthcare delivery systems...
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