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 […]
Account Management Training for Specialty Drugs
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 […]
Retaining Your Talent in Life Sciences
Why expend so much time, energy, and resources hiring and developing talent, only for an organization’s stars to voluntarily leave the organization? The costs (financial and otherwise) associated with voluntary turnover are not insignificant. Direct costs associated with recruitment, hiring, and training are more obvious. Indirect costs associated with reduced productivity, lost opportunities, lower morale, […]
Focus-Change Agility a Winning Capability at All Levels
As organizations and teams are comprised of individuals, it is important that an overarching philosophy and commitment to develop individual change agility exists. Senior leadership and learning organizations must be committed to working together to embed practices that equip individuals with appropriate skills. These skills will ensure employees at all levels of the organization can […]
Culture of Collaboration: Challenges and Best Practices
As the healthcare marketplace continues to consolidate with larger organized customers, life sciences companies rely more on effective field collaboration and account management practices to produce desired results, deliver value, and improve healthcare outcomes. Alignment and collaboration between field and home office stakeholders is also critical to ensure marketplace trends are shared and acted upon […]
Connecting the Dots… 10 Lessons Learned for Creating an Account Management Mindset
The idiom “connecting the dots” describes one’s ability to understand the relationship between different ideas, experiences, and trends. The evolving healthcare marketplace is changing how prescribing decisions are being made, especially in larger organized customers.
Executing a Key Account Management Strategy
Life sciences companies can no longer rely on the “one-to-one” or “sales representative to physician” model to drive growth. Treatment decisions are often made by various stakeholders across large and complex healthcare and government institutions. They face the challenge of improving patient outcomes while simultaneously reducing associated costs. Therefore, decision-makers need solutions that address quality […]
Field-Based Monitoring: Mitigating Risk, Maximizing Success
Field-based monitoring is generally used by compliance departments to verify and ensure field behavior and activities are compliant with company standards. It is important to note that field-based monitoring can also provide tremendous value when integrated into everyday coaching of the sales field force.
Leader-Led Learning: Developing Capabilities
Although leadership development has been cited as the most urgent human capital need, many organizations face decreasing budgets for their formal learning and development programs. One solution is to shift the accountability for leadership development from HR and L&D to one that is spread more broadly across the organization and utilizes leader-led development.