The very essence of change is that it can happen quickly, right before your eyes. By its very nature, change is disruptive and can throw even the most skilled leaders and individuals off balance. Fortunately, with proper planning and preparation, leaders can not only handle change, but can thrive during change! In today’s episode, my […]
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 […]
Field Force Expansion Redesign, Execution Planning & Leadership Development
Over an 18-month period, one of the largest global pharmaceutical companies engaged in a strategic reorganization to help its US sales organization compete in the changing healthcare landscape, post-Affordable Care Act. The client’s decision to move to a regional business-unit structure required clarifying roles and responsibilities for the therapeutic, cluster-based sales teams.
Account Management Curriculum Roadmap
One organization wanted all of their customer-facing roles to create an account management mindset and execute their overall strategy in a more collaborative and coordinated manner. The strategic driver for this initiative was the need to develop account management planning and execution. Both the sales leaders and the L&D professionals knew that the blended learning […]
Implementing Key Account Strategy in a Global Pharmaceutical Company
A global pharmaceutical company rolled-out a key account management strategy and integrated account planning process. The unique needs of the U.S. market required customizing the planning process, tools, and learning strategy. Central to project success was the need to create an account management mindset for all customer-facing roles and encourage more cross-functional collaboration and coordination. […]
Market Access Learning Strategies and Curriculum
WLH’s involvement with a Market Access group’s transformation and competency model development included evaluating the group’s learning strategy and curriculum. Given the changes in the marketplace, the organization knew its account executives needed a higher level of business acumen and account management skills. Additionally, the organization needed to balance the amount of product and disease […]
Field Force Effectiveness to Meet Evolving Healthcare Environment
A pharmaceutical company was undergoing a major transformation in response to market force dynamics that negatively impacted the performance of its field force. The client restructured its customer-facing roles which resulted in new territory alignments, new targets, and a new matrix team configuration. In addition, the client wanted to improve regional business planning to address […]
Defining Leadership Competencies in a Specialty Pharmaceutical Company
A growing specialty pharmaceutical business unit recognized the need to define its leadership competencies and put in place an overall strategy to develop emerging leaders, first line leaders, and leader of leaders.
Deploying Field Medical Resources Diagnostic
A U.S. division of a global pharmaceutical company created and deployed clinical nurse educators to provide incremental value by educating healthcare providers. Even though the nurse educator role was viewed positively by HCPs and internally, the organization knew the role could be even more effective. WLH was asked to conduct a diagnostic assessment to evaluate […]
Sales Leaders’ Curriculum, Needs Analysis, and Roadmap
After an extensive needs analysis, WLH partnered with Learning and Development and senior leaders to create and deploy a learning and development strategy for its Sales and Marketing Functions. The organization was seeking ways to increase skills, optimize resources, and link its learning curriculum to improve talent development and retention.