The investment in time and resources to bring a pharmaceutical therapy or medical device to market is enormous. Commercial and Market Access leaders must establish strategies and dedicate resources to gain access and deliver results. Below are some of the common commercial excellence and account management challenges we help solve for our clients.
The healthcare marketplace continues to consolidate and larger organized customers exert even greater influence on treatment decisions. The traditional model depending on the one-to-one, physician-to-representative model can no longer drive long-term growth.
Despite broader national and global trends, healthcare delivery is still local. Even with national and regional centers of excellence, most patient journeys start at the local level. Localized and consistent planning processes are needed to ensure customer-facing roles can identify opportunities and deploy resources accordingly.
Business acumen is frequently identified as an area requiring additional knowledge or capability, yet leaders may not always agree on the definition. A common definition is using an assessment of the business landscape to make sound decisions. For pharmaceutical professionals this means understanding their industry and connecting the dots in an increasingly complex healthcare delivery ecosystem.
Pharmaceutical sales professionals are among the most competitive. However, skills that lead to being top-ranked and winning awards are not the same as those needed to thrive in an evolving marketplace. Larger organized customers require the use of sophisticated account management strategies to obtain access and uncover needs.
Compliant promotional interactions are mandatory in a highly regulated industry. The cost of mistakes is high and missteps can derail well intended promotional efforts. Mitigating risks, avoiding fines, and keeping your employees in safe harbor is central to senior executives, compliance officers, and commercial leaders.