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Actionable insights for Life Sciences Customer Engagement

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Effective ways to increase access to healthcare stakeholders by 350%

Pharma companies and healthcare ecosystems are now slowly emerging from a corona lock down of astronomic proportions. Around the world, Systems, hospitals and primary care centers are no longer accepting calls from pharma field teams.

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Customer Engagement Healthcare Trends Performance Management Pharma Strategy

UNDERSTANDING PHARMA CUSTOMER ECOSYSTEMS

Customer-facing account teams still try to develop business with a product-focused mentality at the same time that healthcare stakeholders wrestle with challenges; the timing and context of which, render product-centric approaches a distraction.

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Customer Engagement Healthcare Trends Key Account Management

Revolutionise Your Reward Scheme for KAMs

The idea behind a well-structured KAM reward program, is that the recipient should be compensated in alignment with the value they bring to their organisation’s customer engagement efforts and their individual performance. So, why shouldn’t KAMs be compensated for the time they invest in each account?

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Healthcare Trends Pharma kam Strategy

Take Action! Gaining Market Access in Emerging Markets

Traditionally the pharma industry relied on the volume of prescriptions made. The process of approval was simple: once the data showed the efficacy, safety and […]

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Healthcare Trends Pharma kam Strategy

Customer Alignment: 3 Key Insights!

The feedback from our clients is consistent. Access to decision-makers is getting more difficult. More consolidation; more complexity; more competition. New buyers; new buying criteria & processes; […]

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Healthcare Trends Pharma kam Strategy

Account Management Training for Medical Affairs

Why train Medical Science Liaisons in account management? MSL’s don’t need to understand the account management process, right? Wrong.   The time has come for […]

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Customer Engagement Kam development Key Account Management Medtech Kam

5 Objection handling Techniques to Gain Commitment

Sometimes the complexity of our sales environments makes us forget that the simplest approach is often the most effective. You have researched and prepared yourself […]

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Healthcare Trends Pharma kam Strategy

5 Quick Tips for MSLs When Engaging KOLs

The primary purpose of Medical Science Liaison is to establish and maintain peer-peer relationships with leading physicians, referred to as Key Opinion Leaders KOL’s, at […]

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Healthcare Trends Pharma kam Strategy

R&D and Commercial Coordination for Product Development Excellence

R&D and commercial teams have operated in silos for years. however, pharma and medtech companies are beginning to recognize that these two teams are actually […]

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Healthcare Trends Pharma kam Strategy

The Challenges of Market Access

Market access is a complex process that pharma and biotech companies go through in order to get their medicines/medical devices on the market to the […]

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Customer Engagement Healthcare Trends Kam development Key Account Management Market Access Pharma kam

4 Ways Commercial Excellence is Different: Europe vs USA

Budget constraints across all industries in recent years have forced organizations to find new ways to grow their top and bottom lines. in the healthcare […]

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Healthcare Trends Pharma kam Strategy

Global Account Management Models – Mistakes to Avoid & Keys To Success

Rolling out a globally consistent account management model is by no means a simple task. The necessity of implementing a model which is consistent across all […]

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Healthcare Trends Pharma kam Strategy

Patient Centricity – A Strategy for Success

Patient centricity is the new strategy everyone in pharma and medtech is talking about. While advocating patient centricity is á la mode, is it effective? […]

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Change management Customer Engagement Healthcare Trends Medical Devices Pharma Strategy

Bio-pharmaceutical Strategy

New Paths to Blaze and New Commercial Models to Embrace in the Bio-pharmaceuticals industry. The metamorphosis continues. Across the world, biotech, biopharmaceuticals, generics and the […]

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Healthcare Trends Pharma kam Strategy

Top 5 Tips for Strategic Account Management

Strategic Account Management (SAM) is one of the most important changes in selling that has emerged in the past twenty years. Unfortunately, many SAM implementations fail and […]

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Commercial Excellence Customer Engagement Healthcare Trends Kam development Key Account Management Performance Management

Measuring KAM Performance

In a recent report, eyeforpharma advised that pharma still has yet to develop effective new models for measuring KAM performance. Several years in to full […]

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Customer Engagement Kam development Key Account Management Pharma kam

Matrix Account Teams in Pharma – The Intersection of COLLABORATION and IMPACT

The need for multiple account-facing and home office individuals in pharma to come together with one unified customer engagement approach has grown more acute than […]

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Key Account Management Pharma kam

The Impact of the Healthcare “Ecosystem”- Understanding the inter-connectivity between policy makers, payers and providers

Like everything else in healthcare these days, the approach pharmaceutical account management teams must take in more thoroughly understanding customer and patient needs is evolving. […]

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Customer Engagement Healthcare Trends Medtech Kam Pharma kam Strategy

Medical Device & Technology

Evolving the Commercial Model for Sustained Value Co-creation   As the healthcare landscape continues to undergo its seismic shifts, one thing is clear. Medical Device […]

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Key Account Management Medical Devices Medtech Kam

3 STRATEGIC IMPERATIVES for PHARMA

As much press as there’s been lately on issues like pricing transparency, regulatory pressures and the digitization of patient empowerment, these are not strategic imperatives. Big headaches […]

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Change management Commercial Excellence Healthcare Trends Pharma kam Strategy

Data vs. Discussions for pharma KAMs

Why crunching the numbers will never replace building relationships   The recent announcement of QuintilesIMS teaming up with Salesforce.com to provide clinical trial and prescription […]

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Customer Engagement Healthcare Trends Kam development Key Account Management Market Access Performance Management Pharma kam Strategy

Pharma Key Account Management – The Evolution Continues…

Nowadays, as the pharma industry faces an even faster rate of decline in available HCP access and detailing discussions, the pressure to develop a proper […]

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Change management Commercial Excellence Customer Engagement Healthcare Trends Kam development Key Account Management Pharma kam Strategy

5 Ways to Re-think the Role of the Sales Force at Launch

Rep versus KAM Influence and Engagement: While your primary care and specialty rep sales forces may be the main focus in getting the field ready […]

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Change management Commercial Excellence Customer Engagement Healthcare Trends Key Account Management Market Access Performance Management Pharma kam Strategy

The Customer Engagement Challenge

In a 2015 survey, a majority of senior pharmaceutical executives believed their companies would be “restructuring their commercial models over the next 2 years” – […]

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Change management Customer Engagement Healthcare Trends Pharma kam Strategy

How to effectively engage with IDNs

Understand IDN’s is paramount to success   Cost Management is a Priority One of the key drivers of forming IDNs is to leverage their size […]

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Commercial Excellence Customer Engagement Healthcare Trends Key Account Management Pharma Strategy

The biggest Market Access problems for Pharma, according to Pharma

And more importantly, how to address them. At Clarity, we know our clients and partners at times must fight through a multitude of issues just […]

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Change management Key Account Management Market Access Pharma kam Strategy

Why is Content Marketing failing the Pharma Industry?

Information Without Insight? We outlined in our article “Pharma Sales Strategy – here are 3 strategies that are proven to work”  the failings of content […]

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Strategy

Pharma Sales Strategy – here are 3 strategies that are proven to work

Learn what works, and what doesn’t when it comes to Pharma Sales Strategy Changes in the Pharmaceutical sales model have forced Global Pharmaceutical Sales Leaders to […]

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Commercial Excellence Customer Engagement Key Account Management Pharma Pharma kam Strategy

Science vs Sales – a need for better MSL and KAM Coordination

Science and sales working together – It can be a Catch 22.   Medical Scientific Liaisons (MSLs) are the technical experts that physicians talk to […]

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Change management Customer Engagement Kam development Key Account Management Medical Affairs Pharma Pharma kam Strategy

5 Requirements to make a Successful KAM shift

How does an organisation make the shift from tactical selling to strategic account management? Where do you start? Making the KAM shift is a complex […]

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Customer Engagement Healthcare Trends Kam development Key Account Management Performance Management Pharma kam

12 Do’s and Don’ts of Global KAM Implementation

The following is a set of key findings and recommendations from Clarity Engagement Solutions in terms of “what works” and “what doesn’t work” when endeavoring on […]

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Change management Commercial Excellence Customer Engagement Healthcare Trends Kam development Key Account Management Pharma kam Strategy

The Discovery and Validation Checklist EVERY KAM Needs to know

One of the most common mistakes KAMs and reps make is spending too much time and resources on opportunities that are not a good fit for […]

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Customer Engagement Kam development Key Account Management Pharma kam

5 Success Factors for Global KAM Development

The call for change….. As more companies take on the challenge of implementing KAM globally, it’s inevitable that the change factor comes up. And so […]

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Kam development Key Account Management Performance Management Pharma kam

Commercial Excellence 3.0

In the ever changing landscape of healthcare, it can be hard keeping up with all the moving parts of a complete commercial excellence strategy. So […]

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Change management Commercial Excellence Customer Engagement Healthcare Trends Market Access Pharma kam Strategy
Change management Commercial Excellence Customer Engagement Healthcare Trends Pharma kam Strategy

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