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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.
read moreUNDERSTANDING 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.
read moreRevolutionise 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?
read moreTake 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 […]
read moreCustomer 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; […]
read moreAccount 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 […]
read more5 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 […]
read more5 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 […]
read moreR&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 […]
read moreThe 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 […]
read more4 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 […]
read moreGlobal 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 […]
read morePatient 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? […]
read moreBio-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 […]
read moreTop 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 […]
read moreMeasuring 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 […]
read moreMatrix 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 […]
read moreThe 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. […]
read moreMedical 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 […]
read more3 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 […]
read moreData 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 […]
read morePharma 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 […]
read more5 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 […]
read moreThe 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” – […]
read moreHow 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 […]
read moreThe 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 […]
read moreWhy 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 […]
read morePharma 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 […]
read moreScience 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 […]
read more5 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 […]
read more12 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 […]
read moreThe 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 […]
read more5 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 […]
read moreCommercial 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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