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.

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.

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?

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 […]

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; […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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? […]

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 […]

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 […]

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 […]

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 […]

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. […]

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 […]

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 […]

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 […]

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 […]

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 […]

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” – […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

3 Emerging Trends in Effective Account Planning