The healthcare environment is complex, volatile, and rapidly changing. People in customer-facing roles who can assess the business landscape, form hypotheses, and make sound decisions can adapt and thrive. This skill set is better known as business acumen. For example, there may be 10 different influencers and decision makers in large complex accounts. Those with strong business acumen ask questions to understand the trends. They ask questions to understand the clinical, operational, and business concerns the data is revealing. This enables account leaders and teams to connect the information from across the account to create innovative solutions such as a suite of products or services beyond the brand level to solve a unique customer problem and deliver value to their account.

Without strong business acumen, it’s easy to get caught in the weeds and end up with analysis paralysis. Fortunately, business acumen can be learned. We have a suite of programs and tools to help build business acumen, critical and strategic thinking, and collaboration skills for sharing information. These offerings are designed to help generate insights and move to action. We believe that business acumen is best learned on the job and have developed a suite of leader-led learning that develops the critical skills in real time and where it matters most. Our leader-led learning also helps leaders improve coaching and leadership skills, which serves their organizations well in times of constant change.

Wendy L. Heckelman

Dr. Wendy Heckelman, president and founder of WLH Consulting, Inc. has 25 years of experience working with Fortune 100 industry clients. These include pharmaceutical, biotech, health care, consumer products, financial services, and distribution service organizations. Wendy has also worked with international non-profit organizations and growing entrepreneurial companies.

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