The healthcare marketplace is changing very rapidly, both nationally and globally. However, most healthcare is still delivered locally. Most patients start their journey at the local level. From our experience, many pharmaceutical and life sciences companies lack a localized planning process that they can consistently execute across the organization. This means customer facing roles are not always on the same page and in some cases they work across purposes. Resources are not deployed efficiently and it’s very difficult to leverage local knowledge effectively. The lack of a localized planning process results in missed opportunities.

Our plan framework provides a step-by-step approach for sharpening clients business planning capabilities. The plan framework helps clients proactively address market access roadblocks while ensuring business plans aligned with corporate, brand, and therapeutic area goals. By following our plan framework, sales professionals at all levels can create and effectively execute robust business plans. In partnership with senior leadership and cross-functional teams, we customize the plan framework to develop and implement a consistent business planning process with supporting tools. Our structured healthcare ecosystem analysis helps field professionals connect the dots and identify key stakeholders who influence treatment and reimbursement decisions. This step-by-step approach can be adapted for different size field forces, various portfolios, and therapeutic areas. We partner with clients to design practical methods for regularly reviewing and re-calibrating their plans based on performance and marketplace conditions. We create tools and templates to help managers and their direct reports review performance progress and identify opportunities for improvement.


Wendy L. Heckelman
Author:
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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