The healthcare marketplace continues to consolidate. We evolve with more complex and organized customers. Medical practices are being bought up, hospitals are consolidating, and payers are changing their business model. There is vertical and horizontal integration and the pace of change is not slowing down anytime soon.

Pharmaceutical and life sciences companies that sell into these organizations must rethink their strategies to penetrate and grow their business. The one-to-one physician rep model has changed. Success requires new sophisticated account base go-to-market strategies and deep expertise and skill to effectively plan and execute.

This new reality means that all customer-facing roles require strong business acumen to understand the clinical, operational and financial drivers of large sophisticated customers. They must also have the skill to uncover the needs of the varying range of stakeholders within their accounts and align their solutions and services to address these needs and deliver value.

We help our clients in a number of ways:

  1. We build account management processes and tools.
  2. We work with our clients to define the different roles of their customer-facing teams.
  3. We build business acumen and account management skills to better understand customer needs, navigate stakeholders, and work more effectively as cohesive, collective, and effective account teams.

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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