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Our Blended Learning Solution

Enhancing Business Acumen and Account Management

The healthcare industry is undergoing a rapid transformation which is impacting how all customer-facing roles perform their jobs. Now, more than ever, strong business acumen is essential to understanding the marketplace and customers’ operational, clinical, and business needs. Sales professionals are expected to know how their customers’ businesses work in order to identify opportunities, maximize resource allocation decisions, and help drive growth to meet sales goals.

Learn about Our Flexible Approach

Our Curriculum

Business Acumen and Account Management curriculum

Successful pharmaceutical companies need field teams that understand how their customer’s businesses work and the impact of marketplace trends on their decision making. Field teams are then expected to turn insights into action by maximizing resource allocations and delivering value based innovative solutions. No longer can customer-facing roles work alone. The larger complicated accounts require enhanced customer facing team collaboration skills, strategic planning, and execution capabilities that enable the team to achieve account goals.

We work with your teams to understand the knowledge gaps present and the details of existing planning tools and processes to tailor a learning program that will develop business acumen and account management capabilities of your teams.

While we have a host of knowledge and application tools ready to be part of your tailored solutions, a few samples of proven programs for success include:

P.L.A.N. Framework®

Our Areas of Expertise

Deployed on their own or in a full curriculum.

This proven program outlines a step-by-step process for evaluating the geography, prioritizing customers, and developing meaningful, actionable plans. A learning program can be tailored with a variety of our tools (examples below) and can be customized to align with existing business planning processes, portfolio/product make-up, and role requirements.

Tools

  • Business Acumen Self-Assessment
  • Business & Account Planning Templates
  • Payer, Channel & Segment Profiling Guides
  • Understanding Oncology Business Models
  • Compliant documentation checklists
  • Business Review Guides
  • Opportunity Prioritization Grids

One of our most effective tools for building Business Acumen
is the Ecosystem Marketplace Analysis
Available as instructor-led training or elearning, this features a step-by-step process for understanding the various factors and stakeholders impacting healthcare in a geography. Individuals learn to “connect the dots” by understanding the interdependencies among dominant stakeholders, business and economic variables, state legislation and regulations, demographics, and competitive activity.

Skilled Executive Consultants

Translating Strategy into Enhanced Curriculum Roadmaps

Given the vast amount of change in the go-to-market approach many companies are making, we realize each client may be in a different stage of this evolution.

Our team of Executive Consultants are skilled at helping companies formulate/redesign their strategies and planning processes.  We translate the strategy into enhanced curriculum roadmaps by role that focus on upgrading marketplace knowledge and capabilities in business acumen, strategic planning, relationship building, teamwork, compliant communications and execution excellence.  Explore how they’ve helped others here.

Our Blended Learning Solutions Include:

  • Custom Live Workshops
  • Virtual Workshops
  • eLearning
  • Field Application and Coaching Guides
  • Micro-learning Digital Platform
  • Simulations
  • Leader-Led Activities
  • On-the-Job Developmental Activities

Wendy and her team helped transform our Market Access group through organizational redesign, process implementation, and human capital strategy. WLH revised our business planning process and customized our account planning tools, and partnered with L&D to develop a comprehensive learning approach based on the revised competency model. All these efforts helped build our access capabilities.

Vice President, Market Access – Global Pharma

Read More Testimonials

 
LTEN Focus Magazine, Fall 2015

Executing a Key Account Management Strategy

Life sciences companies can no longer rely on the “one-to-one” or “sales representative to physician” model to drive growth. Treatment decisions are often made by various stakeholders across large and complex healthcare and government institutions. They face the challenge of improving patient outcomes while simultaneously reducing associated costs. Therefore, decision-makers need solutions that address quality patient care and broader healthcare outcomes.

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