A guide of best practices to developing strategy, organization, human resources and tools for Key Account Management in pharma that will yield positive business results, strengthen customer relations, and take the company into future.
Learn how to implement KAM as a business model beyond a sales tactic: Managing cultural change and expectations
Don't hunt rabbit and moose with the same gun: A guide to why and when to pursue a KAM strategy to reap maximum benefits
Understand the KAM role in the digital, multichannel era
Provide true value to your key accounts with the right capabilities, resources and tools for your KAM
Customer Experience Management Report
Put the customer at the centre of your strategy, organization and capabilities.
Learn what Customer Experience means for your company and how to align it with your commercial strategy.
Understand how to structure your organization around the customer in practical steps.
Make it work with real cases of adapting processes to customer centricity.
The Role of the Sales Representative in a Multichannel World Report
Advancing Multichannel Customer Engagement in Pharma
Understand how the role of the sales representative and the face-to-face meeting is evolving.
What are the implications on the organization and commercial approach with the changing role of the sales representative.
What are the talents, capabilities, structure and resources that are needed for new sales representative role?
Understand how your future commercial model can answer to the increased complexity of healthcare and what role your sales representative should play.