Your critical guide to engage with KAM; enhancing both profitability and customer relations.
Pharma's regulatory landscape and market is changings. Increasing ephasis on efficiency - in terms of both cost and drug effectiveness - means it is paramount that pharma embrace strategic change before 'patent cliffs' are confronted.
The report is business critical for a number of reasons. The successful implementation of KAM creates solid and personal partnerships with longevity in which can lead to consistently high revenues to the detriment of competitors. However, in order to achieve this pharma must work against a number of extremely disruptive elements; namely that KAM does not fit comfortably with the traditional sales model that prioritizes frequency and coverage of doctors' visits.
Pharma Key Account Management 2012 report simplifies these barriers breaking them down into three distinct parts; measurement, value deliver and organization. The outcome being provision of a grounded and practical strategy to move your pharma company forward.
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The report provides key insights into KAM's...
- Impact - Find out KAM's commercial effectiveness, patient adherence, sales force numbers and account planning.
- Value delivery - An analysis of the different selling methods for value proposition, including toolbox versus clean-sheet approach.
- Success measurement - Learn the shape of what good KAM looks like in pharma and the ways in which it should be measured including; direction, impact, progress, tactic, value and overall results.
- Organizational challenges - Uncover the key features of the transition to KAM, including the cultural and practical challenges.
- Future - Understand the power shifts in healthcare, team integration and the benefits of future partnerships as a means to gain greater control in joint working projects assist with compliance and reduce market research.
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Eric Sporer
Director of Reports - eyeforpharma
T: +1 (201)204-1691
This is a very extensive and informative report which will be invaluable for any pharmaceutical executives looking to implement and embed a key account management culture. It contains some excellent information about virtually every aspect of KAM and it is great to now have a KAM reference that relates totally to pharmaceuticals.
