Your critical guide to engage with KAM; enhancing both profitability and customer relations.

As the regulatory landscape is changing as well as the market itself is increasing defined by efficiency - in terms of both cost and drug effectiveness - it is paramount that pharma embrace strategic change to address before 'patent cliffs' are confronted.

The report is business critical for a number of reasons. The successful implementation of KAM creates solid and personalable partnerships with longevity in which can lead to consistently high revenues to the detriment of competitors. In order to achieve this pharma must work against a number of extreamly 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 2011-12 report simplfies these barriers breaking them down into three distinct parts; measurement, value deliver and organization, to provide 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 how KAM affects commercial effectivness, 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 shape of what good KAM looks like in pharma and the ways in which it should be measured; valid direction, impact not just activity, sales progress, tactics that are working, value being delivered and results.

• Organizational challenges - Uncover the key features of the transition to KAM including the cultural and practical challenges and the sales models prevalent within pharma.

• Future - Understanding 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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A section by section report overview, listed figures, images and data included in the report or if you would like to talk to someone in person don't hesitate to contact Pharma Key Account Management reports team directly. Just get in touch via any of the methods listed below.