Get all your questions answered at our Interactive and Practical Workshops

Gain valuable market intelligence you can put into action as soon as you get back to work with our practical workshops.

Hear uncensored, real life case studies that you can connect with on a human level, and glean powerful take-home strategies that will benefit your business, from a team of sales and marketing experts

.Inno-vactions: Last person leaving the me-too company please switch off the lights

• Understand how to create an innovation fabric by identifying innovation behaviours
• How to re-design ‘structures’ with focus on innovation
• Ways to kill processes that prevent innovation
• New skills for a non-me-too company: the new people you need and where to find them
• Continuous improvement is prolonged agony: How to create transformation now
• How a new pharma company is possible now, and how to build one.
  Led by Leandro Herrero CEO, The Chalfont Project

Optimize The Message and The Messenger: A Guide To Creating The Most Effective Sales and Service Experiences

In this exclusive workshop you will hear the results of our newly-updated annual study with physicians in the US, Europe and, for the first time this year, Asia revealing:

• If – and to what extent – physicians are experiencing change in their interactions with pharma as the new service models are implemented
• Which sales and service activities physicians value most in their interactions with pharmaceutical companies
• How doctors rate the top pharma companies in terms of their performance across the full range of selling and service options
• Which pharma sales forces have established the strongest relationships with physicians
  Led by pharmaceutical and healthcare experts from TNS

New commercial model and implications for the fieldforce: Translating insight into action

In this workshop, MCE will focus on key future scenarios for the pharma salesforce and translate these into actionable outcomes. The following topics will be treated:

1. Megatrends in the pharmaceutical market - Key industry & environmental trends
2. Emerging new business models in sales & company readiness - Key scenarios for sales - Comparison to other industries
     - Current organisation and skills vs future requirements
3. Translate insight into action
     - How to embed change

In this interactive, scenario-based workshop, we will

• Give you unique insights in the most important findings and scenarios developed by our senior associates
• Share how other industries have weathered such seismic shifts
• Focus on translating insight into action, using the proprietary MCE leadership model
• Introduce you to the ‘MCE way’ of management education: interactive and dynamic with a focus on peer-to-peer exchange, facilitated by pharma experts.
  Led by pharmaceutical experts from MCE, with extensive background in pharmaceutical selling.

How can sales compensation support new product launch?

Supporting a new product launch while maintaining focus on in-line products is challenging. On one hand you have a product that has been under patent for 10 years, everyone knows about it, it has an established position within guidelines and your sales force feels comfortable promoting it. Then comes a new product, unknown, requiring a lot more persuasion and influencing. It requires lobbying within different types and levels of influencers. How do you keep the focus on your existing product while supporting the new product? The workshop will discuss alternatives and allow participants to share their experience.
Led by Frank Robbe Senior Consultant, Sales Effectiveness and Compensation, Watson Wyatt

What Will Key Account Management Look Like In Pharma?

• Distinctions in the management of large accounts: managed care organizations, hospitals, government agencies, and long-term care facilitiesThe types and levels of interactions necessary to foster effective communication and collaboration with key accountsThe role of account information gathering and communication in effective account management
• The benefits of a true 360-degree view of interactions with key accounts to enhance both “sell-in” and “pull-through”

  Led by pharmaceutical and healthcare experts from cegedim dendrite

Generation Change!
Discuss different business/transformation models with industry experts!

• Find out how the organisational design drive customer centricity
• Case study examples on how the new models reflect environmental/brand challenges
• Discuss experiences, profitability and challenges of the transformation process

Led by pharmaceutical and healthcare experts from exectutive insight

Many more workshops to be confirmed including unique sessions from Agnitio, Oracle, Executive Insight and many, many more! To download the full brochure click here.