This time of year is always a good time for reflection. Generally, there is a flurry of activity to prepare for end of year reviews, time to take stock of achievements and consider the things that didn’t come to fruition. The focus of this is centred around the past, which is important, but how could…
A recent post from INSEAD explored the importance of engaging emotional capital. What does this really mean? A former colleague of mine once described this as winning hearts and minds. Anyone working within the life science sector will be all too familiar with organisational change. We all recognise the two to three year…
I remember being interrogated on a regular basis by my mother when seeking permission to go out. You know, where are you going, what time will you be back, who will be there etc.? I suspect you are familiar with the line of questioning! Of course, as an adult, I now realise these questions were…
What is insight and how does it fit within Key Account Management (KAM)? In a previous role I had the pleasure of leading Global Marketing Excellence for a major pharmaceutical organisation. Marketers are all too familiar with the concept of insight generation, it is the backbone of marketing. What do we mean by insight,…
The situation today The reality of Key Account Management (KAM) in most Pharmaceutical and Medical Device organisations is that it is largely something that is viewed as a sales activity. Therefore, it is no surprise that, in general, current KAM metrics centre around sales targets and activity. However, if we consider the behaviours required for…
What makes an account plan great? For me, a great account plan is something that tells the account story. Now, I am not talking about a lengthy novel here! It is much more difficult to write a succinct summary than it is to write a lengthy story. So the first thing to realise, is that…
In previous articles, I have provided you with my definition of Key Account Management (KAM) for the pharmaceutical and medical device industries: KAM is a way of working effectively together to manage resources to achieve the best possible outcome for the patient, external stakeholder and the organisation. Recent articles, such as the KPMG…
What is Key Account Management (KAM)? Over the last few weeks in my new role as a freelance expert in KAM, it is quite amazing to note the number of times people ask this question. How can we have reached a point where something so simple has become so complex? My definition of KAM is…
What does Key Account Management (KAM) look like in 2017? Key Account Management (KAM) is not new in the pharmaceutical or medical device industries, in fact, it has been around as a concept for a long time now. The introduction of KAM came about because of the increasing complexity of the healthcare environment and the…