Why is everyone still talking about patient centricity?
For those who work in the life science sector, you can’t fail to have missed the trending term ‘patient centricity’. Over the last few years, organisations have openly pledged to…
For those who work in the life science sector, you can’t fail to have missed the trending term ‘patient centricity’. Over the last few years, organisations have openly pledged to…
What does this really mean? It is an old saying referring to the importance of organising yourself, your team and your business before moving outside to support anyone else. In…
Anyone who has ever coached will understand how much joy they experience when the team, or individual you have worked with, excels. The feeling of sheer delight and pride when…
For those of you who have read Animal Farm, you will be familiar with George Orwell’s famous line: “All animals are equal, but some animals are more equal than…
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…
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…
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…
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…
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.…
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…
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…
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…
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…