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 become more patient centric in every aspect of their business, but what does this really mean? And how is this relevant to KAM? The…
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 the same context, you could think of it as putting your own oxygen mask on before helping others on a flight. Why is this relevant…
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 you witness the impact of success. As a coach, you have a sense of enormous personal pride at a job well done. You beam 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 others”. Orwell wrote this in 1945, referring to the hypocrisy of governments that proclaim equality of citizens, but give power and privileges to the…
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…