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Five Principals of Key Account Management


Author: Alan Gillies

In an increasingly sophisticated and competitive environment, pharmaceutical companies now realise that it is not sufficient to treat clients with a uniform approach and that certain client accounts represent an increased level of importance. This can be due to their position of dominance within the market, the volume of transactions or any other strategic elements making them of particular interest to the company. As such, key account management strategies must be implemented and communicated to the sales and marketing team as the company aims to cement relationships with these principles. More

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Sales Force Effectiveness Requires the Correct Approach


Author: Alan Gillies

Proper incentivisation is critical to the effectiveness of an organisation's sales force. However, the methods of incentivisation are often misinterpreted, poorly devised or glossed over, ultimately leading to low levels of efficiency and morale, poorly motivated individuals and lacklustre results. The pharmaceutical company may be a leader in its field, be very creative and with cutting edge solutions, but the organisation will only be truly effective if its sales and marketing team is well prepared and trained. The team must not only be knowledgeable about the product, its features and benefits, but must be infused with the knowledge, techniques and strategies needed to exist and produce within a highly competitive commercial environment. The sales team must be well established and managed and pharmaceutical consultants have the experience, knowledge and background to enable this objective. More

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Why Pharmaceutical and Healthcare Consulting is a Crucial Business Element


Author: Alan Gillies

A pharmaceutical company that tries to operate at maximum efficiency while placing many constraints on the heads of its senior management may suffer in an ultra competitive environment. The pharmaceutical and health-care fields are challenged like few others, as complex and often controversial forces are at play. It is far from easy bringing a new product to market, let alone converting such a product into bankable sales and the company would do well to employ the services of an experienced pharmaceutical consulting firm to help spread the executive load correctly. More

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Pharmaceutical and Healthcare Consulting Firms Represent a Critical Bridge to Success


Author: Alan Gillies

Few industries are as competitive or are as subject to complex external dynamics as the pharmaceutical and healthcare fields. The pharmaceutical company must be at the top of its game constantly, as it strives to attract and keep the best minds in the business, as it pushes the boundaries of discovery and development, as it conforms to governmental restrictions or as it seeks to survive economically within a very competitive environment. Faced with so many pressures on a daily basis, business executives would do well to seek out the services of pharmaceutical consulting organisations, offering direct assistance, know-how and experience to form an essential backup or safety net. More

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Judging the Importance of Effective Implementation


Author: Alan Gillies

If organised properly, planning is all very well and good with an adequate marketing strategy outlined on paper, but it’s essential to remember that nothing happens unless action is taken. They say that you cannot win the lottery without buying a ticket and this essentially means that you cannot land meaningful sales and revenue unless you engage in the marketplace. Selling within the pharmaceutical business is much more than inking contracts and exchanging products for cash, it is also about management of reputations, the education of professionals and end users and corporate positioning. There are a lot of subtle steps involved when establishing a client account and ensuring that values are transferred and objectives met. It is so important to develop and train a meaningful sales and marketing team and a pharmaceutical consulting firm has widespread and intense experience in this arena. More

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