Description

Watch the 2nd part of the Virtual Workshop on Key Account Management in Pharma by Hanno Wolfram.

Key Learnings:

The Current Pharma Business Model is 40 Years Old - Why and How You Need to Switch Over to KAM.

Software Sells Hardware - Do You Still Want to be Pill Pushers or become a Healthcare Company that provides Patient and Physician Centered Customised Solutions?

How do Medical, Marketing, Supply Chain, Finance come together to build a Key Account Management team?

Tender Business is at the Heart of KAM - How Can You Compete on Value instead of Low Prices?

Video

You can watch Wednesday's session in the link below. Today's Q&A video airs at 5 pm so stay tuned.

Hi Mr Hanno,Excellent Explianation On Fundamentals of KAM and Growth Potential Going Forward with Effectiveness and Efficiency.

Thanks for your nice comment. 👍

Excellent points shared By Hano on key accounts. It's all running from pillar to post whatever line manager you are in india. Key differentiation learnt. Should have spoken more on the Digital media and his opinion as how it's going to open opportunity. Great to hear once again

KAM and digital have in common that in both cases patients, the outcome of care, and solving existing problems must be in the center. 😊

Friends, I trust you had a great learning time - listening to the webinar on Wednesday, 16th and the Q & A session today. Do share your concerns, queries and thoughts, Hanno will be glad to answer your questions.

I will be ready and happy to assist in finding appropriate answers!

Have a look at this example from the automotive industry and transcribe it to your company and your key accounts. Inside an account, there are plenty of touchpoints / people with very specific demands and needs. It is not a singular person like a KAM, who could conduct successful and in-depth discussions with each and all of these disciplines. The team therefore necessary is identified, formed, briefed, guided, and managed by the KAM. This is what the "M" in KAM stands for!

Waiting for YOUR comments and questions!

Thanks Anup, for introducing us to Mr.Hanno Wolfram author of 'Digital in Health' and 'KAM in Pharma'. I liked his meaning given to Account Management which is something 'beyond the pill' and solving problems, at a cost, ' software sells hardware'.

Bhaskar, you indeed hit the point! :)

Enjoyed the session,excellent learning experience.

Thank you, Kaushik

KAM Really working idustry not to shape the business. Useful presentation thank you very much sir

Suryakant, you are most welcome.

Hanno, it’s a pleasure listening to you. As you have emphasised and put across in a lucid manner, the fundamentals of KAM translate across all business sectors – and pharma can learn much from best practice in other verticals. The problem is very few companies do. Their rationale is simple: pharma’s ‘a specialist industry’, it’s ‘different from all the others’. It’s a missed opportunity...most often. Thank you. A valuable refresher for me.

Thanks Hariram for your well put words! Your analysis that pharma sees itself as "different and more regulated as any other" is very true. Yet most of the time pharma people only "hide" behind such statements. Imagine or have a look at other industries and their degree of regulation! The norms to be obeyed, the laws to be respected, and thousands of technical specifications apply to automotive as to pharma. For good reasons the Rx-industry's promotion is limited to healthcare-professionals in many countries. This is what I do see as a real difference. But this is not a really essential difference. Pharma managers in general are reluctant to change, risk- and digital-adverse. May be their margins still are too high?

Thanks Hanno ! It was super reinforcing the fundamentals

Indeed, Umesh, these were fundamentals - only!

Very nice presentation on key account managent. It is the need of hour for Indian pharma industry with high skilled people and knowleege

Thanks for reinforcing fundamentals in KAM

Great to learn about- To deliver the value for patients, thanks for the valuable information.

Thanks for the Wonderful Insights, Mr. Wolfram. Very good session.

sir how can I get the copy of this book

Email me at anupsoans@gmail.com

Key Account Management in Pharma

Digital Excellence Pharma Academy

Key Account Management in Pharma

Digital Excellence Pharma Academy