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Key Account Management in Pharma

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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?

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Digital Excellence Pharma Academy

18 Sep 2020 14:19 Pinned

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

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Mangalesh Balkrishna Doke

19 Sep 2020 13:44

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

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Hanno Wolfram

19 Sep 2020 14:00

Thanks for your nice comment. 👍

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Ravi Shankar

18 Sep 2020 18:10

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

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Hanno Wolfram

19 Sep 2020 14:02

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

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Anup Soans

18 Sep 2020 18:00

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.

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Hanno Wolfram

18 Sep 2020 18:05

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

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Hanno Wolfram

18 Sep 2020 18:03

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, forme... See more

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Hanno Wolfram

18 Sep 2020 16:58

Waiting for YOUR comments and questions!

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Bhaskar Chakravorti

17 Sep 2020 20:12

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'.

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Hanno Wolfram

18 Sep 2020 17:26

Bhaskar, you indeed hit the point! :)

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Kaushik Mitra

17 Sep 2020 20:09

Enjoyed the session,excellent learning experience.

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Hanno Wolfram

18 Sep 2020 17:27

Thank you, Kaushik

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Suryakant Mhatarba Phapale

16 Sep 2020 18:47

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

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Hanno Wolfram

18 Sep 2020 17:57

Suryakant, you are most welcome.

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Hariram Krishnan

16 Sep 2020 18:11

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 ... See more

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Hanno Wolfram

18 Sep 2020 17:25

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... See more

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Umesh Govindan Kutty

16 Sep 2020 17:51

Thanks Hanno ! It was super reinforcing the fundamentals

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Hanno Wolfram

18 Sep 2020 17:28

Indeed, Umesh, these were fundamentals - only!