Key Account Management in Pharma
Watch the 2nd part of the Virtual Workshop on Key Account Management in Pharma by Hanno Wolfram.
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?
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.
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
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.
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'.
Enjoyed the session,excellent learning experience.
KAM Really working idustry not to shape the business. Useful presentation thank you very much sir
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 Hanno ! It was super reinforcing the fundamentals
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