Strategic Account Management Association

OCTOBER 26, 2021

In our organization’s work, we see much confusion and lack of clarity on executive sponsorship, even when it is in place. Clarifying the executive sponsor role, behaviors (internally and externally) and expectations is critical if we wish to leverage the role as an accelerator and create executive accountability within the account team.

Account Management 520

Account Management Co-Creation Leadership Procurement 520

Cosawi

DECEMBER 28, 2021

The idea of executive engagement implies an accountable and engaged member of the account team, rather than a distant back- room player. In our organization’s work, we see much confusion and lack of clarity on executive sponsorship, even when it is in place. Contribute to, and have accountability for, the account plan.

Leadership 52

Leadership Co-Creation Account Management Decision-making 52

Clarity Engagement Solutions

APRIL 26, 2021

And the need to accelerate the shift from transactional sales pitches aimed at promoting a product to a physician for an unmet patient need to creating solutions designed for a broader set of account stakeholders, has been a nagging factor for every pharma commercial organization.

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

Clarity Engagement Solutions

APRIL 26, 2021

More than a sense of being stopped in one’s tracks, the pandemic has had the interesting effect of preventing pharmaceutical sales organizations from “speeding up the mess” of coin-operated sales pitches and has made companies acutely aware of the limits of product-centric physician contact models.

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

Clarity Engagement Solutions

APRIL 26, 2021

More than a sense of being stopped in one’s tracks, the pandemic has had the interesting effect of preventing pharmaceutical sales organizations from “speeding up the mess” of coin-operated sales pitches and has made companies acutely aware of the limits of product-centric physician contact models.

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

Clarity Engagement Solutions

APRIL 26, 2021

The need to accelerate the shift from transactional sales pitches aimed at promoting a product to a physician for an unmet patient need to creating solutions designed for a broader set of account stakeholder, has been a nagging factor for every pharma commercial organization. THREE IMPERATIVES FOR MOVING CUSTOMER ENGAGEMENT FORWARD.

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91