Key Account Management in Pharma: KAM in Pharma 3.0
BoD – Books on Demand, 29 dec. 2017 - 264 pagini
Key Account Management is a major issue in the pharmaceutical industry. This topic is driving pharma companies and their professionals since it is an essential approach when it comes to renovating and updating the sales model of the past. The contribution of the pharmaceutical industry to prolonged, healthier life and the reduction of infant mortality undoubtedly remarkable. It positively affects people around the globe. It might be a good point in time and a valuable idea to alter the business model from simply selling drugs to actively participate and contribute to healthcare. There evidently is no other instance, storing more knowledge and expertise around specific disease than the pharmaceutical industry. However, this treasure often slumbers in research and medical departments. Key Account Management needs cross-functional collaboration. More value, something beyond the pill, is needed, expected, and demanded from healthcare providers. In a globalized world, with universal access to information, the variations of markets, determined by political will, the design of healthcare and regulatory interventions are getting less important. One of the smallest common denominators is that many HCPs and other players are readily waiting for pharma to play a more active role in the provision of healthcare, share their wealth of expertise and provide appropriate medication. This first edition of the probably first ever textbook on Pharma Key Account Management is meant to provide a basis for discussion between professionals.
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NEW OR DIFFERENT
Business Process the steps
Reflect and adjust structures
Describe competencies needed
Develop KAM strategies
Recommendation of therapy or procedure
Where business starts
12STEP BUSINESS PROCESS
STRUCTURES IN KAM
Definition of process
Measures and Metrics
Political Lobbying a side note
Account or what?
KEY ACCOUNT MANAGER
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