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5 Star Excellence in Account Management Workshop November 2021

The Brooks Group is conducting its popular 5 Star Excellence in Account Management Live Workshop from November 1st to 18th 2021. The workshop is ideal for current and aspiring account managers and is designed for those in the pharmaceutical, biotech & healthcare industry. The workshop highlights the ability to craft and position a superior value proposition that resonates with key decision-makers and provides world-class account management aligned to the priorities of customers in key accounts. Rated very highly by previous attendees!

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5 Star Excellence in Account Management Workshop November 2021

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  1. 5 STAR EXCELLENCE IN ACCOUNT MANAGEMENT LIVE WORKSHOP BROCHURE 5 STAR EXCELLENCE I N N O V A T E | I M P L E M E N T | I M P A C T 2021 Contact: Peter Haines, Director of Business Development | peter.haines@thebrooksgrouponline.com

  2. THE BENEFITS OF THIS WORKSHOP § This strategic initiative will enhance your current capabilities, provide you with business processes you can immediately apply, and position you for your future strategic roles. § Evolving reimbursement models coupled with dynamic changes in the U.S. healthcare marketplace demand innovative approaches from your organizations to be part of the solution to today’s Quadruple Aim challenge. § You must be able to access key decision makers, understand their critical business issues, and use these insights to build and position a unique value proposition that delivers mutual value. § This strategic approach will enable you to be recognized as Trusted Business Advisors while increasing your company’s net sales and drive the priorities for customers and patients. 2 E X C E L L E N C E I N A C C O U N T M A N A G E M E N T

  3. PROGRAM OBJECTIVES § Define what “great” Account Management looks like § Identify environmental trends and relevant insights to your market § Utilize critical thinking processes to enhance strategic thinking § Develop a strategic plan § Discuss how organizational structures and communication networks influence customer decision making § Refine and simulate an elevator speech to position for access § Utilize the Gapping Diamond process that enables you to understand customer’s key business issues § Understand, create, and position your value proposition § Apply business processes through conversations & simulations 3 E X C E L L E N C E I N A C C O U N T M A N A G E M E N T

  4. ACCOUNT MANAGEMENT MODEL ACCOUNT MANAGEMENT MODEL NOTE: This image: denotes ongoing processes S SOLUTION D DELIVER ELIVER ON C COMPANY OLUTION C CALL ALL: P THE P PRIORITIES RIORITIES OF , CUSTOMERS ROVIDE S SOLUTIONS OLUTIONS THAT OF Y YOUR USTOMERS & P & PATIENTS ATIENTS : PROVIDE THAT G GAPPING APPING TO V VALIDATE C CUSTOMER 1) 3) 2) TO /UNCOVER NCOVER R RESEARCH M MARKET ESEARCH C CUSTOMERS ARKET T TRENDS RENDS USTOMERS & & ON THE OUR ALIDATE/U USTOMER’ ’S S K KEY OMPANY, C EY I ISSUES SSUES F FINANCIAL O OPERATIONAL PERATIONAL INANCIAL/ / S STRATEGIC TRATEGIC RECONFIRM GAPS M MARKETING ARKETING P PRODUCTS S SERVICES ERVICES RODUCTS & & Solution “Name” Qualify Value to Customers Implementation Plan Purpose FEEDBACK FEEDBACK 4 E X C E L L E N C E I N A C C O U N T M A N A G E M E N T

  5. AGENDA – DAY 1 E X C E L L E N C E I N A C C O U N T M A N A G E M E N T 9:00 AM – 9:30 AM Welcome & Introduction to the Workshop 9:30 AM – 10:00 AM Channel/Segment/Customer Overview 10:00 AM – 10:30AM Market Drivers & Implications 10:30AM – 10:45 AM Break 10:45 AM – 12:00 PM Primer & EnvironmentalAssessment (PEST & SWOT Analysis) 12:00 PM – 1:00 PM Lunch 1:00 PM – 2:30 PM Key Trends in the U.S. Healthcare Market 2:30 PM – 2:45 PM Break 2:45 PM – 4:00 PM Objectives, Key Issues, Strategies 4:00 PM – 4:30 PM Strategic Plan Executive Summary 4:30 PM Conclude Day 1 6:00 PM – TBD Optional Pizza, Bourbon, Wine, Water & Dinner at The Brooks Group Office 5 E X C E L L E N C E I N A C C O U N T M A N A G E M E N T

  6. AGENDA – DAY 2 E X C E L L E N C E I N A C C O U N T M A N A G E M E N T 9:00 AM – 9:30 AM Accessing & Integrating at Strategic Levels 9:30 AM – 10:15 AM Develop Positioning Statement for Key Decision Makers 10:15 AM – 10:30 AM Break 10:30 AM – 12:00 PM The Gapping Diamond: Uncovering Your Customer’s Issues/Needs 12:00 PM – 1:00 PM Lunch 1:00 PM – 2:30 PM Payer Panel Discussion 2:30 PM – 2:45 PM Break 2:45 PM – 4:45 PM Solution Framework & Simulations 4:45 PM – 4:55 PM Set the Tone for Day 3 6 E X C E L L E N C E I N A C C O U N T M A N A G E M E N T

  7. AGENDA – DAY 3 E X C E L L E N C E I N A C C O U N T M A N A G E M E N T 9:00 AM – 10:30 AM Building Your Value Proposition 10:30 AM – 10:45AM Break 10:45AM – 11:30 AM Bringing it All Together: Joint Account Planning 11:30 AM – 12:30 PM Lunch 12:30 PM – 1:30 PM Executive Level Presence 1:30 PM – 2:00 PM Evaluations & Closing 2:00 PM Departures 7 E X C E L L E N C E I N A C C O U N T M A N A G E M E N T

  8. “An organization's ability to learn, and translate that learning into action rapidly, is the ultimate competitive advantage.” ‒Jack Welch Former CEO, General Electric PETER HAINES Director of Business Development M: 267.882.8627 peter.haines@thebrooksgrouponline.com www.thebrooksgrouponline.com I N N O V A T E | I M P L E M E N T | I M P A C T ⎸8 E X C E L L E N C E I N A C C O U N T M A N A G E M E N T

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