Imagine arriving at a healthcare professional\u2019s (HCP’s) waiting room and finding a sales, key account manager (KAM), or brand manager from your company who is already there. The reality is that many biopharma teams working in large and complex health systems don\u2019t take full advantage of the tools and processes that could reduce this type of redundancy. By standardizing your account planning process, you can make it easier to coordinate and collaborate across teams, analyze and share insights, and provide a better HCP experience. <\/p>\n
Many account managers are accustomed to working in PowerPoint, Excel, or other legacy account planning tools. But this approach isn\u2019t optimal for cross-team coordination, deriving insights to inform the next actions, measuring HCP interaction effectiveness, and providing legal, ethical, and compliance governance. <\/p>\n
When we partner with customers<\/a> to help solve account planning challenges, we begin by assessing the current state of account planning, identifying the gaps between the current and desired state, and sharing successes from recent customer engagements. These assessments help: <\/p>\n One company needed to improve coordination and collaboration among its account managers after consistently receiving negative customer feedback on their engagements and partnership. <\/p>\n Account managers were completely unaware of what other team members were trying to accomplish at the account. They had no visibility into recent and planned activities and lacked alignment on shared priorities and goals. Ultimately, HCP feedback helped the company recognize the need for new approaches and working methods. <\/p>\n You can achieve several benefits by taking advantage of the Veeva CRM Accounts module<\/a> as a strategic tool for better planning. <\/p>\n Every biopharma has different challenges and opportunities for improving strategic account planning, and companies are also at different stages of their account planning processes. Our Business Consulting Services<\/a> team has engaged with nine of the top 20 biopharmas to address account planning business challenges. For example, we recently worked with Alexion on an account planning transformation based on clear goals to achieve optimal outcomes. <\/p>\n\n
Solving account planning challenges<\/h2>\n
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Account planning isn\u2019t one-size-fits-all<\/h2>\n