This framework is developed by a team of former McKinsey and Big 4 consultants. The presentation follows the headline-body-bumper slide format used by global consulting firms.
Healthcare key account management PPT for pharma and medical sectors. Learn KAM strategies, pharma KOL management, and customer engagement. Download now. KAM in Healthcare & Pharma is a 23-slide PPT PowerPoint presentation slide deck (PPT) available for immediate download upon purchase.
Shrinking profits and market pressure to deliver greater value has necessitated the entire Healthcare landscape to transform. Some entities are more sophisticated than others, but the overall sector is building experience and new capabilities to improve economic performance and patient outcomes. This presentation discusses:
• Transformation in the Healthcare Sector
• Key Account Management (KAM) – Shortcomings in the Pharma Sector
• The Essentials for Effective KAM:
1. Dig Deep to Unearth Customer Insights (CI)
2. Focus on Joint Value Creation
3. Forge Long-term Relationships through Partnerships
4. Enable Internal Cross-functional Collaboration
5. Foster an Entrepreneurial Mindset
• Gearing up to Implement the Key Account Management Approach
Healthcare firms need to invest in improving capabilities, creating strategic partnerships, and promoting an entrepreneurial culture in teams to achieve their organizational goals.
Additional topics covered in the deck include the 3-S Approach to Customer Segmentation, role of partnerships in building lasting value, competencies required by KAMs, and roles and responsibilities of KAMs.
This deck also includes slide templates for you to use in your own business presentations.
The PPT also delves into the 3-S Segmentation Approach, providing vertical examples across Physician Networks, Hospitals and Clinics, Payers, and Pharmacies. This segmentation framework highlights the sophistication and specialization dimensions, enabling firms to identify the right model for each customer segment. The approach is crucial for isolating and prioritizing key accounts, fostering long-term alliances, and optimizing resource allocation.
Key Account Managers (KAMs) play a pivotal role in coordinating cross-functional collaboration within the organization. They align activities with public agencies, manage reimbursement inputs, and develop value dossiers. This ensures that all critical functions and expertise are synchronized to serve the customer effectively. The document includes templates for KAM cross-functional collaboration, aiding in the development of detailed plans to manage key accounts efficiently.
Key Account Management (KAM) plays a vital role in cross-functional collaboration within pharmaceutical companies, overseeing the customer relationship management process. KAMs manage key hospital accounts during new drug launches, requiring detailed plans for protocol adaptation and formulary adoption. This illustrates KAM's role in aligning internal strategies with customer needs. The circular diagram highlights KAM's interactions with functions such as sales, medical affairs, marketing, and public affairs, each with specific responsibilities like detailing, contract negotiation, and hospital strategy development. KAM acts as a hub, ensuring effective collaboration among these functions to enhance customer engagement. Additional responsibilities include responding to medical inquiries and aligning activities with public agencies, emphasizing KAM's importance in navigating healthcare complexities and aligning internal stakeholders towards common objectives.
Pharmaceutical companies face challenges in establishing effective partnerships with healthcare systems, necessitating robust key account management (KAM). While many engage in KAM, essential components for meaningful collaborations are often lacking. Successful KAM can create lasting value,, but examples in the pharma sector are rare.
Five critical steps transform transactional relationships into strategic partnerships:
1. Uncover customer insights to understand healthcare partner needs.
2. Focus on joint value creation by aligning goals for mutual benefits.
3. Forge long-term relationships, emphasizing trust and commitment.
4. Enable internal cross-functional collaboration to overcome organizational silos.
5. Foster an entrepreneurial mindset to encourage innovation and flexibility in partnerships.
These insights guide pharmaceutical executives in enhancing KAM strategies, shifting from transactional interactions to genuine, value-driven partnerships.
This PPT slide outlines a framework for implementing Key Account Management (KAM) in the pharmaceutical sector. It begins with "Key Account Insights," which emphasizes identifying high-value accounts and understanding decision-makers. The "Effectiveness of Customer Interactions and Planning" section encourages evaluating current engagement methods and exploring new strategies for value generation. "Definition of Roles and Processes" highlights the need for clear responsibilities and processes in KAM execution. The "Organizational and Governance System" segment assesses whether key account managers have the expertise and authority necessary for effective KAM implementation, along with establishing measurable success criteria. Finally, "Skills and Performance Appraisal" addresses the training required for key account managers to enhance performance tracking and management of key accounts. This slide serves as a strategic checklist for pharmaceutical companies refining their KAM practices.
The 3-S Segmentation Approach applies to 4 healthcare and pharmaceutical organization types: Physician Networks, Hospitals and Clinics, Payers, and Pharmacies and Wholesalers. It is structured around 3 dimensions: Size, Sophistication, and Specialization.
The Size dimension focuses on commercial potential and tailored strategies, such as joint drug formularies for physician networks and centralized decision-making in hospitals. The Sophistication dimension highlights economic drivers, with physician networks emphasizing shared patient management and hospitals prioritizing integration. Payers concentrate on data capture for outcomes and cost-effectiveness.
The Specialization dimension outlines specific therapeutic practices, including in-house drug dispensing for physician networks and targeted programs for payers. This framework enables organizations to refine account management strategies and align with market demands.
Source: Best Practices in Account Management, Pharma Industry, Healthcare Industry PowerPoint Slides: Key Account Management (KAM) in Healthcare and Pharma PowerPoint (PPT) Presentation Slide Deck, LearnPPT Consulting
This framework is developed by a team of former McKinsey and Big 4 consultants. The presentation follows the headline-body-bumper slide format used by global consulting firms.
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