Key Account Management (KAM) in Healthcare and Pharma (PowerPoint PPT Slide Deck)

DESCRIPTION

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.

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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