Key account management (KAM) has been around for decades but there is a groundswell towards adopting this as an effective way of working within the healthcare sector and it’s a particularly important skill in today’s pharma sales environment.
Our very own Steve How and Oli Hudson explore what this means, how it’s different from the perhaps more traditional sales approach, and how in particular KAM works within health and care. They pose some interesting questions including:
- how are your customers operating now and is it time to recalibrate your approach?
- how should you align your plans to reflect any changes in the customers’ landscape?
- should your account plans now reflect the whole care pathway rather than being aligned to organisations?
- are you considering your value base and what you or your product can offer to your customers and how does it fit within the structure of the long term plan?
We now offer an online course in KAM, currently tailored for colleagues in pharma, view more details here.