The Master Class Training KAM for the Pharmaceutical Industry 2013

Key account management (KAM) is a topic that is top of mind for most senior leaders in the pharmaceuticals industry. These days, nearly every pharmaceuticals marketing and sales conference has a breakout sessiondedicated to "KAM" and almost every pharmaco has some type of KAM function.And this is not surprising, gin that institutional accounts are becoming increasingly important for pharmacos.The historically fragmented customer base, made up of individual prescribers and a scattered hospital landscape, is consolidating. For the pharma industry, key accounts can behospitals, pharmacies, or non-traditional customers, such as payers, whichare quickly emerging as critical stakeholders.

Benefits of Attending
• Carefully Understand each of your customers and stay ahead of their needs.
• Accurately Assess your customer's potential for further desirable business
• Evaluate not simply the profit but the cost and the sources of risk ,as well
• Gain comprehensive understanding of what an effective & profitable KAM model look like
• Understand how to define the value of your customers
• Analyze stakeholder dynamics and influence payors
• Segment customers effectively using innovative approches