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The Challenge
A pharmaceutical company with a rapidly growing presence in the US marketplace wanted to reinforce managed care knowledge and related selling skills among 40 account managers. These were senior sales professionals with up to 10 years of field sales experience. Corporate management was pushing for deeper product penetration in managed markets and requested a live training program to address contract negotiations and related concepts.
The Focus
Pinsonault Associates worked with this company to develop a 1 day, high-level, concentrated training event that covered:
- Financial Profiling of Managed Care Organizations (MCOs)
- Positioning the Pull-through Contract
- Negotiation Skills and Strategies
- Account Management Case Studies/Role Plays
The program was PowerPoint-driven with stop points for interactive discussions and exercises. Highlights of the program included a 5 year study in the business cycle of a fictional MCO plus case-study and role-play challenges based on real-world account profiles. Company products were embedded in the exercises and participants were required to develop needs-focused solutions.
The Outcome
The event was highly successful and featured enthusiastic give-and-take by participants. The program forced account managers to think “out of the box” and consider creative approaches to the pull-through contract process. Today, these managers are well on their way toward helping this company achieve its contracting objective: generate contracts that maximize profits without sacrificing rebate percentages. |
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