Upcoming Event: KAM in Pharma 3.0 Seminar by Hanno Wolfram
5/7/2015
Event: KAM in Pharma 3.0 Seminar
By: Hanno Wolfram
Organizer: Pharma China Training Institute
Dates: June 11 - 12, 2015
Investment: CNY 15,800
Contact: David Xue or Jenny Wang
Tel: +86 18601267831 or +86 10 84476010
KAM 3.0: the pathway from pill-pushing to contributing to health care. Participants will detect novel pathways of simply tweaking old fashioned ways to market drugs. KAM in Pharma 3.0 is the first international textbook about the subject written by Hanno Wolfram.
KAM in Pharma 3.0 is about a number of evolutionary steps with one smallest common denominator: it is the co-creation of healthcare improvements, leveraging the huge know-how sitting in pharma as an underutilized treasure.
Key Account Management is a high interest topic in the pharmaceutical industry of today. Until now, it seems that in almost every company, the understanding what KAM is, varies. Although there are first movers around already in a number of countries. They deliver strong indications, that KAM in Pharma can be a lot more than selling drugs.
Attendees on this 2-day intensive program will have the chance to learn and to gain an insight into areas such as:
-
KAM is not a sales technique - an eagle’s view on our industry
-
Pharma traditions and Pharma habits
-
Value and distribution chain
-
Clarification of vocabulary and definitions
-
The architecture of the value chain, now and in the future
-
Which outside changes do we need to respond to?
-
What is needed to introduce Key Account Management in pharma?
-
What KAM will deliver to pharma?
-
Drivers of differentiation and competitive advantages from KAM
-
Account Management - the design-steps
-
Inside Accounts: The Decision Making Unit
-
Account management: Tools
-
Strategic partnership: What does this mean and how to achieve?
-
What do we expect from a Key Account Manager?
-
The KAM’s tasks in their order
-
Which metrics & measures to apply in Account Management
Hanno Wolfram
Hanno Wolfram is equipped with a wide range and background of pharma after serving pharma in multiple management and senior positions for more than 20 years. Since 1996 he is running Innov8, a consultancy company. The tasks are about designing and supporting change projects in many countries almost around the globe. Four decades of experience serve as a great background lecturing about pharma marketing and sales topics in various universities in Germany.