Upcoming Event: A Masterclass Seminar - What Comes after The Old Sales Model?
2/15/2016
Event: A Masterclass Seminar - What Comes after The Old Sales Model?
By: Hanno Wolfram
Organizer: Pharma China Training Institute
Dates: March 17, 2016
Venue: Le Royal Meridien Shanghai (上海世贸皇家艾美酒店), Shanghai, China
789 Nanjing Road East, Shanghai 200001, China
Contact: David Xue or Jenny Wang
Tel: +86 18601267831 or +86 10 84476010
What is pharma's pathway from pill-pushing to improving health-care? Simply tweaking old fashioned ways to market drugs will hardly be sustainable or successful. Attendees of the Masterclass Seminar will share and detect novel ideas and concepts for pharma. In our Masterclass Seminar participants will identify and learn about evolutionary steps towards a novel pharma business-model, showing one specific smallest common denominator: the co-creation of healthcare improvements and better outcome for patients. The evolution beyond the old sales-model is a high interest topic in the pharmaceutical industry of today. Ideas reach from the IoT to digitalization and to pushing harder and pressing more out of the old sales model. There are first movers already, innovating the old and moribund sales model. Strong indicators show, that cooperating with healthcare providers will deliver a lot more value than simply "selling drugs".
Attendees of this one-day Masterclass Seminar will have the chance to learn and gain deep insights into these areas:
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An eagle's view on our industry.
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Pharma traditions and Pharma habits.
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Responses from the preparatory online survey from Chinese participants.
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Clarification of vocabulary and important definitions.
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Value creation along the distribution and value chain of healthcare companies and providers.
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Which are the outside changes that we need to better respond to?
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"Best practices" and "benchmarks" can be traps. Value lies somewhere else.
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Drivers of differentiation and competitive advantages.
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What KAM 3.0 can deliver to pharma.
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Introducing a fully fletched Key Account Management 3.0 in a company.
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Inside Accounts: The Decision Making Unit.
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Key Account Management 3.0: Tools.
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Strategic partnership: What does this mean and how to achieve?
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What do we expect from a Key Account Manager in KAM 3.0?
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A KAM's 3.0 new tasks.
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Metrics & measures to apply in Key Account Management 3.0
Hanno Wolfram
Hanno Wolfram is the author of the first available textbook titled: KAM in Pharma 3.0. Few others have ever collected know-how on this subject to share it with people around the globe.
In addition Hanno Wolfram is equipped with a wide range and background of pharma after serving the pharmaceutical in multiple senior management international positions for more than 20 years. Since 1996 he is running Innov8, a consultancy company. The projects comprise the design and support of change projects in more than 25 countries around the globe. Four decades of experience serve as a great background lecturing about pharma marketing and sales topics in various universities in Germany and offering intriguingly interactive workshops and seminars on various topics in many countries.