KAM 2014

Customer Relation
Ron Evancia Presents
Two Day Focused Workshop
Customer Binding
Business Analytics
KAM
KAM In Pharma Companies
KOL Mgmt.
Network Mgmt.
Leveraging KAM towards a New Horizon
Presenting your Coach Expert - Hanno
Wolfram
KAM Pharmaceutical
After the workshop you will have a better idea how to
2014
SELECT the most effective strategy that aligns with your KAM Objectives:
a) Aligning your KAM model with current market requirements and complexity,
establishing value and ensuring value for investment in education coaching
and change process.
IMPLEMENT the processes for KAM, field engagement with customers in this
domain:
a) Revitalize the sales model & regain the consultative status and influential role in
physician’s choice of medicines
b) Get an overall understanding of accounts and have input to segment
your accounts
DELIVER the key account plan and understanding how best to drive the process
through a number of steps towards defined end:
a) Understand your customers and identify and respect their needs.
b) Understand KAM how to build loyalty though product, service and execution
excellence.
Critical Discussion on the most Relevant Issues:
Understand what is involved in implementing necessary structures, processes
and tools in KAM.
Compare and contrast KAM strategies based on desired project outcomes.
By attending the workshop, the professionals will gain insight into industry
key decision maker's needs and values. The facilitator will challenge the participants
to look for different ways to engage with their customers. It will explore who holds the
power of buying decisions and how do you make each interaction of real value to you and your customers.
The presentations combines with Innovative Electronic System with reply devices which
gives an instant and useful feedback to the presenter and participants. This also includes the
high caliber of the speaker and delegates in providing the sound basis for advancing the dialogues
& debates
VENUE
17 - 18 February 2014
Hotel Kohinoor Continental
Mumbai
20 - 21 February 2014
Hotel Mapple Emerald
New Delhi
WHO SHOULD ATTEND
Directors
Business Unit Directors
Vice Presidents
General Managers and
Manager of Sales &
Marketing, Key Accounts
Business Development
Heads of Learning &
Development
National / Regional Heads,
District Managers
Product Managers
Register Before
24th January
2014
Conceptualized & Organized By:
Ron Evancia
A VISION OF IDENTITY
Board No. - +91 22 6585 9100
Fax No.
- +91 11 4761 8122
Khalid Shaikh
Mobile - +91 93200 42227
Email - [email protected]
Web - www.ronevancia.com
KAM In Pharma Companies
KAM Pharmaceutical
2014
Leveraging KAM towards a New Horizon
Day 1
08.30 Registration, Breakfast & Refreshment
Register Before
Workshop objective:
Participants will gain deep insight into the real and future-proof Key Account Management. Gained insights
will allow identifying areas for improvement and standing for a competitive advantage.
24th January
2014
09.00 Introductory remarks: KAM is not a sales technique!
An eagle's view on our industry:
Pharma Traditions
Pharma Habits
The Value chain
The Distribution chain
Clarification and definitions of important buzzwords
Definition of words does have a huge impact on our thoughts and mindset. Do we really believe that everyone we talk to has
the same idea about what an “account” is? Experience tells that an “Account” has many different meanings to many people.
11.00 Networking Tea Break
11.15
Which changes to respond to?
Changing decision makers
Different payers
New players in the markets
The patient's new role
Account Management
What does the acronym stand for?
What is needed to introduce Key Account Management in pharma?
What real KAM will deliver to pharma
Drivers of differentiation and competitive advantage
Which structural examples can we select from?
Categories
Which accounts exist in India?
A non-exhaustive collection in the relevant
Categories
Geographies
Sub-markets
]
13.00 Networking Lunch Break
Registration
Pricing
Reimbursement
Listing
Purchasing
Prescription
Using
.....
Geographies
Country
States
Union territories
Administrative divisions
Local
......
Sub - Markets
Hospitals
Rx
OTC
14.00 Account Management - the design-steps
Targeting accounts
Segmenting accounts
Identify Key Accounts
Inside Accounts: The Decision Making Unit
Identify stakeholders and their function
Define their roles
How to deal with these individuals?
Identification of individual needs and organisational requirements
15.15 Networking Tea Break
15.30 Account management: Tools
Planning & execution process
CRM-system - collecting information
The triad of objective, strategy and actions
Strategy tools: SWOT and PEST
We in Pharma: Will we Sell Products or Deliver Solutions?
Marketing 1.0 -> 3.0
The time beyond the pill
Examples
18.00 Closing of Day 1
Board No. - +91 22 6585 9100
Fax No.
- +91 11 4761 8122
Khalid Shaikh
Mobile - +91 93200 42227
Email - [email protected]
Web - www.ronevancia.com
KAM In Pharma Companies
KAM Pharmaceutical
2014
Leveraging KAM towards a New Horizon
Register Before
Day 2
24th January
2014
08.30 Breakfast & Refreshment
09.00 Review of Day 1
09.10
What do we expect from a Key Account Manager?
Which skills must he have?
Which traits are essential workings as a KAM?
What must a KAM be able to do?
Which are the core competencies to expect?
What can be trained, what not?
How and where can we find KAMs?
Retaining talent - a must in KAM
11.00 Networking Tea Break
11.15
Strategic partnership: What does this mean and how to achieve?
Individuals meet and establish institutional relationship
How to identify the issues, problems and gaps in an account
Designing our approach to find a solution beyond a product
The KAM's tasks in their order
Identify the relevant DMU members and Share knowledge with others
Clarify the business objective
Design the appropriate strategy
Decide, invite, and form the KAM-Team around you
Plan the tactical approach
Execute your plans
Monitor execution's outcome vs. your plans
13.00 Networking Lunch Break
14.00 Which metrics & measures do we apply in Account Management?
The link between metrics and measures
The power of what you measure
The decision what and how to measure
The consequences of missing a measure
Identify the Critical Success Factors
Find leading and lagging indicators related to the CSF
Set Key Indicators supporting the objectives optimally
15.15 Networking Tea Break
15.30
Opportunity for Free - Ranging Discussion and Group Contributions:
After a complete two days of interactive and informative discussion and practical activities, the final wrap up for
Key Account Management in Pharmaceutical Industry will require you to provide feedback on:
If your objectives were met?
What take-home strategies can/will be used in your workplace/for your project?
Of the different models, which do you feel could be used best and where?
The changing dynamics of the industry
Summary and closing remarks
Participant's feedback
18.00 Felicitation of Certificate of Attendance by Ron Evancia
Board No. - +91 22 6585 9100
Fax No.
- +91 11 4761 8122
Khalid Shaikh
Mobile - +91 93200 42227
Email - [email protected]
Web - www.ronevancia.com
KAM In Pharma Companies
KAM Pharmaceutical
2014
Leveraging KAM towards a New Horizon
Course Facilitator:
Register Before
24th January
2014
Mr. Hanno Wolfram
M.D. - Innov8
A Leading expert and thought leader on KEY ACCOUNT MANAGEMENT in Pharmaceutical Industry
Mr. Hanno Wolfram is the author of the first ever text book on Pharma - Key - Account - Management. His insight into the KAM - concept
is deep and broad. More than 30 years of experience in the German and International Health Markets. Started his career as Marketing Representative
in 1975 also served the industry with various poistions. Marketing & Sales centric covering new ways shaping organizations to improve effectiveness
and efficiency. He has delivered many projects in more than 25 countries and 4 continents. He has huge experience in how to manage change in
organizations, aligning and ensuring strategic direction and operative implementation.
Managing Director Innov8, The Implementation Company, assisting to consistently and coherently implement their finely honed strategies
into field forces working in primary and specialist care, Account Management and Opinion Leader Management. Having a network of high
caliber pharma specialists ready to share huge experience and know - how. His core effort is Making Change Happen.
Organizer:
RON EVANCIA
Ron Evancia is formed of people committed to identifying, analyzing and presenting management issues, which has built a steadily
expanding company with a significant volume of repeat business from forward – thinking managers from the top 500 fortune companies.
As a company wholly owned by its founding directors, Ron Evancia remains independent from all suppliers, consultancies and other
organizations. Our customers therefore benefit from the fact that the information we offer via our conferences and reports remains free of
any vested interest. Our commitment to service and quality are the basis of our reputation as one of the world's leading provider of
corporate intelligence.
Invited Esteemed Guest:
Mr. Dinesh Chindarkar
Mr. Rajjiv Saigal
Dr. Ulhas Ganu
Co - founder MediaMedic Communication
Dy. Director - NMIMS
CEO, Advisors - Medico-marketing & Management
Mr. Mohan Joshi
Mr. Salil Kalianpur
Mr. Vikram Munshi
Management Advisor & Mentor
Commercial Head Centre of Excellence Glaxo Smithkline
Management Consultant (Life Sciences & Healthcare)
Mr. Melarkode Narasimhan
Dr. Somnath Datta
Mr. Vivek Shankar Verma
CEO, Coach
Business Unit Director - Mylan
Cluster Head & GM, Glenmark Pharmaceuticals Ltd.
Board No. - +91 22 6585 9100
Fax No.
- +91 11 4761 8122
Khalid Shaikh
Mobile - +91 93200 42227
Email - [email protected]
Web - www.ronevancia.com

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