Articles

• Beyond key account management: the value revolution
  (Dec 16, 2009)
• Is KAM already the old model?
  (Dec 30, 2009)
• Value based KAM and B2B selling are they possible in pharma?
  (Jan 20, 2010)
• Secrets of success for a value-based KAM model in Pharma

  Value based selling is (finally) coming to pharma. A few forward-thinking pharmaceutical companies are trying this new approach to Key Account Management, calling it Value Based Engagements or Partnerships for Healthcare Value (PHV). But what does it take to it pull off? Pharmaceutical companies have approached value-based selling with payers or large institutions and provider networks in different ways, and some best practices are emerging:

  (Feb 18, 2010)
• US healthcare reform bill win or loss for pharma?

  If the stock market is any indication, the US healthcare overhaul is not too bad for the pharmaceutical industry. But are investors - and the industry - too optimistic?

  (Mar 22, 2010)
• KAM in pharma - what do you mean?
  (May 25, 2010)
• The three account selling disciplines
  (May 26, 2010)
• Dim Sum and Account Management

  A few weeks ago I went on a business trip to Shanghai. It was my first time in China. I arrived in the evening and checked into my hotel. After a trip of 20 hours, I was starving. None of my colleagues had yet arrived, so I went out alone to find a restaurant.

  (Aug 17, 2010)
• Rapid Wins - how to make a dent when there is no time
  (Sep 9, 2010)
• Useless Truths
  (Sep 27, 2010)
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