One thing is obvious, for the health and social care system there will be no switch back to the status quo of February 2020.
Local healthcare providers have adapted to provide services, and the current crisis has accelerated these developments – with clear implications for how pharmaceutical and biotech organisations engage with customers.
This article provides insight into what key account management capabilities are now needed in light of these changes. Informed by our data and through distilling our 20 years of award-winning experience in key account management within pharma and biotech we will share our insights and a model for best engaging customers and key accounts in the wake of Covid-19 – we call this model the Account-first organisation.
The Account-first organisation, sees Key Account Excellence (KAE) already firmly established, and places focus on one, two or several of the 6 future-focused capabilities that we recognise as being crucial for the future of key account management in pharma and biotech.
To understand more about what these 6 future-focused capabilities are and how to build them, take a look at our suite of videos and accompanying guide below.