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principle 5

Principle 5: Achieving value

Through clear, focused, and ongoing measurement of progress, the account team is clear on the real value being delivered for all parties and how that success has come about so it can be replicated in other key accounts and demonstrated to stakeholders – building buy-in and momentum for future opportunities to work together and deliver even greater results.

Here are some of the most common situations that we see when ‘achieving value’ is and isn’t working well…

Situation 1

When it isn’t working well

  • Account plans are static and aren’t moving things forward meaningfully.

When it is working well

  • The account plan is not the focus, it’s the discussion and planning process that surrounds it – the process we go through to learn, create and/or cause something.

Situation 2

When it isn’t working well

  • Best practice may be being shared but isn’t learnt from, or applied elsewhere.

When it is working well

  • Best practice is shared and replicated so that other accounts can experience similar benefits and achieve even more.
  • Mistakes and failures are shared openly so they can be learnt from and insights derived from them for future projects.

Situation 3

When it isn’t working well

  • When real value is delivered, it isn’t played back to the healthcare system to showcase it – missing an opportunity to illustrate what a fantastic partnership can accomplish, which could further build momentum.

When it is working well

  • Feedback mechanisms exist that allow us to recognise positive outcomes and efforts.
  • Healthcare stakeholders take note when there are noticeable improvements or meaningful changes that matter to them.

Ideas that leaders and managers can apply to improve the ‘achieving value’ principle in teams

  1. Mentor the team on effective feedback mechanisms to understand the successes, learning and impact that will support the account team to sustain focus on activities that are delivering the plan.
  2. Share positive behaviours and results with others – this will raise the confidence and commitment of both individuals and teams to embed the winning approaches.
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