For some time, pharma and biotech organisations have been practising Key Account Management and building towards Key Account Excellence (KAE).
Following the recent and dramatic changes provoked by the pandemic and our increasing realisation that we won’t be ‘going back’ to the old ways of thinking, working and engaging with customers, excellence in Key Account Management (KAE) can no longer be an aspiration. KAE must now be seen as a foundation or platform for the next wave of capability development that is necessary.
Our data and work with clients on how to emerge from the crisis well, suggests that for customer relationships to thrive, pharma and biotech must work on building a new suite of future-focused capabilities – firmly establish consistent Key Account Excellence and move rapidly towards becoming an account-first organisation.
To accompany our webinar: ‘The Future of Key Account Management’ (which you can catch on-demand here) we’ve developed a free downloadable resource that details what an account-first organisation is and the capabilities that are needed in order to build it. To access your copy, complete the form below.