A Route Map for Driving Commercial Excellence in Pharma
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Commercial Excellence in recent years has become recognised by the Pharma industry as a way to gain competitive advantage. This is because they know that the world in which they play is becoming ever more complex and competitive. The NHS environment is becoming ever more complex and the need for GREAT Commercial Excellence to drive success in the business has never been greater. The environment in which you work, the face of your customer, route to market, compliance and ethics has never more stringent. Having robust Commercial Excellence skills and strategies will put you in the driving seat when setting out your future plans for success
- Turning 'Theory' into 'Practice'?
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The focus of the course is to ensure that when delegates return to work that they will be able to be able to take the lead or at least strongly influence the design and implementation of their company’s Commercial Excellence programme. This means that there is very real blend of theory and practice involved in the course partly because very little proven theory exists about the subject matter. Much of the content is largely based on real, ’best practice’ case studies and the deep experience and knowledge of the facilitator in helping a wide range of organisations to design and implement their own schemes. Reflective learning is also a key for participants. The clear aim is for delegates return with a practical action plan that can be quickly agreed and implemented.
- Who should attend?
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- Key areas to be covered in the programme and documentation
- What are the vital elements of running successfulCommercial Excellence• People – having the right people in Commercial Excellence roles isfundamental to success• The essential skill mix in the teams Commercial Excellence specialistsand sales and marketing teams• Processes – which Commercial Excellence processes will give youcompetitive advantage• Disruptive thinking – what is this and how will it help you with yourCommercial Excellence programmes• Value Drivers – are your value drivers fit for purpose?• Working with the NHS - challenges and opportunitiesExercise: Getting participants to share what they think theircompany’s CE requirements are and where they are currentlyvs desired stateBuilding and Executing your Commercial Plan• Core components of a robust Commercial Plan – what are they?• Pitfalls of Commercial planning and how to avoid them• Who must be involved with Commercial Planning?• Measuring the success of your plan - a vital component of your successExercise: Discussing the practices and identifying the gapsin Commercial Planning activities of participantsCase study: Commercial planning excellence
CRM and Commercial Excellence• What role does CRM play in your Commercial Excellence success?• What should your CRM be linked to?• How do you run an effective CRM system?• Building the right Dashboards in CRM• WIIFM – how important is this in CRM adoption and how to achieve it?Exercise: Looking at examples of where CRM is not adoptedand explore rationale with tools to remedy this
Access to your Customers – what tools/skills will you need?• Digital technology – will this take over from the need for sales teams inthe future?• Accessing our customers – different methodologies pros and cons• What will be the key skills required by your teams to be successful?Exercise: Using the tools to identify the digital marketing pitfallsand getting tips how to avoid them
The Role of the Matrix Team in Successful Commercial Excellence• What is a remote team and why is this an essential ingredient?• Who should you have in your matrix team?• What are the pros and cons of matrix team working and how do youensure your team is productive?• How and why can a matrix team improve your CommercialExcellence success?Exercise: Looking at what a matrix team is and the factors that needto be considered when building/leading and motivating a successfulmatrix team
Global Commercial Excellence• What are the challenges with leading a Global Commercial Excellence planand how can you avoid them?• Remote team leadership – what are the key skills?• Can you have a truly Global Programme – what are the compromises?• Identifying priorities for Global Commercial Excellence programmes• Measuring success of your team and your programmesExercise: Working with different approaches for Global CommercialExcellence – what are the pros and cons of the different methodsand what is the right one for your company?
- Benefits to you
• Providing your business with competitive advantage running the RIGHT Commercial Excellence activities
• Exploring vital components of a robust Commercial Excellence plan and discussing mechanisms to measure outcomes of programmes on an ongoing basis
• Investigating different Commercial Planning tools available and their fit for your company
• Analysing your current situation with Commercial Excellence and identifying ways to fill the gaps with the right people, processes and tools
• Learning from best practices how to boost sales and increase the profit
• Constructing your own ‘first draft’, action plans that will include an outline design of your business’s Commercial Excellence programme along with the key steps that will be involved in implementing it
- Companies already benefiting include:
- Duration of Course
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2 Day Course
- Course details
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This course is currently only available as an in-house option. For more information, and a quote, contact our team on +44 (0)20 3002 3057, or by email at ProfessionalTraining@iihc.org
- Looking to train larger teams in this subject?
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- Further information
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or dzingim@marcusevansuk.com
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dzingim@marcusevansuk.com - Marketing Manager EMEA - Professional Training
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- Testimonials
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"This course will allow my company to develop its existing strategies to a much greater and hopefully profitable level."
Managing Director, Tarmac