Key Account Management (KAM)

Enabling organisations to future-proof important relationships whilst delivering tomorrow’s results and an enhanced patient experience.

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Key account management (KAM) is still an important topic for most senior leaders in the commercial Healthcare industry. Even after many years of discussion and numerous restructuring, the subject still remains confusing for most organisations. 

The Healthcare marketplace and the emergence of new, previously unknown, non-clinical or ‘non-traditional’ stakeholders make for a complex and constantly evolving landscape.

At PharmaFT, we work with organisations to demystify account management and through our Global Account Management experience, ensure your business is right, ready and able to deploy a value-based relationship approach to your most important customers. 

There is an emergence of new payers, non-traditional and non-clinical stakeholder regardless of the market archetype. How will you meet and exceed your account and relationship aspirations with your most influential and important customers?

KAM consultancy

Working with you to answer the bigger organisational questions

Establish the Right Approach

Working with you to review a KAM structure that delivers business growth

The KAM Process

Establishing the right processes to engage the organisation and make KAM a reality

Enabling KAM

Bringing capability building to the forefront of the organisation and enabling success

KAM Leadership and Coaching

Helping you establish the traits of effective and inspirational KAM leaders and coaches

Measuring KAM

Helping you unravel KAM metrics and communicating the value of KAM

KAM and Technology-based Learning

Utilise Technology-based solutions to engage the whole team

KAM and Payer Excellence

Helping implement account management processes, thinking and payer excellence regardless of market archetype

KAM for Sales Representatives

Leveraging the traits of effective KAM to develop account working with customer-facing sales people

Adopting KAM & Value Creation

1 - Create a KAM Vision

Create a vision for KAM and define KAM Excellence, the infrastructure to support this and the capabilities required within the organisation.

2 - Current capabilities

Define the current capabilities within your KAM framework and benchmark against the required position. Complete a GAP analysis and identify developmental areas.

3 - Prioritizing development needs

Based on your future vision, prioritise the developmental areas and leverage existing capability building interventions, align across important stakeholders and identify efficiencies.

4 - Capability improvement

Create a capability improvement programme that defines learning pathways, value-based solutions mindset, proof of KAM concept and senior leadership alignments. Scoping of programme and allocation of resources.

5 - Implementation and enablement

Enable and support the implementation of KAM as a cross-functional way of working. Build capability, coach, support and measure success from both an internal and external perspective. Identify how your business positively impacts the patient experience.

Create a vision for KAM and define KAM Excellence, the infrastructure to support this and the capabilities required within the organisation.

Define the current capabilities within your KAM framework and benchmark against the required position. Complete a GAP analysis and identify developmental areas.

Based on your future vision, prioritise the developmental areas and leverage existing capability building interventions, align across important stakeholders and identify efficiencies.

Create a capability improvement programme that defines learning pathways, value-based solutions mindset, proof of KAM concept and senior leadership alignments. Scoping of programme and allocation of resources.

Enable and support the implementation of KAM as a cross-functional way of working. Build capability, coach, support and measure success from both an internal and external perspective. Identify how your business positively impacts the patient experience.

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Having a partner we can trust to deliver world-class sales training and leadership coaching is critical to our organization. PharmaFT has the experience and knowledge of our industry that sets them apart.

In order to adapt towards an evolving healthcare business environment, we need to recognize the need for continual knowledge, skills and ability development. Building capability to meet the demands of the Global, Regional and Local marketplace is essential if we are to keep one step ahead of the competition.

It was immediately apparent that PharmaFT were different. Their knowledge and personal service quickly developed the relationship and only after a short time, there was a level of trust and support we’ve not experienced before.

Working with PharmaFT has enabled us to work more collaboratively as a team. We thank the team for their support and although they are an external agency, they are also a really valuable and appreciated resource.

Discover more about PharmaFT and the value we can create together, contact us now

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