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Pharma companies must adapt to vast changes in health care by forming long-term strategic relationships founded on joint value creation with customers.
Via rob halkes, Giuseppe Fattori, Lionel Reichardt / le Pharmageek, eMedToday
Scoop.it!
Via rob halkes, Giuseppe Fattori, Lionel Reichardt / le Pharmageek, eMedToday
Key Account Management is for pharma the most difficult service to develop! It needs an internal collaboration between siloed departments that one hasn't exercised for the last 10 to 20 years.
Yet, there's no way out outherwise than to give your customers the right attention to get partnerships. A partnership that goes further than just drug promotion and delivery...
BCG's vision about KAM. a dream?