Individualized One-on-One Training for Pharmaceutical Companies

• Need to have a new account manager quickly become an effective member of your team?
• As a newly assigned executive are you seeking an accelerated learning opportunity in order to come up to speed on evolving health care marketplaces?
  

Designed to rapidly improve knowledge and capabilities, one-on-one training is an intensive, customized and
highly effective training program designed to meet your specific goals and timetables.

• Basics/trends in managed care
• Complexities/opportunities in rapidly evolving health care markets
• Medical group environment
• What’s important to your customers
• Relationship building
• Identifying new sales opportunities
• Account penetration
• Forming cross-functional account teams
• Train-the-trainers

• New account managers needing to gain quickly basic knowledge and skills
• Experienced account managers who are seeking to improve proficiencies
• Trainers responsible for the creation of enduring, effective learning opportunities
• Sales representatives and managers who need to understand the marketplaces and
  create powerful teams that will increase their sales and bonuses … and the company’s profits
• Marketing managers seeking to upgrade knowledge about evolving marketplaces
• Company executives needing to understand better the marketplace trends in order to plan for success

• Improve knowledge, skills and planning
• Gain access to decision-makers
• Obtain favorable formulary status
• Sales and product push/pull through strategies
• Design effective communications processes
• Build a strong corporate image with customers

• “Managed Care and Medical Group Training,” Roche, 2002; training for Sales Representatives and District Managers.

• “Browser-Based e-Prescribing,” Prescriber Solutions, 1999-present; audience includes HMOs, PBMs, Medical Groups, Physicians and Pharmaceutical companies.

• “Managed Care Training and Application,” AstraZeneca, 1999-present. Ongoing training presentations/programs for managed care Account Managers.
  One-on-0ne Managed Care Training for Individual Account Managers; Astra, AstraZeneca, Merck, Bayer, Galderma and Sepracor, 1998-present.

• “Medical Group Training,” Bayer, 2000-2001; training for Account Managers and Account Specialists.

• “Managed Care Training and Application,” AstraZeneca, 1998-2001; training for Sales Representatives.

• “Managed Care Training and Application,” Takeda Pharmaceuticals America, February - December 2000; training for all new account management personnel.

• “New Account Manager Training and Application,” Sepracor, September 2000.

• “Selling to Physicians,” Premera (Seattle, Washington), August 2000, guest speaker.

• “Training Clinical Pharmacists to Call on Physicians,” PacifiCare Colorado, July 2000.

• “Managed Care Training and Application,” Bayer, May 2000; training presentation for new account management personnel.

• “Account Penetration,” Bayer Corporation, June 1999 and February 2000.

• “Account Teams, Design and Development,” Bayer Corporation, June 1999/February 2000.

• “Account Teams, Design and Development,” AstraZeneca, August 1999/January 2000.
  Managed Care Expert Panel Discussion Group, Facilitator, SmithKline Consumer Products, December 1999.

• “Managed Care Training and Application - Train-the-Trainer,” Takeda Pharmaceuticals America, December 1999.

• “Trends in Managed Care,” guest speaker for Parke-Davis Account Specialists, September 1999.

• “Management of the Pharmaceutical Benefit,” guest speaker at Sutter Health audience of hospital CFO’s, April 1999.

• Glossary of an Evolving Health Care Marketplace; Logical Health Care Solutions, 1999, 2000 with a second edition to be published in 2002.

• “Healthcare in America: Moving Toward or Away from Integrated Patient-Centered Care”; Kenneth R. Cohen, Jerold Kugler, American Journal of Integrated Healthcare, Vol. 1, No. 3 Spring 1998.