Pharmaceutical and biotech industry leaders recognize that historically successful, physician-focused solutions are not enough to sustain revenue growth.
Ensuring patient access to care demands a more sophisticated and flexible commercial model focused on identifying and addressing customer needs – a more customer-centric approach.
In times of industry turbulence, the strategy of “follow industry norms” is not sustainable. Building a successful customer-centric organization requires new thinking and innovative revenue growth practices.
The most successful customer-centric organizations, regardless of industry, exhibit the following characteristics:
- Awareness to recognize gaps in current resources and competencies
- Commitment to building the skills and support systems necessary to execute effectively
- Ability to collaborate with customers to define mutually beneficial solutions
- Courage to try, and sometimes fail, at testing innovative ideas
This means gaining expertise typically found in more traditional business-to-business selling models such as key account management and inside sales execution to go alongside today’s clinical expertise.
The Alexander Group will help expedite and orchestrate your journey to a customer-centric organization by challenging you to innovate and see your issues through a new, cross-industry lens. We will work with you to confirm unique customer needs and design, deploy and execute on the most effective go-to-market strategy for this challenging business environment. Contact us today.
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