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The managed care environment is complex, and ever-evolving. Many learners (new and experienced) struggle to retain all the information presented in eLearning modules, and they rarely go back to reference them.

One of Impactiviti’s partner companies has come up with a customizable Managed Markets Overview in an easy-to-navigate flipbook that makes for a great reference guide for the entire organization. This production incorporates the patient story, and the thoughtful layout and graphics make it easy to retain the information.

Customized pull-through activities that target your team’s specific needs can be created to enhance the impact of this content.

If you would like a sample, please let me know (asksteve@impactiviti.com) and I will connect you with my preferred managed markets training partner.

Your product is going global, and sales forces from multiple countries have to get up to speed with customized launch meetings and messaging.

Where do you turn for help?

Here is how one of Impactiviti’s preferred vendor-partners helped a growing client with this challenge:

>> Case Study: Global Product Launch Training (single-page download)

global launch

Reach out to us here at Impactiviti (973-947-7429) for any outsource training needs you have – we’ll be happy to recommend an optimal partner!

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Impactiviti provides vendor-client “matchmaking” services in the life sciences training area, built on a unique trusted referral network model. We consult and provide vendor advice at no charge for life science companies. Contact Steve Woodruff at asksteve@impactiviti.com

You’ve got an existing sales force, and they need to be trained in a new therapeutic area (while also training a new sales force at the same time).

How do you build a curriculum to accomplish this?

Here is how one of Impactiviti’s vendor-partners helped a growing client with this challenge:

>> Comprehensive Oncology Training Curriculum case study (single-page download)

curriculum map case study

Reach out to us here at Impactiviti (973-947-7429) for any outsource training needs you have – we’ll be happy to recommend an optimal partner!

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Impactiviti provides vendor-client “matchmaking” services in the life sciences training area, built on a unique trusted referral network model. We consult and provide vendor advice at no charge for life science companies. Contact Steve Woodruff at asksteve@impactiviti.com

Some of your vendor-partners are great at more limited learning initiatives – but what if you need something with greater breadth and depth, like a global learning program?

That’s when you need a training partner with a deeper pool of resources.

Today’s case study is how one of Impactiviti’s premier partner companies executed a global eLearning program for a Consumer Healthcare client.

>> Case study_Global Learning Program

CaseStudyGlobaleLearning

Reach out to us here at Impactiviti (973-947-7429) for any outsource training needs you have – we’ll be happy to recommend an optimal partner!

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Impactiviti provides vendor-client “matchmaking” services in the life sciences training area, built on a unique trusted referral network model. We consult and provide vendor advice at no charge for life science companies. Contact Steve Woodruff at asksteve@impactiviti.com

In the commercial training arena for life sciences (pharma, biotech, diagnostics, medical devices), we do a lot of outsourcing to vendor-partner companies.

I worked for one of those partner companies for 10 years, and, for the last 9 years, have served as an intermediary between life sciences training professionals and outsource vendors.

I’ve seen good. I’ve seen bad. And I’ve seen ugly.

So, how can you partner more successfully with your vendor/partners?

Let me give you three top perspectives, and then offer you a Top 10 download list:

1. Always bear in mind that vendors can be a GREAT resource. Your vendor-partners typically have unique expertise in an area you need help with – managed markets, instructional design, curriculum development, technology, meeting logistics, and a whole host of other disciplines. But beyond this, the people you get to know on the vendor side have networks and contacts that can be of immense value. As you develop vendor partnerships, don’t forget to sit down over coffee or lunch periodically and just TALK. Your next job role, or a crucial new resource, or some vital bit of industry insight, may come from getting beyond current client/vendor titles and just enjoying some human networking. Further reading: Networking is Gold-Mining.

2. Your current role is only temporary. There is no job security – only network security. Therefore, you should not only network pro-actively with your peers inside your company (and in other life sciences companies), you need to remember that your vendor-partners most likely have a breadth of contacts across the industry. You not only open doors for them; they can open doors for you. When you realize that you should continually be transition-ready, vendors are not bothersome entities – they are valued friends. Further reading: Career-transition Ready is the New Black.

NetworkSecurity

3. Working with vendors with a win-lose, scarcity, competitive attitude is a losing game. You’re not there to “beat” your vendors, winning some game such that they lose. That’s incredibly short-sighted and counter-productive. Burning bridges by being a jackass is going to come back to bite you. Your most successful projects will involve working collaboratively with your partners so that everyone looks great at the end.

Want to learn more? Here’s a white paper, assembled with the input of people on both the client and vendor side, giving the top ten ways (from each perspective!) to work together: Client-Vendor Success White Paper

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Impactiviti provides vendor-client “matchmaking” services in the life sciences training area, built on a unique trusted referral network model. We consult and provide vendor advice at no charge for life science companies. Contact Steve Woodruff at asksteve@impactiviti.com

Last night over a glass of wine on our back patio, I gave my wife a glowing report about the LTEN conference (from which I had just returned). And it struck me afresh how upbeat this year’s event truly was.

I mean, it was in Scottsdale, Arizona – so how could things NOT be bright and sunny?

LTEN Scottsdale

I know that the LTEN staff (always great to see Dawn, Christine, Miki, Gregg, Nanette, and Tim!), who worked so hard on the event, were thrilled with the attendance numbers, including a growing number of folks from medical device and other related companies.

LTEN crowd

Board Members and Advisors were actively engaged throughout the week, constantly visible in sessions and on the exhibit floor.

LTEN Board

John Constantine, Corey Padovano, Jim Page

This was John Sjovall’s last conference serving as President, although his imitation of Elton John (LTEN John – get it?) did not put him on a yellow brick road to Vegas for nightclub bookings, we all appreciated his steady leadership over the past two years.

LTEN John Sjovall

This year, I didn’t attend a lot of workshops, instead focusing on networking with individuals on both the client and vendor/partner sides. And that was wonderful. In fact, the main keynote was by Keith Ferrazzi, on the building of community through networking. Keith’s material was solid and very practical – I’m always going to applaud encouragements to build professional networks.

The most creative and interesting workshop that I did attend was put on by the folks at Campbell Alliance Learning Solutions (John Bye and Celeste Mosby) – a very cool board game to teach market access fluency. Some of the talks I attended were too didactic, but this one was full of energy as the various teams worked together to try to figure out where the decision-making power resided in a simulated managed markets setting.

And then there was the conference app – a quantum leap above any other mobile application we’ve had in the past. This one, created by DoubleDutch, encouraged direct person-to-person interaction and easy posting of updates/photos. For years, getting social media integrated into the LTEN conference has been a slow ride, but I think we finally crossed the river this year. Utilization of the app was off the charts!

LTEN SW Jim

The evening social events (Monday and Wednesday nights) were very pleasant and relaxed networking times. Monday was a bit weak on the food side of the spectrum, but Wednesday certainly was not! The Learning Labs (mini sessions in the exhibit hall during lunch hours) seemed to be received quite well; and, for the first time, there were LTEN Excellence Awards, including posters of entries. Nice touch.

Since my Impactiviti business is about matchmaking life sciences companies with optimal vendor/partners, I tend to spend a lot of time on the exhibit floor, interacting with my many vendor friends. Having been on the provider side for many years, I’m acutely sensitive to the mood of our vendor colleagues, and often there have been complaints about how little traffic there is in the exhibit hall. But this year, we seemed to hit an inflection point. The mood among vendors was very upbeat, all week – lots of solid interaction happening. I think the combination of better scheduling (more free time in the hall); a simple and intuitive layout of the facility (exhibit hall centrally positioned and all meeting rooms extremely close); and the lack of “outside” distractions at this particular resort made for a much better community experience. Also, it was a privilege to be able to connect many vendors and clients “live” at the conference, which is always a highlight of my year.

Next year’s event will be held June 13-16 at the Gaylord National D.C. Resort; for our friends in Medical Device and Diagnostics companies, there is a gathering in Chicago this year on October 6-7.

Do you want to stay updated throughout the year on the latest life sciences training news and resources? Subscribe right here to the twice-monthly Impactiviti e-newsletter and get better connected to your community! And call on me at any time for advice on your training needs: asksteve@impactiviti.com

-Steve Woodruff, President, Impactiviti – the eHarmony of Life Sciences Training

Are we connected yet on LinkedIn?

(there is now an addendum at the end of this post – a single question to help you network more effectively with your peers; PLUS a single question for vendors to ask potential clients as they meet/talk with them)

It can be an overwhelming experience to walk into a trade show exhibit hall – so many booths! Wall-to-wall companies! And they all seem to do the same thing!!

Sound familiar?

Some people* even shy away from vendor interaction because the exhibit hall experience can be so overwhelming, and there’s always a sense that you’re a target being sold to.

*(hello, fellow introverts!)

Well, I want to give you one simple tool to cut through the bull and help you find out if a vendor is potentially a right match for you. It’s a straightforward question demanding a straightforward answer. Here it is:

sweetspot
Here’s the thing to understand – vendors are in a dilemma. They’d really prefer to get only the business that’s an optimal “fit” for them, but they feel the pressure to cast a wide net and portray themselves as providers of “this, and that, and the other thing, too.”

Don’t let them. Go directly for the bulls-eye. Gently force each vendor to define their sweet spot with precision. Have them describe the kind of project where their blood pumps fastest. This is also, by the way, where they’ll have the best case studies (follow up by asking for a case study of how/when they did this for another client).

That’s it! With that one question, you can move past the fluff and get to the heart of the matter. And if a vendor insists that they can do 10 things well and they’re the ideal one-stop shop, just smile and move on.

ADDENDUM

>>So, you’re a vendor and you want to go beyond the usual canned question(s) when a potential client walks up (so, what are you looking for? Have you seen our such-and-such?) Here’s what I suggest: break the selling mode by introducing yourself, and then asking, with a sincere heart: “What are your goals for attending this conference, and how can I help you?” Then, be helpful – share your knowledge and advice and contacts. Focus your attention on that person, not on your pitch.

>>As an attendee, sometimes it can be awkward to strike up conversations with your peers. We know the standard questions (so, what do you do? How do you like working at ___company___?) Here’s a different question that I find leads immediately to a deeper level of conversation: “I see that you’re working for ___company___ – can you tell me your 2-minute story? How did you your journey bring you to this position?” Then shut up and listen. Give others a chance to tell their story – it’s always more fascinating than a bare exchange of facts. And it will usually open up a much-longer-than-2-minute discussion!

For my biopharma training clients, I hope to see you at the annual LTEN Conference next week in Phoenix. Want to meet up for coffee or breakfast to brainstorm your vendor needs? Just ping me at stevew@impactiviti.com and we’ll set up a time to meet with you and/or your team!

Additional reading: Conference Effectiveness Training: Don’t Leave Home Without It by Mark Goulston (and including some perspectives from Keith Ferrazzi who will be keynoting at the LTEN conference next week).

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Impactiviti provides vendor-client “matchmaking” services in the life sciences training area. Our business model is built on a unique trusted referral network model.

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