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Actually, don’t.

There’s too much of that going around. Picking from a group of providers that may or may not be best for the training project(s) you’re initiating.

boromir

It’s not harmful to use a random meme generator, but when eight out of every 10 dollars Pharma spends on commercialization is with outsource providers (TGaS Advisors), we can’t afford random vendor selection.

But, there’s a problem – how to select among those hundreds of agencies, consultants, and training companies? Who can vet all those vendors, and know what they do best?

That’s why you put Impactiviti on your speed dial.

BestFitVendor

We vet the training vendors, figuring out where they do their best work, and then make targeted recommendations to you. With 21 years of experience in the commercial training industry, we have the knowledge and the contacts you need.

Make one call – it’s free. That’s a whole lot easier than doing internet searches, gathering opinions from colleagues, sitting through capabilities presentations – and then still wondering whether you’ve found the optimal provider.

Set up a Connection Call with Steve Woodruff, and you’ll discover the best-kept secret in the industry – your shortcut to finding ideal partners. We’ll discuss your training needs together, and I’ll make intelligent, targeted (not random!) recommendations.

I have known Steve for many years and worked with him on a number of projects. He has a ton of experience and connections that he is able to leverage to help make your work together successful. Highly recommended! – Director of Training and Past President, LTEN

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When you facilitate workshops (or teach, or train, or preach, or….), you have to pull illustrations from wherever you can.

Even a toddler’s bedroom. Let me explain.

People marvel when my wife or I explain how we enforced bedtimes (and wake-up times) with our kids when they were young.

When I explain the simple technique, and the principle behind it (The External Authority), any parents in my Project and Vendor Management workshop start scribbling notes furiously. It may be the most high-impact takeaway in the course!

Here’s what we did – we used THE CLOCK as the authority. When THE CLOCK says it’s 8:00 pm, then it’s bedtime. It’s objective and non-personal, and you can’t argue with Mom and Dad, because the external authority has decreed what the reality must be.

Even better – they weren’t allowed to leave their bedrooms in the morning until THE CLOCK said 7 am.

7-00-clip-art

In this way, we remove any nagging negotiation between parent and child by pointing to something “above” all of us, something that carried with it a sense of inevitability and external authority. How can you argue with the march of time??

(Have young children at home? I know you’re scribbling notes right now!!)

OK – so, what does this have to do with project and vendor management, or any other facet of corporate life?

A great deal.

When projects begin to go off the rails due to miscommunication or scope creep, it’s generally because there hasn’t been a carefully defined and articulated project plan. An agreed-upon project definition, with an agreed-upon process, a defined timeline and budget, and an agreed-upon scope of work.

That project plan is THE CLOCK.

The last thing you want to get into as a project manager is a schoolyard brawl with internal stakeholders or external vendors over what has happened to a going-south-project. The project manager(s) often end up getting the blame in these scenarios. This is prevented is by creating a detailed project plan that everyone consciously agrees to up-front. The plan, and its scope, becomes the external authority, reigning in unauthorized changes and enforcing a level of project discipline on all contributing stakeholders.

Now, it’s not you against them. It’s you and them being accountable to The Plan. Which can only be changed by high-level stakeholders (ultimately) responsible for budget and timing.

You can see how the appeal to an external authority is used all the time in corporate life. Sometimes, with very good effect; other times, as an excuse and evasion of responsibility.

For example – what sounds better: “I’m firing you because I just don’t like you,” or, “According to our manual of company behavior, we’re going to have to let you go because you violated Rule #37b on April 12th.” One of these is strictly personal and can lead to a lawsuit; the other has a whiff of objective inevitability.

Or this: “I tried to herd all the cats, but somehow the project ended up 20% over budget and 3 weeks late,” vs. “The VP of Sales signed off on a change to the original scope in order to include 2 extra videos on August 3rd, which impacted the budget by 20% and pushed back our final deliverable by three weeks.”

Are you involved in managing projects or vendors? Your best friend is detailed definition and up-front agreement. You always want to the clock on your side!

Also on the Impactiviti blog: Tossing Trainers into the Deep End of the Pool 

I had T&D Director inquire recently about what kinds of sales force training are most commonly being delivered via the corporate LMS in the commercial pharma industry.

I gave him a quick list, then asked for input from a bunch of my contacts in the Impactiviti “Inner Circle.” So here is our curated list:

1. Plain .pdfs
2. Interactive .pdfs
3. Slideshows
4. Narrated slideshows, perhaps with light video (like Brainshark) (webinars fit here also).
5. Straight videos
6. Low-end eLearning created with authoring tools (scroll-through with narration, minimal interaction, maybe light video, some assessment questions)
7. High-end eLearning created with authoring tools (lots of interaction, some animation, some video, some avatars, certification-level assessment questions)
8. Virtual classroom sessions
9. Low-end simulations (simple branching, inexpensive multimedia)
10. High-end simulations (sophisticated branching, extensive multimedia; more immersive)
:: (just emerging: augmented and artificial reality)

In recent years up to the present, I see most of the activity still happening between #2 – #7 above.

One of the more interesting trends which I see (and heartily approve of!) is delivering more training and other sales force content through unified-interface interactive apps like Scrimmage* (available via mobile devices), and letting the LMS system be the back-end “black box” for storing training records behind the scenes.

What has been your experience? Any other LMS-delivered/tracked learning modalities that you’re using?

*contact me (AskSteve@impactiviti.com) about Scrimmage if you’re not familiar with it. Great platform.

Today’s quick-read news highlights brought to you by Impactiviti:

Ph News

>> Ovarian cancer drug (Merck/AstraZeneca) gets expanded use approval from FDA.

>> $465M: The price tag misclassifying a EpiPen (Mylan)

>> Pfizer gets FDA approval for drug to treat rare ALL cancer.


 

imp bp

Looking to identify the best outsource vendors for your needs? Need on-boarding and developmental training on project/vendor management? AskSteve@Impactiviti.com

PLUS: we share a weekly e-newsletter with helpful recommendations and resources for commercial pharma, biotech, and medical device professionals. Click to join:

–> Sign up for the Impactiviti Connection here

Today’s quick-read news highlights brought to you by Impactiviti:

Ph News

>> Novartis’ heart drug Entrestofinally gaining market traction.

>> The Top 25 Oncology Brands of 2016: Here’s your list, from Medical Marketing and Media (which company do you think has three of the top five?)

>> Alexion grabs 3 new patents for its lead drug Soliris – can they keep future biosimilars at bay?


 

imp bp

Looking to identify the best outsource vendors for your needs? Need on-boarding and developmental training on project/vendor management? AskSteve@Impactiviti.com

PLUS: we share a weekly e-newsletter with helpful recommendations and resources for commercial pharma, biotech, and medical device professionals. Click to join:

–> Sign up for the Impactiviti Connection here

 

Today’s quick-read news highlights brought to you by Impactiviti:

Ph News

>> Drug expiration dates: bogus? “Hospitals in the U.S. throw away $800 million worth of unused medicine every year, and pharmacies and consumers trash uncounted millions more, all because they didn’t use or sell those medicines prior to the date printed on the bottle. But according to a new report from ProPublica, most of those drugs are safe and effective for years after the expiration date. And the Food and Drug Administration (FDA) knows it.”

>> Drug + Digital: I think we’ll be seeing a lot more clinical trials like this. (diabetes: Afrezza plus OneDrop)

>> Killing leukemia with mushrooms? – intriguing possibility


imp bp

Looking to identify the best outsource vendors for your needs? Need on-boarding and developmental training on project/vendor management? AskSteve@Impactiviti.com

PLUS: we share a weekly e-newsletter with helpful recommendations and resources for commercial pharma, biotech, and medical device professionals. Click to join:

–> Sign up for the Impactiviti Connection here

 

Today’s quick-read news highlights brought to you by Impactiviti:

Ph News

>> Following the money on opioid prescriptions:One in 12 doctors has received money from drug companies marketing prescription opioid medications…researchers at Boston Medical Center found that from 2013 to 2015, 68,177 doctors received more than $46 million in payments from drug companies pushing powerful painkillers.

>> A valuable business case study: How does Intuitive Surgical make most of its money? If you immediately thought of “razor blades,” you’re on the right track…

> J&J and the talc warsno end in sight.


imp bp

Looking to identify the best outsource vendors for your needs? Need on-boarding and developmental training on project/vendor management? AskSteve@Impactiviti.com

PLUS: we share a weekly e-newsletter with helpful recommendations and resources for commercial pharma, biotech, and medical device professionals. Click to join:

–> Sign up for the Impactiviti Connection here

 


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