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Archive for the ‘Consulting’ Category

The days of sending out armies of sales reps equipped with product knowledge and selling skills are over.

In the new environment, healthcare professionals will (rightly) expect representatives from drug companies to provide much greater value on the business level.

Some of Impactiviti’s preferred partners specialize in training offerings to help create more business-savvy and valuable field employees. The business of healthcare is changing and becoming more complex. The ability to think strategically and broadly will continue to grow.

If this type of offering is what you’re looking for, contact Steve Woodruff at Impactiviti. We’ll introduce you to an optimal vendor/partner with a track record of success.

(And, if you’re in need of any aspect of sales force or management training, we can identify optimal partners for you!)

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Impactiviti is a consultancy focused on helping companies identify optimal partners for training/marketing needs. This vendor/client “matchmaking” service is provided free of charge to client companies (preferred partners pay a referral fee when a new business relationship is established).

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southI’m a native Northeast guy, but I spent 7 years in the South (Tennessee). I enjoy visiting there when I can. But there’s one time when you really don’t want to head in that direction, and that’s when the training project you’re working on with a vendor goes south!

It happens. More often than anyone likes to talk about (hey, it’s embarrassing for both client and vendor, you know?). Not only in pharmaceutical training, but in other industries, stuff goes wrong and reputations get hurt.

There are three main reasons why project failure happens:

  1. Poor choice of a vendor/provider, dooming the project from the get-go;
  2. Inadequate definition of the project itself;
  3. Lack of sound and agreed-upon project management processes.

It grieves me to see the money, time, and good-will squandered because some fairly straightforward practices are not employed.

You don’t have to settle for these failures, however. At the upcoming Society of Biotech and Trainers Conference (SPBT), I’ll be co-facilitating a workshop on project management (Hey – I Didn’t Sign up to Manage Projects!). This session will take place on Wednesday morning at 9:15 am (Session 3). My co-leader Bob Holliday from Boehringer-Ingelheim and I will try to equip you and your colleagues on the basics of good vendor selection, project definition, and project management. Variations of this workshop have been delivered in a number of client departments over the past year and the content is always very relevant and practical.

Don’t let your projects turn to the downward side of the compass! Come and learn the foundational principles and best practices that lead to success.

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Business Acumen. Influence without Authority. Emotional Intelligence. Negotiation. Interviewing. Performance Evaluation.

For your emerging managers and leaders, there’s a slew of on-line courses and classroom workshops you’d like to offer. But from whom?

Here at Impactiviti, we’ve lined up top-notch, pharma-focused suppliers who can partner with you to fill in with specific courses, or design an entire curriculum. Proven partners with proven expertise.

If this type of offering is what you’re looking for, contact Steve Woodruff at Impactiviti. We’ll introduce you to an optimal vendor/partner with a track record of success.

(And, if you’re in need of any aspect of sales force or management training, we can identify optimal partners for you!)

—––

Impactiviti is a consultancy focused on helping companies identify optimal partners for training/marketing needs. This vendor/client “matchmaking” service is provided free of charge to client companies (preferred partners pay a referral fee when a new business relationship is established).

Subscribe to the Impactiviti blog via e-mail

Subscribe to the Impactiviti blog via RSS

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How’s Your Network?

Verizon made a great advertising move by differentiating itself from other wireless competitors by pointing to its superior network.

Cell phone service is pretty much a commodity – until you can’t get a connection.

impactmedWhen it’s 911 time in your career (and even well before), you don’t want to be without a network. That’s why we’ve launched a LinkedIn Group called Impact.

This group is just for Life Sciences Sales/Sales Training/Marketing professionals inside pharma, biotech, and medical device companies. No vendors, no recruiters, no outsiders (please see *below). The purpose is to help pharma professionals, in these times of instability and downsizing, to network with peers who can help make connections. You can make contacts, ask questions, and expand your professional base in a safe and secure environment.

Let’s face facts – there is no job security, even in large companies. Your best career-enhancing move is to build a great network that will open doors of opportunity.

linkedinJoin up!

Joining the Impact Group is simple. If you’re on LinkedIn already, just click here and sign up for the group. If you don’t yet have a professional presence on LinkedIn, you can easily sign up and start (see my profile for an example of how to create one). And if you’re a pharma professional, please feel free to send a connection request to me in order to help build your network.

* P.S. For vendor/providers, contractors, freelancers, and consultants, there is a separate group (ProActiv) for making professional connections. This group is designed to help vendor/supplier companies and potential employees/resources find each other.

(This non-commercial networking service is set up and sponsored by Impactiviti, a unique business “matchmaking” service. We help pharma clients identify and partner with optimal vendors for training/marketing/communications outsourcing needs. Our free consulting service is explained here.)

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If you’re looking to improve the “on-boarding” and “up-skilling” (don’t you love terms like that??) of your new sales trainers, Impactiviti can help! We’ve worked with one of our partners to come up with a multi-phase program – customizable to your needs, but with a lot of already-developed core content.

This Train-the-Trainer program runs from new trainer on-boarding, to advanced trainer training and pre-management.

  • Delivered in phases, in-house
  • Customizable
  • Performance consulting and effectiveness assessment
  • On-line and blended versions

Contact us here at Impactiviti (stevew at impactiviti dot com) to discuss!

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What happened to the August “lull”? I’ve never seen so many incoming calls for vendor recommendations – not that I’m complaining, mind you!

In the last few weeks, a lot of concentration on Account Manager (and other personnel) training for Managed Markets. Finding some great resources, with the help of my “inner circle” of clients and suppliers. Also in recent days, requests for specialty field force training, sales-meeting-in-a-box providers, marketing agencies, and training audios.

It is my goal to continue gradually expanding my network of providers, finding the best vendors who focus on specific needs and niches. And those of you on the client side are a big help, providing your recommendations of those that have served you best. When you help me identify your best-in-class providers, you not only strengthen their business so that they can grow and better serve you, you help your pharma training colleagues and make the entire marketplace healthier. I call it “accelerated natural selection”!

(by the way, if you’re working with software development vendors, please be nice to them. This amusing little video clip explains why!)

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Are you looking for:

    eLearning development (courses, simulations, etc.)?
    LMS/portal solutions?
    On-line assessment solutions?
    Webcasting?
    Other technology training solutions?

Contact us here at Impactiviti. We’re pretty tech-savvy and we have a lot of contacts in the training technology field. We’ll save you a lot of time and trouble by walking through your needs with you and identifying the best suppliers.

(Of course, we provide recommendations on FAR more than technology – live workshops, selling skills, curriculum design, leadership development, event training – our network of providers is broad and deep!)

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