Value Proposition and Account Executive Training Case Study

Value Proposition Account Executive TrainingSituation:

Existing payer value proposition framework was not establishing a competitive advantage and the Account Executive presentation powerpoint was cumbersome and therefore under-utilized.

 

Problem:

Prior version was developed based on content from the sales commercial presentation and, therefore, did not define a payer solution. Additionally, investigation proved that the prior version was too long, was too high gloss and was not member centric in its messages.

 

Value Added:

Payer value proposition framework was reworked and an Account Executive presentation PowerPoint was created and delivered in two weeks. The Herspiegel Consulting deliverable was then used for additional brands across the client portfolio.

Latest Blogs

Fed-Up Hospitals are Starting Their Own Drug Company to Lower Generic Drug Prices

February 12, 2018
The impact of drug shortages is not new within the healthcare system, particularly at the hospital level...
Read more

FDA Continued Rejections of Citizen Petitions Highlights Key Lifecycle Challenges for Biologic Manufacturers

January 24, 2018
Citizen petitions have historically been a tool in the brand manufacturer’s toolkit of “product life...
Read more

The FDA approved Dupixent for moderate-to-severe atopic dermatitis

April 14, 2017
  The FDA approved Dupixent On March 28th, the FDA approved Dupixent for moderate-to-severe atopic ...
Read more

Why Drug Pricing is in the News Now and What Can Be Done About It?

March 3, 2017
Why drug pricing is in the news now and what can be done about it? From Turing Pharmaceuticals to Mylan,...
Read more