Delivering Pharmaceutical Value to Stakeholders - a global approach to development with TACK

In this blog we take a brief look at how the world of pharma needs to address stakeholder value and how one particular organisation has taken a global approach to training with TACK International.

In response to the quickly changing health care environment, suppliers in the pharmaceutical world need to think about value in relation to their stakeholders in order to continue to be successful in improving the lives of patients in the future.

But what is meant by Value?

Creating value is about understanding the needs of the 5 Ps:Patients and Physicians will, of course, always be critical to the pharma business, yet Purchasers (Payers) and Policymakers are also two groups who need to be appreciated and engaged effectively by sales professionals within pharma. Lastly of course - the People (Company employees).

The better one understands and addresses the needs of these groups, the more value salespeople can create for each of them.

The value created for stakeholders has to deliver to the investors – and the more confidence investors have, the more investment suppliers will attract, and so in turn, the more pharma suppliers can continue to invest to meet patients’ needs.

In order to deliver value to the range of stakeholders, pharmaceuticals (and most other industries) need to enhance their points of differentiation through responsible yet innovative solutions that improve their efficacy proposition. Pleasing one of your stakeholders in any industry is not enough, value must be driven to all involved at each point of contact.

How to do this is down to each individual organisation and each must establish their own approach however, when that strategy is decided upon, it is vital that their people (one of the Ps!) all approach the market in a consistent fashion.

One leading pharmaceutical organisation has recognised this need and, having developed its own approach to driving improved value to their client stakeholders, are beginning the process of embedding the process amongst its people on the ground, around the world through working with TACK International.

They gathered in Spain for a week at the end of January 2012 to challenge themselves, both as teams and as individuals, in order to leave charged up to deliver consistent value to these stakeholders and to continue success throughout 2012 and beyond.

This event was a showcase of how TACK can work on a global scale with a truly bespoke approach alongside our client partners.

13 trainers from around Europe converged to deliver training sessions in 7 languages alongside the management team from the client. This approach allows any client to derive maximum value, efficiency and consistency of message, thus ensuring strong return on training investment. With strong follow-up and post-delivery work between TACK and our clients we ensure that training and development isn’t just a tick box exercise but one that drives value to the bottom line of your business.

With a presence in 45 countries, the ability to cater for almost any country worldwide, in 35 languages with hundreds of experienced and engaging trainers we are well placed and practised in helping international businesses meet their challenges head on and grow on a global scale.

About the author

Hugh Alford is an experienced sales and management trainer and is the author of our bi-annual 'Buyers views of sales people' and 'Sales leadership' research studies. He is a forward thinking and innovative trainer with significant contributions to the constant evolvement of our open and in-company training programmes. You can follow Hugh on Twitter @fruits_hugh