IM Associates: 2012 service offering
- 1. IM Associates Service offering - 2011
- 2. IM Associates service offering 2 息 2011 IM Associates: service offering 29/11/2011
- 4. IM Associates analyse healthcare insights Patient flow intelligence Customer profiling, segmentation & targeting Market dynamics & GEOanalyses 4 息 2011 IM Associates: service offering 29/11/2011
- 5. How do you assess current treatment algorithmes / patient flows? Where does the patient initiate? Whos the key stakeholder for cure? How many lines of treatment are there? Whats the impact between secondary and primary care? To what extent has patient compliance an impact? When do you run such questions? Flows are dynamic, how do you secure this? 5 息 2011 IM Associates: service offering 29/11/2011
- 6. IM Associates build dynamic patient flow models In a patient flow model, IM Associate start with the available market research, pharmaco insights, desk research and interview information from the field / customers. The first insights are consolidated in a flow chart model; a key step is to determine the impact of the dynamic and variables that will change commercial success. 6 息 2011 IM Associates: service offering 29/11/2011
- 7. IM Associates build dynamic patient flow models After approval of the flow, a dynamic simulation model is built in PowerSim software (with an Excel input/output). Dynamic simulations are used to analyse the impact between variables in flow model. Its crucial to grasp such impact. Advantages for dynamic simulations: Linked to a time-interval (week, month, quarter, year) Delays are included (eg average treatment duration, time to pass from GP to SP, ) Circular references are not a problem (eg relapse) Powersim 7 息 2011 IM Associates: service offering 29/11/2011
- 8. IM Associates analyse healthcare insights Patient flow intelligence Customer profiling, segmentation & targeting Market dynamics & GEOanalyses 8 息 2011 IM Associates: service offering 29/11/2011
- 9. Why do customers do, what they do? What are drivers for prescription? Who are your loyal customers? How do you define loyalty? What do they prescribe for your competitor(s)? Who are your early innovators? Why, whats the rationale? 9 息 2011 IM Associates: service offering 29/11/2011
- 10. IM Associates translate profiling to the field In a customer profiling project, IM Associates identify & analyse customer behaviour: Qualitative Interview based Market research Quantitative Buying process Prescriptions Sales data The research conclusions are implemented in a profiling tool so that the selling organisation can expand the insights to the full customer universe. 10 息 2011 IM Associates: service offering 29/11/2011
- 11. IM Associates analyse healthcare insights Patient flow intelligence Customer profiling, segmentation & targeting Market dynamics & GEOanalyses 11 息 2011 IM Associates: service offering 29/11/2011
- 12. Entering a new market? New country New pathology New target audience . Who are the important stakeholders? How does reimbursement work in this pathology? Whats the competitive detailing activity? Is there are potential concentration? 12 息 2011 IM Associates: service offering 29/11/2011
- 13. In a market dynamics scan, IM Associates screen the market conditions: Are there guidelines, protocols, etc and whats their field relevance? Whats the reimbursement situation and in which life-cycle stage are the direct competitors? Who are the key stakeholders? How to phase the launch investments? IM Associates provide a document with a summary of the analyses and insights, including launch propositions. 13 息 2011 IM Associates: service offering 29/11/2011
- 15. IM Associates advise on commercial excellence Key account & stakeholder management process design Foresight & scenario building Performance management & rewarding 15 息 2011 IM Associates: service offering 29/11/2011
- 16. Whos the main target audience today? Has this changed or is it undergoing change? Who are customer facing people? To which extent has this changed over time? Whats the impact on day-to-day customer contacts? How does the integration and communication work? Whos responsible for the national stakeholders? How do insights flow through the organisation? Whos following-up on the stakeholder plan? 16 息 2011 IM Associates: service offering 29/11/2011
- 17. IM Associates build sales processes A changing environment with an increasing number of internal & external stakeholders requires a new commercial approach. IM Associates support to redefine and reshape the commercial process: 1. Demonstrate the need for change 2. Create buy-in 3. Build the process 1. Segmentation strategy 2. Action plan development 3. Roles & responsibilities 4. Follow-up KPIs & objectives 4. Ensure flawless execution 17 息 2011 IM Associates: service offering 29/11/2011
- 18. IM Associates advise on commercial excellence Key account & stakeholder management process design Foresight & scenario building Performance management & rewarding 18 息 2011 IM Associates: service offering 29/11/2011
- 19. How do you see the evolutions in pharma Belgium into 2012-2015? What are critical uncertainties? Which driving factors are relevant in a changing market? What are your biggest hopes and worst fears? How do you anticipate changes in the healthcare environment? How do you prepare for your future? 19 息 2011 IM Associates: service offering 29/11/2011
- 20. IM Associates run scenario building Foresight and scenario building is a Shell-based methodology applied by IM Associates to develop plausible scenarios for the future. The goal is to define a strategic toolbox (strategic options) for each of the scenarios. Foresight is a participatory process whereby multi-functional stakeholders (internal, but also external) are connected in interactive workshops. 20 息 2011 IM Associates: service offering 29/11/2011
- 21. IM Associates advise on commercial excellence Key account & stakeholder management process design Foresight & scenario building Performance management & rewarding 21 息 2011 IM Associates: service offering 29/11/2011
- 22. Where is the link between sales objectives and incentive plans? How is this percieved by the commercial organisation? To which extent is it flexible in a changing healthcare environment? How transparent is the sales objective methodology? How do the incentives link into the objectives? How documented is the incentive plan design? 22 息 2011 IM Associates: service offering 29/11/2011
- 23. IM Associates utilise sales objective methodology and link it to incentive plans IM Associates have developed a transparent methology to provide a commercial organisation with objectives, taking into account: Splits for cycles or quarters Retail and hospital drugs Dedicated and mirrorred sales teams A set of variables per brick/territory: Market potential (incl trial-locked potential) Product(s) sales Sales growth margin Next to the objectives, IM Associates make sure that the incentive plan is in line with the company KPIs and with the objective settting design. 23 息 2011 IM Associates: service offering 29/11/2011
- 25. IM Associates build tailor made tools & reporting solutions Performance management platform IM.smart GEOmarketing tools 25 息 2011 IM Associates: service offering 29/11/2011
- 26. IM Associates has developed a reporting solution that provides personalised insights Across datasources Accessible through email, iPad, website portal or through Excel Personalised reports Full functional dashboards 26 息 2011 IM Associates: service offering 29/11/2011
- 27. Example: sales rep dashboard 27 息 2011 IM Associates: service offering 29/11/2011
- 28. Example: web portal access 28 息 2011 IM Associates: service offering 29/11/2011
- 29. IM Associates build tailor made tools & reporting solutions Performance management platform IM.smart GEOmarketing tools 29 息 2011 IM Associates: service offering 29/11/2011
- 30. IM Associates build tailor made tools Tailor made GEOtools already built: Customer network builder (building influence networks) Hospital monitor QB-monitor Non GEOtools: Profiling tool for Xponent exercises 30 息 2011 IM Associates: service offering 29/11/2011
- 32. IM Associates train healthcare professionals Healthcare environment dynamics: During a workshop meeting with the field representatives, IM Associates prepares a field team for the changes in the healthcare environment. Starting from the rep input, dynamics of the Belgian and surrounding country environments are shown and discussed. Competence management (Sales, KAM, ): Building on the Insights (www.insights.com) methodology, IM Associates identifies the required skill set, maps the GAP with the existing resources and proposes individual training needs. 32 息 2011 IM Associates: service offering 29/11/2011
- 33. IM Associates service offering 33 息 2011 IM Associates: service offering 29/11/2011
- 34. IM Associates take project ownership and focus on implementation. Our goal is to establish a preferred partnership with our clients by building trust and achieving results. Geert Vromman Director www.im-associates.eu gvromman@im-associates.eu +32 473 900 475