makrocare 30 60 90 plan

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30-60-90 plan MAKROCARE

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Page 1: Makrocare 30 60 90 plan

30-60-90 planMAKROCARE

Page 2: Makrocare 30 60 90 plan

30 60 90 PLAN

Page 2Saumitra Rahatekar for Makrocare

CONTENTS

................................................................................................................................Agenda 2...............................................................................................................................30 days 3

...............................................................................................................................60 days 4

...............................................................................................................................90 days 5

Agenda:

Following is my plan for the first 30 days, 60 days & 90 days. Your reviews and suggestions are welcome!

Page 3: Makrocare 30 60 90 plan

30 60 90 PLAN

Page 3

Setting up goals, training, Sales approach, strategy, Prospecting, Building relationships within Makrocare

TrainingTraining on Makrocare’s services

including Data Management, Site

Monitoring, Regulatory Affairs, Medical Writing, Drug Safety and monitoring, training services. Refreshing knowledge

of Oracle Clinical, SAS Clinical.

Setting up of GoalResearching the region allocated,

existing clients and prospects, setting up target for the year. Based on the

target setting up pipeline.

SalesWhat is our approach, and overall

strategy, discussing elevator pitches, cold calling techniques, the value

statement.

ProspectingAccount mapping of current clients,

looking for low hanging fruit if any (Any

paper based operat ion can be substituted, work load on client each staff and future work et.al)

Top prospects in the region across all key verticals, Pharma, Biotech,

Clinical Research Organizations, Medical Device, Drug Discovery companies, NGOs, Universi t ies,

Consultancies, IT firms in Life Sciences.Targeting the areas in which we will

win, or have an advantage. For e.g Not many competitors have presence in CO, HI, AZ.

Leveraging contacts gained over last year.

Partnerships with VARs(Value Added resellers) if any or Technology

companies to provided end-to-end solution to the client, Diagnostic companies et.al

Building relationships withinMeetings (online or in person) with

Makrocare’s CRAs, Project Managers, Investigators, Data Managers, IT M a n a g e r s , B u s i n e s s

Development,Operations and Supply Chain, Admin & Legal departments in

US, India and if possible Germany and Japan as well.

I 30 days - Power Play!

Page 4: Makrocare 30 60 90 plan

30 60 90 PLAN

Page 4

CompetitorsCenterwatch survey in

‘07 rates Kendle, Covance, Omnicare as the best CROs in US. Being organized and

p r e p a r e d f o r t h e

studies was attributed as t h e m o s t

i m p o r t a n t factor. Rest of the factors

were a) Responsiveness to i n q u i r i e s b ) C R A s / M a n a g e r s b e i n g

k n o w l e d g e a b l e a n d maintaining open

communications. F o r s p o n s o r s

important attributes were

alignment of protocol to sc i en t i fic and c l i n i ca l

realities, timeliness of drug

ava i lab i l i ty, rea l ism of

enrollment goals, protocol design and informative

na tu re o f i nves t iga to r meetings

Knowing buying influences

Learning to identify prospects core needs and problems and which to

address wi th d i f fe rent buyers. How to strategically

position message to the highest levels

Building relationshipsBuilding relationships

with partners - Patient rec ru i tmen t agenc i es , L o g i s t i c s c o m p a n y ,

communication agency. Leveraging previous and

existing customers and getting acquainted.

Prospecting Top accounts (Biogen,

Genentech et.al) and getting to know how we gotten the

account and how we can spread our wings

M a i l c a m p a i g n - C r e a t i n g a t t r a c t i v e newsletters outlining latest

issue affecting the industry w i t h f o c u s o n h o w

Makrocare could help. S h a r i n g t h e l a t e s t successful case study with

people, latest addition in features and serv ices.

Webinars with focus on hot topics like Adaptive trials,

Genomics , Personalized medicine and Stem cell

t r i a l s , c o s t c u t t i n g without cutting corners.

Building proposals and paper work

G e t t i n g t o k n o w Makrocare’s format for presentat ions to the

prospects. Building up p roposa l s . s tudy ing

legalities of the contracts covering issues such as IP,

Ethics.

II 60 days

Building relationships

The conventional definition of management is getting work done through people , but real management is developing people through work - Agha Hasan Abedi

Page 5: Makrocare 30 60 90 plan

30 60 90 PLAN

Page 5

GEARING UPGEARING UPGEARING UP

Business Processes Identifying opportunities, Makrocare’s uniqueness in addressing client needs,

Identifying conferences and meetings to attend Researching past conferences and selecting the ones frequented by

prospects and clients

Closing techniquesBrainstorming closing techniques, leveraging past successful closures

Strategic plan for each accountAfter discussing with management and colleagues

Building pipeline In the light of existing clients in the region and if required redefining region ,

prospects, services and size of account

Schedule for next 3 monthsB r e a k i n g d o w n i n s m a l l e r assignments and exploiting available

resources

Operations With Google Map’s aid route the territory and time number of days

required to cover each region with minimum down time. Making sure that the schedule and the route is known to

the senior manager so the (s)he can plan their own itinerary.

Devising marketing and promotion plans

After initial feel of the market, devise a marketing and sales plan,

communicate with the management,

media, IT department and execute it. Define the results by measuring the

metrics. A n a l y z i n g t r e n d s , r e fi n i n g

approach , creating customized

presentations for each industry vertical.

III 90 days