IM Associates Service offering - 2011
IM Associates service offering2                            © 2011 IM Associates: service offering29/11/2011
IM Associates analyse healthcare insights               Patient flow intelligence               Customer profiling, segmen...
How do you assess current treatment algorithmes / patient flows?              •   Where does the patient initiate?        ...
IM Associates build dynamic patient flow models               In a patient flow model, IM Associate start with the availab...
IM Associates build dynamic patient flow models               After approval of the flow, a dynamic simulation model is bu...
IM Associates analyse healthcare insights               Patient flow intelligence               Customer profiling, segmen...
Why do customers do, what they do?              •   What are drivers for prescription?             Who are your loyal cust...
IM Associates translate profiling to the field               In a customer profiling project, IM Associates identify & ana...
IM Associates analyse healthcare insights               Patient flow intelligence               Customer profiling, segmen...
Entering a new market?              •   New country              •   New pathology              •   New target audience   ...
In a market dynamics scan, IM Associates screen the market conditions:              •   Are there guidelines, protocols, e...
IM Associates advise on commercial excellence               Key account & stakeholder management process design           ...
Who’s the main target audience today?              •   Has this changed or is it undergoing change?             Who are cu...
IM Associates build sales processes               A changing environment with an increasing number of internal & external ...
IM Associates advise on commercial excellence               Key account & stakeholder management process design           ...
How do you see the evolutions in pharma Belgium into 2012-2015?              •   What are critical uncertainties?         ...
IM Associates run scenario building               Foresight and scenario building is a Shell-based methodology applied by ...
IM Associates advise on commercial excellence               Key account & stakeholder management process design           ...
Where is the link between sales objectives and incentive plans?              •   How is this percieved by the commercial o...
IM Associates utilise sales objective methodology             and link it to incentive plans               IM Associates h...
IM Associates build tailor made tools & reporting             solutions               Performance management platform IM.s...
IM Associates has developed a reporting solution that provides personalised             insights              •   Across d...
Example: sales rep dashboard27                             © 2011 IM Associates: service offering29/11/2011
Example: web portal access28                             © 2011 IM Associates: service offering29/11/2011
IM Associates build tailor made tools & reporting             solutions               Performance management platform IM.s...
IM Associates build tailor made tools               Tailor made GEOtools already built:                •   Customer networ...
IM Associates train healthcare professionals               Healthcare environment dynamics:                •   During a wo...
IM Associates service offering33                           © 2011 IM Associates: service offering29/11/2011
IM Associates take project ownership andfocus on implementation. Our goal is toestablish a preferred partnership with ourc...
IM Associates: 2012 service offering
IM Associates: 2012 service offering
IM Associates: 2012 service offering
IM Associates: 2012 service offering
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IM Associates: 2012 service offering

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IM Associates, healthcare experts, take project ownership and focus on implementation. Our goal is to establish a preferred partnership with our clients by building trust and achieving results.

We analyse
We advise
We build
We train

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IM Associates: 2012 service offering

  1. 1. IM Associates Service offering - 2011
  2. 2. IM Associates service offering2 © 2011 IM Associates: service offering29/11/2011
  3. 3. IM Associates analyse healthcare insights Patient flow intelligence Customer profiling, segmentation & targeting Market dynamics & GEOanalyses4 © 2011 IM Associates: service offering29/11/2011
  4. 4. How do you assess current treatment algorithmes / patient flows? • Where does the patient initiate? • Who’s the key stakeholder for cure? • How many lines of treatment are there? • What’s 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 © 2011 IM Associates: service offering29/11/2011
  5. 5. 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 © 2011 IM Associates: service offering29/11/2011
  6. 6. 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. It’s 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) Powersim7 © 2011 IM Associates: service offering29/11/2011
  7. 7. IM Associates analyse healthcare insights Patient flow intelligence Customer profiling, segmentation & targeting Market dynamics & GEOanalyses8 © 2011 IM Associates: service offering29/11/2011
  8. 8. 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, what’s the rationale?9 © 2011 IM Associates: service offering29/11/2011
  9. 9. 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 © 2011 IM Associates: service offering29/11/2011
  10. 10. IM Associates analyse healthcare insights Patient flow intelligence Customer profiling, segmentation & targeting Market dynamics & GEOanalyses11 © 2011 IM Associates: service offering29/11/2011
  11. 11. Entering a new market? • New country • New pathology • New target audience • …. Who are the important stakeholders? How does reimbursement work in this pathology? What’s the competitive detailing activity? Is there are potential concentration? …12 © 2011 IM Associates: service offering29/11/2011
  12. 12. In a market dynamics scan, IM Associates screen the market conditions: • Are there guidelines, protocols, etc and what’s their field relevance? • What’s 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 © 2011 IM Associates: service offering29/11/2011
  13. 13. IM Associates advise on commercial excellence Key account & stakeholder management process design Foresight & scenario building Performance management & rewarding15 © 2011 IM Associates: service offering29/11/2011
  14. 14. Who’s 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? • What’s the impact on day-to-day customer contacts? • How does the integration and communication work? Who’s responsible for the national stakeholders? • How do insights flow through the organisation? • Who’s following-up on the stakeholder plan?16 © 2011 IM Associates: service offering29/11/2011
  15. 15. 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 execution17 © 2011 IM Associates: service offering29/11/2011
  16. 16. IM Associates advise on commercial excellence Key account & stakeholder management process design Foresight & scenario building Performance management & rewarding18 © 2011 IM Associates: service offering29/11/2011
  17. 17. 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 © 2011 IM Associates: service offering29/11/2011
  18. 18. 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 © 2011 IM Associates: service offering29/11/2011
  19. 19. IM Associates advise on commercial excellence Key account & stakeholder management process design Foresight & scenario building Performance management & rewarding21 © 2011 IM Associates: service offering29/11/2011
  20. 20. 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 © 2011 IM Associates: service offering29/11/2011
  21. 21. 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 © 2011 IM Associates: service offering29/11/2011
  22. 22. IM Associates build tailor made tools & reporting solutions Performance management platform IM.smart GEOmarketing tools25 © 2011 IM Associates: service offering29/11/2011
  23. 23. 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 © 2011 IM Associates: service offering29/11/2011
  24. 24. Example: sales rep dashboard27 © 2011 IM Associates: service offering29/11/2011
  25. 25. Example: web portal access28 © 2011 IM Associates: service offering29/11/2011
  26. 26. IM Associates build tailor made tools & reporting solutions Performance management platform IM.smart GEOmarketing tools29 © 2011 IM Associates: service offering29/11/2011
  27. 27. 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 exercises30 © 2011 IM Associates: service offering29/11/2011
  28. 28. 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 © 2011 IM Associates: service offering29/11/2011
  29. 29. IM Associates service offering33 © 2011 IM Associates: service offering29/11/2011
  30. 30. IM Associates take project ownership andfocus on implementation. Our goal is toestablish a preferred partnership with ourclients by building trust and achieving results. Geert Vromman Director www.im-associates.eu gvromman@im-associates.eu +32 473 900 475

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