makrocare 30 60 90 plan
TRANSCRIPT
30-60-90 planMAKROCARE
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!
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!
30 60 90 PLAN
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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
30 60 90 PLAN
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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