Commercial Operations Leaders Gather to Share Perspectives, Solutions
Note: TGaS can provide additional data and insights for each solution.
May 11, 2017. E. Norriton, Penn. The TGaS® Advisors 2017 Spring Summit, “Becoming Indispensable Business Partners: It’s Easier (and More Fun) Than You Think,” brought together some 100 clients representing more than 30 companies to discuss the changing landscape, share concerns and help sort fact from fiction with objective, actionable information. The day-long invitation-only event, held recently at the Gaylord Texan Resort & Convention Center in Grapevine, Texas, featured breakout sessions in the firm’s client solutions, including Executive Commercial Operations, Contract Management, Digital and Multichannel Marketing, Field Operations, Incentive Compensation, Learning & Development, Marketing Operations and Medical/Regulatory/Legal.
Dr. Aaron Carroll, Professor of Pediatrics, Associate Dean for Research Mentoring and the Director of the Center for Health Policy and Professionalism Research at the Indiana University School of Medicine, discussed the rapidly changing political environment and its potential impact on the future of healthcare in America.
Breakout session highlights:
Executive Commercial Operations: Dr. Carroll expanded on his keynote and shared his perspective on the impact of the election on commercial issues with the group. Attendees also discussed current and future trends, priorities and outcomes and results of a new 2017 TGaS Landscape Report dealing with launch excellence.
Pricing and Contract Management: Key topics included the current state of industry contracting with customers as well as pre- and post-signature contracting functions.
Digital and Multichannel Marketing: Leaders of Digital Centers of Excellence (DCOE) spoke about changes and business impact for the year ahead. As healthcare professionals (HCPs) and consumers become more trackable, participants discussed cost-effectiveness of specialized targeted programs compared to traditional media and relationship marketing programs. Integration of non-personal promotion with field, inside sales and patient support was another key topic.
Field Operations: Kurt Nelson, Ph.D., human motivation expert, discussed how the principles of behavioral economics can be applied to sales and field operations teams to foster productivity and effectiveness. TGaS shared findings from its annual Field Technology Landscape on approaches to enhancing the customer experience and the TGaS Current State of Sales Operations Landscape on current and future priorities.
Incentive Compensation (IC): Dr. Nelson also spoke with IC leaders on how behavioral economics can be applied to incentive design and communications. TGaS presented findings from its Q1 2017 Quota Setting Landscape, including goal setting techniques, methodologies and challenges. Participants also shared sales contest best practices.
Learning and Development: Participants learned to tap into their “inner genius” in a session led by Otto Siegel, founder and creator of the Genius ProfileTM and Physical Intelligence® models. The group also explored how a “culture of learning” can lend a competitive advantage and strategies for innovating sales meetings.
Marketing Operations: Key topics included agency management and promotional asset production management as seen from a holistic perspective.
Medical/Regulatory/Legal: TGaS shared information from recent benchmark data on current issues, trends and priorities facing MRL leaders, including planning and forecasting, submission and prioritization, online and team review, performance metrics and analytics, training excellence, system requirements and functionality and team structure.
About TGaS® Advisors
TGaS Advisors is the leading benchmarking and advisory services firm for commercial organizations in the life sciences industry. With a roster of top 50, emerging and precommercial life sciences companies, TGaS provides robust comparative intelligence and collaborative network membership services. The team includes more than 60 experienced professionals, most with senior-level experience in the life sciences and related industries. To learn more, visit www.tgas.com.
