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Optimizing Strategic Account Relationships in International Healthcare

For one of the world’s largest manufacturers within the healthcare space, the goal was to provide an annual assessment of its top strategic accounts (~10) across all sectors, channels, and regions of the business around the globe. The intent was to optimize these relationships and the investment made in bringing together specialized senior teams focused on advancing healthcare and patient outcomes. They hoped to gauge progress against goals by quantifying success stories, identifying areas in need of improvement, and revealing ideas for new ways of working together. 

What we did:

A multi-step process was utilized to engage client account teams and their customers. Background information was provided about each strategic account and its evolution to aid in the facilitation of an in-depth discussion (IDI). Each strategic account was represented by a cross-section of customers representing many different types of initiatives at different stages of maturity. Detailed account-level summaries were reviewed with the account teams offering progress against goals, highlighting areas of mutual success and offering ideas and recommendations to strengthen and expand these relationships.

The result:

The management and advancement of these strategic accounts is monitored by the CEO and his executive team. Specific account plans and quarterly updates acknowledge this critical intelligence and allow for course corrections that ensure mutual benefits for both organizations leading to better patient outcomes.