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DTSTART;TZID=Europe/London:20200803T110000
DTEND;TZID=Europe/London:20200807T130000
DTSTAMP:20260724T115656
CREATED:20200513T150140Z
LAST-MODIFIED:20200709T123301Z
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SUMMARY:Virtual Training: Client Retention and growth for Agency Account Directors
DESCRIPTION:Introduction\nIn these current changeable and uncertain times\, it’s more important than ever to ensure the agency is delivering the highest level of value\, nurturing client relationships\, increasing existing client retention and pro-actively seeking ways to add additional value. \nAccount directors are often the ones charged with forecasting growth and so have the responsibility for approaching account development in a systematic way. \nWho will benefit?\nThe programme is designed for Account Directors who may manage a team and are responsible for client development and retaining existing relationships. \nThe course will show how teams can implement 90-day account retention goals and develop action plans using the most relevant approach for each client. The content is delivered via 2-hour training sessions on Zoom. There are three sessions over 3 days (concurrent days). Each session is recorded. \nWhat does the training include?\nPRE-PROGRAMME EXERCISE:\nCreate a client categorisation matrix\, client relationship map and plan and set a 90-day growth goal\nLearning outcome: To understand how to take a more strategic approach to client retention and growth.\nOutput: Client categorisation matrix\, a client relationship map\, plan and 90-day retention goal \nMonday 3rd August @ 11:00 am (2 hours):\nHow to add the highest level of client value\nLearning outcome: To understand the actions required to deliver the highest level of client value.\nExercise: Identify the most relevant ways to add the highest level of value to clients and grow accounts \nWednesday 5th August @ 11:00 am (2 hours):\nHow to ask great questions & pre-sell ideas\nLearning outcome: To be able to ask great questions and suggest ideas to clients without feeling salesy.\nExercise: Practice asking the right questions in the right way and suggesting ideas. \nFriday 7th August @ 11:00 am (2 hours):\nHow to ask for referrals and create a client growth action plan\nLearning outcome: To be able to seek referrals from clients naturally.\nExercise: Create a client growth action plan using the concepts learned. \n  \nJenny Plant\, Trainer & Coach\nJenny left Publicis LifeBrands\, the UK arm of Publicis Healthcare Communications Group as General Manager in 2010 to start Account Management Skills\, a training company dedicated to helping agencies strengthen and grow existing client relationships. Her Client Development for Agencies workshop has been running since 2016\, promoted and endorsed by the Pharmaceutical Marketing Society and the IPM. \n 
URL:https://pmsociety.org.uk/event/client-retention_account_directors_virtual-programme/
LOCATION:Virtual event
CATEGORIES:Personal Effectiveness (archive),Prime Training (archive)
ORGANIZER;CN="Helen Eade":MAILTO:helen@pmsociety.org.uk
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DTSTART;TZID=Europe/London:20200730T100000
DTEND;TZID=Europe/London:20200731T120000
DTSTAMP:20260724T115656
CREATED:20200528T143956Z
LAST-MODIFIED:20200701T141738Z
UID:10005831-1596103200-1596196800@pmsociety.org.uk
SUMMARY:Virtual Training: Managing Pressure and Building Resilience
DESCRIPTION:About the course\nThese two sessions\, which will be delivered via Zoom on consecutive days\, are rooted in the science of how the body and brain react to pressure and stress and offer a practical and non-fluffy guide to maintaining and building your resilience.  It’s a relevant subject for most people in business today but the need for support in this area has increased given how COVID-19 and working from home is affecting people’s focus and resilience. \nThe contents of each session are as follows:- \nSession 1 (2 hours)\nThursday 30th July 10:00 am – 12:00 pm \n\nHow the body and brain respond to pressure and the effect of the stress reaction. How the brain’s survival mechanism produces ‘lower order’ emotional reactions that can be unhelpful in the workplace. The balance between good v unhelpful stress.\nReframing your thinking. Understanding the ‘thinking traps’ we sometimes fall into and how you can step back\, strip out the emotion and re-assess and handle pressurised challenges. A group exercise where delegates analyse a previous situation.\n\nSession 2 (1 hour 30 mins)\nFriday 31st July 10:00 am – 11:30 am \n\nThe science behind\, and benefits of mindfulness and breathing techniques\, including scientific evidence of how they impact the brain and the stress reaction.  A review of the apps and other tools available.\nKeeping your focus and limiting distraction. Why technology makes us butterfly between tasks and keeps us in a state of ‘continuous partial attention’.  Practical ideas on how you can change the way you work to stay focused and be more productive.\nExercise\, relaxation\, sleep and diet. How other aspects of your lifestyle impact the way the body responds to pressure and can help build resilience.\n\nAbout the trainer\nPaul Phillips spent many (stress-filled) years working in agencies including Ogilvy\, FCB San Francisco and most recently 14 years at VCCP.  During his last 8 years at VCCP\, he founded and ran the specialist healthcare agency VCCP Health\, where he first got interested in mental health.
URL:https://pmsociety.org.uk/event/managing-pressure_virtual/
LOCATION:Virtual event
CATEGORIES:Personal Effectiveness (archive),Prime Training (archive)
ORGANIZER;CN="Helen Eade":MAILTO:helen@pmsociety.org.uk
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DTSTART;TZID=Europe/London:20200708T160000
DTEND;TZID=Europe/London:20200708T173000
DTSTAMP:20260724T115656
CREATED:20200618T123725Z
LAST-MODIFIED:20200713T114757Z
UID:10005017-1594224000-1594229400@pmsociety.org.uk
SUMMARY:Webinar: Rare access\, the varying pace of change
DESCRIPTION:In the Healthcare Industry\, we often view the access challenge as incredibly difficult in order for the UK to reimburse and recommend new\, innovative therapies. But how do we really perform in the most innovative Cell and Gene therapies? How does UK Pharma feel about the challenge? Does the current pace of change correlate with industry perception? \nThis free webinar will allow UK pharma market access colleagues to understand how the UK authorities are performing compared to the rest of Europe and discuss the confidence that their colleagues have in the UK reimbursement systems to ensure people with rare diseases don’t get left behind. \nPlease note\, If you do not already have a PM Society account\, you will need to create a free account in order to register for this event\, please click here. If you already have a username and password\, you do not need to create a free account. Please contact Helen if you need any assistance. \nOnce you have registered for a ticket to this free event you will receive an email with details on how to join the Zoom webinar nearer to the event date. \nTickets for this event are free of charge\, however\, if you would like to make a small donation to the PM Society’s charity\, PAPYRUS\, this would be gratefully received. To read more about PAPYRUS\, the work they do and to make a donation\, please visit our charity page.
URL:https://pmsociety.org.uk/event/webinar-maig/
LOCATION:Virtual event
CATEGORIES:Educational Events (archive)
ORGANIZER;CN="Helen Eade":MAILTO:helen@pmsociety.org.uk
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=Europe/London:20200706T103000
DTEND;TZID=Europe/London:20200708T123000
DTSTAMP:20260724T115656
CREATED:20200518T121815Z
LAST-MODIFIED:20200604T092322Z
UID:10005419-1594031400-1594211400@pmsociety.org.uk
SUMMARY:Virtual Training: Pharmaceutical Marketing for Non-Marketers
DESCRIPTION:Who will benefit?\nRecommended for anyone working in a role that requires collaboration and alignment with marketing colleagues\, including sales\, medical\, regulatory\, finance\, market access and health economics. \nCore competencies\n\nAppreciation of the role of marketing within the pharmaceutical and life sciences industries and its specialities\nUnderstanding what a good marketing strategy looks like and how to develop one\nInsight into how to better understand your customers\nUnderstanding how marketers develop a powerful implementation plan using the marketing mix and its link to strategy\n\nLearning outcomes\nCompletion of this module will provide you with a thorough understanding of the key principles\, processes and terminology relating to marketing\, enabling you to work effectively with other members of your team\, or business unit\, and deliver successful marketing activities for your company\, customers and patients. \nWhat does the training include?\nPRE-PROGRAMME EXERCISE: Review dedicated Case Study ready for the first session\nA short questionnaire on involvement with marketing \n6th July @ 10:30 am (2 hours): What is Marketing? Working with Stakeholders\, Strategy Development\nLearning outcome: Understand the role\, scope and context of marketing\nExercise: Case Study: What is Marketing? Working with Stakeholders \n7th July @ 10:30 am  (2 hours): Strategy Alignment\, Perceptions\, Positioning & Segmentation\, Branding\nLearning outcome: Understand how to apply the key tools in building a Marketing Plan\nExercise: Case Study: Positioning & Segmentation \n8th July @ 10:30 am (2 hours): Promotional Mix\, Execution\, Decision Support\nLearning outcome: Understand how to develop an appropriate Promotional Mix\, how to build an execution framework and measure appropriately\nExercise: Promotional Mix\, Metric Development\, Market Research \nAbout the trainer\nJonathan Dancer is a healthcare strategy consultant who has worked in the Pharmaceutical Industry for 30 years. He has an MBA from Warwick University Business School and is a registered Pharmacist. He was formerly Marketing Director of Novo Nordisk Pharmaceuticals\, General Marketing Manager of Wellcome UK and Principal Consultant of PMSI – he was seconded to Teva as UK Managing Director during the European Copaxone™ startup. \nAfter his Pre-reg at St Thomas’ in London and Upjohn Ltd. (now part of Pfizer)\, he started his career with Ciba-Geigy Pharmaceuticals in medical sales before moving to Wellcome in sales management and senior marketing roles and then to Novo Nordisk as Marketing Director\, before establishing red kite consulting group in 1999. Following a trade sale to Cello Group Plc. in 2011 and a strategic merger with The MSI Consultancy\, Jonathan left MSI to establish Redbow Consulting Group in mid-2013. \nJonathan is a respected judge in many industry competitions and he specialises in consulting\, primarily in strategy\, marketing and organisational change.
URL:https://pmsociety.org.uk/event/pharmaceutical-marketing-for-non-marketers-virtual-programme/
LOCATION:Virtual event
CATEGORIES:Pharmaceutical Marketing Workshops (archive),Prime Training (archive)
ORGANIZER;CN="Helen Eade":MAILTO:helen@pmsociety.org.uk
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