What can the pharmaceutical industry teach us about complex KAM? Consultant Frans van Schelven draws on his experience helping global pharma firms implement KAM in diverse healthcare systems. With customers ranging from prescribing doctors to integrated care systems and policymakers, pharma offers a model for tailoring your KAM strategy to varied decision-makers. This article explores…

To access this post, you must be a member. Please login or sign up.

Want to access this and 320+ other resources?

Access an ever-growing wealth of on-demand KAM materials in our Member Resources Library. Explore nearly 250 items including research papers, practical case studies, diagnostics and tools, podcasts, and videos.

As an AKAM member you'll improve your KAM practices through education and networking. Receive exclusive invites to in-person and online events, have the opportunity to build and certify your skills and access a wealth of knowledge.

Individual Membership
Corporate Membership

Report

Harassment or bullying behavior
Contains mature or sensitive content
Contains misleading or false information
Contains abusive or derogatory content
Promoting goods or services
Contains spam, fake content or potential malware

Block Member?

Please confirm you want to block this member.

You will no longer be able to:

  • See blocked member's posts
  • Mention this member in posts
  • Invite this member to groups
  • Message this member

Please allow a few minutes for this process to complete.

Report

You have already reported this .

Individual membership

For Key Account Managers and Programme Leaders

Explore individual membership

Corporate membership

For organisations and educational institutions

Explore corporate membership

You have successfully completed this development track.

You shall shortly receive your certificate by email.

Return to Member Dashboard

Congratulations!

You have successfully completed the development track.

You shall shortly receive your certificate by email.

Member Dashboard

Member Resources

Events

Learning Zone

Podcasts

Member Chatroom

Member Network

Manage Account

Log out

Sign up to our mailing list

Get FREE access to our bulletin!

Stay focused and current with the expert knowledge and practitioner experience you’ll find in the AKAM Bulletin. Every two months you’ll get an injection of KAM news, thought-provoking articles and tools/ideas you can utilise.

Close

The Association for

Key Account Management

Sign in

Lost your password?