Visit our NEW website:
Learn more about how we help our clients
"Translate Strategy into Reality"
Looking Ahead to 2017
With 2016 rapidly coming to a close, planning for next year requires reflection and proactivity. It is important to take the time to explore and identify what lessons learned can be applied to effective business planning and execution. Assess what worked and what didn't with regard to overriding objectives and specific planning efforts.
A few helpful tips for improving your 2017 business and strategic account planning activities are listed below:
1.  Clarify expectations, reinforce guiding principles, and define what "good" looks like related to business planning:
  • Continue to refine business and account planning process(es)
  • Look for ways to develop more robust plans with specific actions and accountabilities; especially if more integration and coordination is needed across multiple customer-facing field force representatives
  • Inspect what you expect. Conduct regular reviews and recalibrate plans when changing circumstances dictate 


2.  Review external healthcare ecosystem marketplace factors to identify what has changed and how that may influence plans for the coming year. Remember, there continue to be mega-mergers across the healthcare industry, with new and changing players, forming unconventional and innovative partnerships and affiliations.  Ask yourself:
  • What merger and acquisition activity is currently underway in my marketplace?
  • Who are the dominant Payers in the marketplace?
  • Which systems are influencing healthcare delivery practices in the market?
  • What State and/or Local laws impact access or may be changing based on the election?
  • Are there any unique demographic and/or economic drivers that impact healthcare delivery?
  • What market drivers would help my organization to achieve its goals?
  • What are the marketplace factors that stand in the way of achieving goals?
3.  Define what are the most helpful business analytics and reports for monitoring performance and uncovering opportunities in your organization; incorporate these into any of your on-going reviews.

4.  Ask your team to identify low value activities and make decisions where not to spend time, money, or energy that will repeat outdated practices.

5.  Specify how and when collaboration and alignment among customer-facing teams is needed to achieve goals.

6.  Revisit best practices that ensure all plans are written and executed by adhering to the highest compliance standards.

It is also very important to take time to reflect on "your own" personal growth and successes. Ask yourself, "What do I need to stop, start, and continue doing in 2017?" "What support will I need?" Capture these answers and discuss them with your manager during year-end performance discussions.

These suggested steps will enable you to close out the year strong and plan for an even better and more prosperous New Year.

Please feel free to contact us for more information on Business and Account Planning.

Wendy Heckelman, Ph.D.
(954) 385-0770 
Complimentary Webinars from WLH Consulting, Inc.
Field Based Monitoring: Best
Practices for Pharma Companies

Friday, December 2, 2016
12:15 pm -1:00 pm EST

Compliance standards are becoming increasingly rigid, with CIA and REMS requirements being imposed on pharmaceutical firms that have violated laws or ethical standards. During this webinar, you will learn best practices to address these stringent requirements. 
Leading Change and
Navigating Transition

Tuesday, December 13, 2016
12:15 pm -1:00 pm EST

Research indicates that 70% of large- scale change initiatives fail.  Join us to  learn the best practices for leading a s uccessful change effort. This   webinar will help close the gaps  related to two primary factors  contributing to change failure.  Read More     
Best  Practices for  Business 
and Account Planning

Friday, December 16, 2016
12:15 pm -1:00 pm EST

As the healthcare ecosystem evolves, BioPharma companies must put consistent business and account planning processes in place to ensure effective execution. This webinar offers a framework including best practices to assist you in these efforts.    Read More
Recent Insights from WLH Consulting, Inc.