Your browser is out-of-date!

Update your browser to view this website correctly. Update my browser now

×

We'd rather not just integrate data and draw quantitative conclusions. What we really want is to provide you with surprising business insights and rational advice on how to build a succesful go-to-market action plan, how to implement a new commercial model, how to design the most adequate sales team structure or how to adopt innovative sales management processes. IM Associates is the ideal partner to advise and support you in a rapidly changing healthcare environment.

Customer Value Management

Customer Value Management or CVM is a sales planning process. Translating national sales objectives into individual objectives per customer, taking into account the customer segment. It helps you to define your sales focus. What segments should you give priority? What are the most profitable investments 7 per segment? How can you realize your growth objectives? One answer: CVM. A well prepared sales action plan per customer ensures a rapid and profound coverage of your target segments.


Commercial Structure Assessment and Design

Following an objective assessment of your sales strategy and the presentation of several possible sales team structures with their pros and cons, IM Associates can help you to go one step further. How do the mutually influencing mechanisms work between prescriber, patient, payer, distribution channel, etc. and how to respond to it? Together, we design the most adequate commercial structure for your organization, with the ruling market dynamics in mind.


Key Account Management

In the healthcare sector, the importance of consolidated client groups increases year by year. The impact of hospital groupings, pharmacy networks, large elderly houses and wholesalers, as well as the agreements built between them, force pharmaceutical companies to rethink their sales strategies. IM Associates' offering embraces all aspects of innovative Key Account Management –performance analysis, KPI definition, account planning, RACI grids, etc. –specifically tailored to the current economic climate in our industry.

Discover our approach
download

Customer Multi-channel Interaction Planning

In the current complex business environment, where field force resources are increasingly limited, the multi-channel go-to-market model (or Customer Interaction Model) has evolved from a trend to a genuine necessity. Based on a quantitative and qualitative segmentation exercise, we help you to define your commercial strategy and to smartly allocate your sales investments. Step by step:

1) We analyse your customer interactions and all related data, to segment your client base, based on their channel preference.

2) We consolidate the available data to create a strategic interaction plan integrating all your channels.

3) We tackle organisational aspects and change management. We define processes and functions, encouraging the channel expertise and empowering the rep as a multi-channel orchestrator in his or her territory.

4) We provide data-reporting solutions to help you monitor all multi-channel interactions, hence implementing a multi-channel strategy in your organisation.

Throughout the process we specifically focus on four parameters: your sales goals, the communication channels you (want to) use, your key message(s) and the most appropriate tone of voice. Only then, you can talk about real Customer Multi-Channel Interaction Planning.


Structure Sizing & Territory Design

IM Associates has a thorough experience in sales team structuring and sizing. We have developed a strong methodology to address topics like: 'Should we work with dedicated teams per customer group or hybrid teams visiting both GP/specialists and pharmacies?' or 'How many people do we need to achieve our strategy and targets?'. With our solution IM.Aligned, we help you to conceptualize optimal sectors for your sales teams, we present several scenarios of territory design and we advise you in choosing the best solution for your organization.


Advisory Boards

When launching a new product, repositioning existing drugs, and so on, IM Associates suggests to invite a number of stakeholders (clients, physicians, pharmacists, ...) to join a so called Advisory Board. Their knowledge, experience, market information and practical insights are valuable feedback and qualitative input for strategic commercial decisions. It adds up to the quantitative insights resulting from a market dynamic scan.


Sales Incentive Plan

Performance and reward are mutually dependent, just like target setting and bonus setting. A bonus system should be based on objective criteria and guarantee transparency. IM Associates developed a very powerful methodology to help you design and implement an adapted Sales Incentive Plan. A process that fairly links bonuses to individual objectives. Our approach is complete and customizable. We benchmark your current plan to generic market trends. This analysis helps you to compare the current rewarding system with any alternative option. Then, the choice is yours.


our advisory services

Customer case

As part of a restructuring, internally or after a merger of two organizations, several aspects of commercial excellence are questioned over and over again. Both when teams are combined or when product portfolios need to be aligned. IM Associates offers practical and proven expertise in this domain. We prioritize all relevant resources and integrate them in your annual planning. We define your most appropriate future commercial structure (dedicated or hybrid sales teams? Key Account structure? ...). We propose new segmentation and targeting models, a multi-channel approach, successful commercial strategies, innovative sales force sizing, motivating sales objectives (sell-in and sell-out), and an adapted bonus system. All these aspects are translated into concrete and pragmatic action plans for the newly designed sales teams. IM Associates supports the strategic aspects of an integration, as well as the actual deployment in the field.

Featured service

The multi-channel go-to-market model (or Customer Interaction Model) has evolved from a trend to a genuine necessity. Based on a quantitative and qualitative segmentation exercise, we help you to define your commercial strategy and to smartly allocate your sales investments. Step by step. 

We analyse your customer interactions.  We consolidate the available data to create a strategic interaction plan integrating all your channels. We tackle organisational aspects and change management. We provide data-reporting solutions to help you monitor all multi-channel interactions, hence implementing a multi-channel strategy in your organisation.

Throughout the process we specifically focus on four parameters: your sales goals, the communication channels you (want to) use, your key message(s) and the most appropriate tone of voice. Only then, you can talk about real Customer Multi-Channel Interaction Planning.

meet our team of advisory experts
Romain Liétard

Romain Liétard

Sr Consultant

Anke Beersmans

Anke Beersmans

Consultant

Thomas Euben

Thomas Euben

Team Leader

Philippe Duchateau

Philippe Duchateau

Sr Consultant

Jurgen De Baerdemaeker

Jurgen De Baerdemaeker

CEO

discover the entire IM team