Pharma Field Force Management

PROSPECTUS 2016 -­ 2017

Breaking Performance Barriers

Certification Program for Front-­line Managers in

Get In Touch! Email ID: anupsoans@gmail.com Mobile: +91-­968-­680-­2244 Like us on Facebook: www.facebook.com/medicinman.net

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Table of Contents INTRODUCTION ..................................................................................................................... 4 1. Introduction: Managing Business and Leading People .......................................................... 5 2. Key Goals and Outcomes ....................................................................................................... 5 3. USPs of the Program .............................................................................................................. 5

FACILITATOR CREDENTIALS .............................................................................................. 6 1. Elevator Pitch ......................................................................................................................... 7 2. Credentials ............................................................................................................................. 7 3. Editor, MedicinMan – India’s 1st Magazine for Field Force Excellence .................................. 7 4. Convener, Field Force Excellence conference (FFE) and BrandStorm ................................. 7 5. Professional Background ........................................................................................................ 7

AERIAL VIEW ......................................................................................................................... 8 1. Snapshot of Modules .............................................................................................................. 9

METHODOLOGY & LOGISTICS .......................................................................................... 10 1. Location ................................................................................................................................ 11 2. Duration ................................................................................................................................ 11 3. Method of Delivery ................................................................................................................ 11 4. Material Resources ............................................................................................................... 11 5. Social Media ......................................................................................................................... 11 6. Open Program Dates ............................................................................................................ 11 7. Batch Size ............................................................................................................................. 11 8. Commencement ................................................................................................................... 11

INVESTMENT ....................................................................................................................... 12 1. Fee per Candidate ................................................................................................................ 13 2. Payment Terms .................................................................................................................... 13 3. Payment Options .................................................................................................................. 13

MODULE DETAILS ............................................................................................................... 14 1. Mindset Change .................................................................................................................... 15 2. Understanding Self and Others ............................................................................................ 15 3. What Creates a Satisfied Customer? ................................................................................... 15 4. Who are KOLs and KBLs? Understanding the Rx Market Dynamics ................................... 15 5. Planning, Organizing, Executing and Monitoring for Effective Time Management ............... 15 6. Understanding the Importance of Effective Communication ................................................ 15 7. Critical thinking and Problem Solving ................................................................................... 16 8. How to be an Effective Sales Team Leader ......................................................................... 16 9. Five Sources of Power to Manage Business and Lead People ............................................ 16 10. Employee Engagement Vs Employee Dissatisfaction ........................................................ 16 11. Situational Leadership ........................................................................................................ 16 12. What every FLM should know about SFE .......................................................................... 16

GRADUATION ...................................................................................................................... 17 1. Certificate .............................................................................................................................. 17 2. Graduation at a Grand Convocation Ceremony ................................................................... 17 3. Alumni ................................................................................................................................... 17

REGISTRATION ................................................................................................................... 18

CONTACT US ....................................................................................................................... 21

INTRODUCTION

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1. Introduction: Managing Business and Leading People The pharma front-­line manager (FLM) is key to translating boardroom strategy to on-­the-­field implementation. A competent FLM knows how to align team members and use resources entrusted by the Company, to deliver outstanding performance.

Yet most FLMs are handed the job without the skills to Manage Business and Lead People – the two most important functions of an FLM. As a result business suffers and the team is left frustrated.

The certification program addresses precisely this skill-­gap. Delivered in 12 modules over 12 months, the program is designed to drive implementation and collectively assess outcomes through monthly contact sessions, workbooks and take-­away resources.

2. Key Goals and Outcomes By focusing on the skills needed to effectively manage business and lead a team, the program will deliver the following outcomes:

1. Sharpen the Sales Team Leadership skills of FLMs and their Ability to Attract, Develop and Retain Medical Reps.

2. Sharpen the Business Management Skills of Front-­line Managers and Enable them to Create Rapport and Build Lasting Relationships with Doctors

3. USPs of the Program 1. Simple and relevant. The program has been designed to directly address the needs of

front-­line managers in the Indian pharma industry. The program takes cutting-­edge management ideas and simplifies and contextualizes it for quick recollection and implementation.

2. Focus on behavioural change. At the start of each module, candidates will be asked to prepare a Personal Action Plan (PAC) to implement the learning from the module over the following month. In the subsequent contact session, the PAC of the candidates will be reviewed and discussed along with challenges faced.

3. Digital and social media powered. Making FLMs digital and social media savvy. Candidates will receive inputs throughout the month via closed groups on social media like Facebook and LinkedIn, where they will also be able to interact with other participants and share ideas. Candidates will be able to reach out to the facilitator via email and social media to ask questions and receive guidance.

4. Short videos on various topics. Field Force relevant topics like “Good Hiring Practices”, “Coaching”, “SFE”, “Doctor Profiling”, “KOL Management” and others by industry thought leaders.

FACILITATOR CREDENTIALS

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1. Elevator Pitch Anup is a Learning and Development (L&D) facilitator for pharma front-­line professionals. Anup has worked with India’s leading pharmaceutical companies (including Pfizer, Astra Zeneca, Merck, GSK, Novartis, Biocon, Dr. Reddy’s, Zydus Cadila and Cipla) for over a decade, helping them transform their front-­lines using L&D as a strategic tool. Anup’s vision for the future of the field force comes from his daily interactions with thousands of pharma professionals over LinkedIn, Facebook, SlideShare and Twitter.

2. Credentials Anup has delivered The Bullet Proof Manager of Crestcom International, a program attended by over 10 million professionals globally. He has also delivered the international programs of BlessingWhite (US) Psytech (UK) a psychometric service provider.

Anup has an MBA in HR from the University of Wales, UK. He has written two bestsellers for pharma front-­line professionals: HardKnocks for the GreenHorn and SuperVision for the SuperWiser Front-­line Manager. He is also the author of Repeat Rx, a structured program designed to enable the field force to create trust and build relationships with doctors. Anup is a contributor to The Art of Modern Sales Management by ASTD Press.

3. Editor, MedicinMan – India’s 1st Magazine for Field Force Excellence Anup is the Founder-­Editor of MedicinMan -­ India’s first monthly magazine devoted to the cause of Field Force Excellence in Pharma. Since its launch in 2011, MedicinMan has published more than 50 issues with over 300 articles on topics of Field Force Excellence in Pharma.

4. Convener, Field Force Excellence conference (FFE) and BrandStorm Anup is the Convener of Field Force Excellence (FFE) conference held at a 5-­star hotel venue in Mumbai every year. Each conference begins with a CEO Roundtable and is attended by stalwarts of the industry. Past attendees include Shakti Chakraborty – Group President, Lupin, Ganesh Nayak – COO & Executive Director, Zydus Cadila, Sanjiv Navangul – Managing Director, Janssen India, K. Shivkumar – Managing Director, Eisai Pharmaceuticals and others.

5. Professional Background Anup has over 30 years of experience in the Indian pharma industry. He began his career as a Medical Rep, then worked as a front-­line manager both in pharma and medical devices. He moved into the CME space where he spent 12 years, eventually rising to the position of Executive Director. In this capacity, he established a network of over 1,000 KOLs in all major specialties making his company a leader in the publication of scientific journals and customized inputs for pharma. Fulfilling his passion for learning and development, Anup became a full-­time L&D facilitator in 2004.

AERIAL VIEW

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1. Snapshot of Modules

MODULE 1 Mindset Change -­ Moving from a ‘Fixed Mindset’ to a ‘Growth Mindset’

MODULE 2 Understanding Self and Others -­ The Key to Emotional Intelligence

MODULE 3 What Creates a Satisfied Customer?

MODULE 4 Who are KOLs and KBLs? Understanding the Rx Market Dynamics

MODULE 5 Planning, Organizing, Executing and Monitoring (POEM) -­ For Effective Time Management

MODULE 6 Understanding the importance of Effective Communication -­ For In-­clinic Performance

MODULE 7 Critical Thinking and Problem Solving

MODULE 8 How to be an Effective Sales Team Leader -­ Team Building and Team Working

MODULE 9 Five sources of power to Manage Business and Lead People -­ Using Authority vs. Influence

MODULE 10 Employee Engagement Vs Employee Dissatisfaction -­ Key to Reducing Attrition

MODULE 11 Situational Leadership -­ Training, Facilitating, Coaching and Mentoring Medical Reps

MODULE 12 What every FLM should know about SFE -­ For Effective Territory Coverage

METHODOLOGY & LOGISTICS

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There are 2 ways in which the program is offered -­ as an Open Program and as a Corporate Program.

1 All travel and accommodation expenses of the facilitator ex-­Bengaluru to be borne by the company.

1. Location Open Program Corporate Program

Mumbai and Bengaluru As per company requirement1

2. Duration 12 months

3. Method of Delivery

Open Program Corporate Program

12 Live Workshops Four Live Workshops (1 per Qtr) + 9 Webinars

4. Study Resources

5. Social Media Making the Front-­line Managers Digital and Social Media Savvy

Candidates will receive regular learning and development inputs from the Facilitator via social media like Facebook, LinkedIn, SlideShare and Twitter.

Each batch will be part of closed groups where they can interact and discuss with other candidates.

6. Open Program Dates

One Saturday or Sunday, monthly

7. Batch Size

Open Program Corporate Program

30

As per requirement of the company. Live Workshops will be limited to 25-­30 participants per workshop.

8. Commencement Open Program Corporate Program

TBD As per company requirement

Workbook

INVESTMENT

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1. Fee per Candidate INR 60,000.00 + service tax as applicable

2. Payment Terms 1. Full payment to be made before start of the program by cheque or account transfer

2. Fee is Non-­refundable

3. Fee is inclusive of pre-­program resources, workbook and webinars

4. Fee is exclusive of travel and accommodation charges for workshops held ex-­Bengaluru for company sponsored programs

3. Payment Options 1. Cheque made out to “Knowledge Media Venturz LLP”

2. Bank transfer (details below)

BANK: AXIS BANK

BRANCH: GOREGAON WEST, MUMBAI (MH), GR FLR, PATKAR

COLLEGE, S V ROAD, GOREGAON WEST, MUMBAI -­ 62.

ACCOUNT NAME: KNOWLEDGE MEDIA VENTURZ LLP

ACCOUNT NO: 913020033732313

IFSC CODE: UTIB0000647

MODULE DETAILS

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Each program can be tailored according to the requirements of the client. Below is a list of modules clients may choose from. We suggest you contact us with your learning and development requirement so we can guide you with this process for optimal program outcomes.

1. Mindset Change

Brief: Workshop based on Carol Dweck’s research on Fixed and Growth Mindset.

Objective: Making candidates to realise that barriers to performance improvement exist in their minds and not in the marketplace. Business growth is an outcome of personal growth.

2. Understanding Self and Others

Brief: The module begins with a “Blind-­spot Test” and leads to an introduction to Emotional Intelligence.

Objective: Knowledge of self is essential to create self-­awareness leading to self-­development and awareness of others for better interpersonal relations/team development and team-­working.

3. What Creates a Satisfied Customer?

Brief: Customers want to interact with competent salespeople. A competent salesperson = satisfied customer.

Objective: How to build a team of competent sales people through on-­the-­job coaching instead of playing the role of a super salesperson. KA$H2 = Cash.

4. Who are KOLs and KBLs3? Understanding the Rx Market Dynamics

Brief: Cultivating Key Opinion Leaders (KOLs) and Key Business Leaders (KBLs) are key to business success but require very different approaches.

Objective: How to be able to make the distinction between Rx influence of KOLs and Rx potential of KBLs. How to best leverage the influence of KOLs through profiling and targeting.

5. Planning, Organizing, Executing and Monitoring

for Effective Time Management

Brief: Activity-­based. “Tower Building” exercise with paper cups for clarity on POEM followed by de-­brief – learning to unlearn practices that don’t work and relearn productive ways of working.

Objective: To understand the importance of Planning, Organizing, Executing and Monitoring in managing the business through optimum utilization of resources with a clear and measurable ROI.

6. Understanding the Importance of Effective Communication

Brief: Effective communication is the cornerstone of being an effective sales team leader – everything communicates

2 Knowledge, Attitude, Skills and Habits 3 KOL = Key Opinion Leader;; KBL = Key Business Leaders

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Objective: Learning Active/ Discovery listening;; body language, dialogue, voice modulation, creating context and relevance, understanding content and intent of doctor’s feedback/ questions/ objections.

7. Critical thinking and Problem Solving

Brief: Case study based.

Objective: Gain understanding of how the business works from the customer’s perspective and how productivity works from team member’s perspective.

8. How to be an Effective Sales Team Leader

Brief: Understanding the difference between managing and leading

Objective: Learn to manage business with business acumen and lead people with emotional intelligence.

9. Five Sources of Power to Manage Business and Lead People

Brief: How can an FLM constantly be on top of things instead of struggling to manage business and lead people?

Objective: To understand the difference between authority and influence – when to use authority and when to use influence;; excessive use of authority leads to resistance, whereas right use leads to compliance and use of influence leads to commitment. Today’s generation is averse to authority but receptive to influence.

10. Employee Engagement Vs Employee Dissatisfaction

Brief: One of the key responsibilities of an FLM is executing strategies faithfully. This can be done only by discovering the personal goals of team members and aligning it with organization goals.

Objective: Understand the dynamics of team working that leads to higher productivity and lower attrition. Learn how employee engagement can increase team productivity and personal satisfaction.

11. Situational Leadership

Brief: Activity-­based module to understand Situational Leadership. Blind Man’s Tower – a variation of Tower Building to understand how to adopt the right approach based on the team member’s competence level.

Objective: Understanding when and what to train (train for skills, like detailing, RCPA), when to coach (provide feedback on attitude and behaviour) when to lead (building trust that facilitates openness in discussing genuine problems) and when to mentor (pulling instead of pushing – becoming the go-­to person through high level of personal effectiveness).

12. What every FLM should know about SFE

Brief: What every FLM should know about SFE for effective daily working in every territory in his geographic area.

Objective: Simplifying SFE to make it easy to understand and implement ensuring that every team member is held accountable for effective territory coverage.

1. Certificate Graduates will get a certificate in “Pharma Field Force Management” from MedicinMan. Participants will be given a ceremonial certificate as well as a certificate detailing all the modules covered.

2. Graduation at a Grand Convocation Ceremony There will be a graduation ceremony where certificates will be handed out. For Corporate Programs, the company may nominate a senior executive to hand over the certificates.

3. Alumni Graduates will have access to the MedicinMan Alumni Network on Facebook and LinkedIn.

GRADUATION

To register for the program, kindly make payment (refer to “Investment” page) and send details to anupsoans@gmail.com, along with the following information:

Personal Details

Name:

Mobile Number:

Personal Email ID:

Professional Details

Name of Company:

Designation:

Time Spent in Current Role:

Total Experience:

Company Email ID:

Course Details

Preferred Location (Mumbai/Bengaluru):

NOTE: This course is open only to pharma professionals.

REGISTRATION

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Email ID: anupsoans@gmail.com

Mobile: +91-­968-­680-­2244

Like us on Facebook: www.facebook.com/medicinman.net

CONTACT US