If pitches win business, they continue long past the 45-minute presentation with the Client.
After winning the business, EVERY meeting with the Client thereafter is also a pitch for FUTURE business.
Leave the room brighter than you found it.
If you value the contribution of team members, a good way to encourage it is by listening to them when they speak up. Too often we silence them forever because we didn’t listen to them when they spoke up. Even the best among us are guilty of silencing others.
Listening is not just acknowledging what they said, but honestly trying to figure out how their suggestion can be implemented.
Listening could mean nothing to me, but the world to them.
This is not an act of charity, but labor of love. Labor that is meant to exercise MY empathy muscles so that *I* can become stronger. I need them just as much as they need me.
And who knows…the idea could be sent in Divine Order.
We can think clearly and are quick to make calls on OTHERS’ problems because of the simple advantage that these problems aren’t ours.
However, when the same problem suddenly becomes ours, boy does it consume us with stress and confusion!
We might start with the rational answer, but then second-guess ourselves out of it. Emotion, doubt, and attachment to sunk costs make the decision-making murky where it was once crystal clear.
After hours of churning, we might make the same decision that we would’ve if the problem wasn’t ours.
Which makes me wonder: should we strive to make objective decisions more often?
Health equity is “in” right now. I’m hoping that this is a trend that doesn’t go away with tie dies, athleisure, and mid-century modern. Here’s a picture that speaks a thousand words about what it is.
There is enough evidence to suggest that disparity is rampant in American health care–and ALL OF US are paying for it.
Striking a balance somewhere between Darwinism and socialism is health equity, where we say “make the unfit fit to survive.” Not because we HAVE to, but because we GET to: “the other is not another, but he is my divine brother.”
To create a path that’s as frictionless as possible for the drug to land in the hands of the patient who needs it is the job of a market access professional.
What a lot of market access professionals don’t realize is that their work has potential to move our health care system forward in so many ways.
The ones who DO recognize this become the trendsetters.
It can feel like drinking from a fire house when information is coming from a million different sources for a particular project. More information means greater likelihood to get lost in its sea.
Staying in control of the information is critical because if it can’t be found when you need it, it might as well not exist.
Here’s the organization system that works for me:
For every minute spent organizing, an hour is earned –Benjamin Franklin
Remember that time when you came out of a medical/legal review as glazed over as a donut?
When a medical/legal review comment flies in the face of what YOU believe it should be, ask yourself: “why is he right?”
Before throwing solutions at the wall in hopes that something will stick, understand what’s really at the root of his concern. Listen for clues in his response. It may not what you had imagined AT ALL.
Empathy eats strategy for breakfast.
“Give me six hours to chop down a tree and I will spend the first four sharpening the axe.” –Abraham Lincoln
Upskilling is highly under-rated. For most people: if it happens, it happens; billable work is what counts.
How can anyone in Market Access develop professionally without staying up to date? After all, billable work goes to the ones who are up to date.
As Francis Bacon declared roughly five hundred years ago, “He that will not apply new remedies must expect new evils: for time is the greatest innovator.”
“You are the average of the five people you spend the most time with.” –Jim Rohn
Seek out the right people.
Market Access professionals are doing the work that matters. But only the work that’s actually done will matter.
There’s a good chance for abandonment if I’m doing it out of convenience/paycheck/promotion.
To do something despite all odds requires a purpose that’s bigger than myself.
Market Access professionals are in the business of SERVICE. They work for manufacturers. Manufacturers are part of the health care system. The North Star of ANYONE working in the health care system should be: “What can I do in order to keep patients healthy enough so they stay OUT of the health care system?”
Imagine if people around us began thinking like this. How efficient would be meetings, projects, budgets, organizations—and even the system as a whole?
Who benefits? Don’t we all?
