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Market Access Strategic Execution Consultant

Leadership

It Wasn’t the Rookie

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It Wasn't the Rookie

When something goes wrong, it must be the rookie who screwed up. Even the rookie believes it.

But how the tables turn when the truth surfaces: the rookie wasn’t at fault…it was the expert!

What can happen if experts gracefully accept their mistakes?

What can happen if experts refuse to accept their mistakes?

How would each scenario impact morale of the team and the possibility of a new beginning?

By definition, humans make mistakes (otherwise we would be God). Owning them requires courage and wisdom.

Two Heads Are Better Than One

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Two Heads Are Better Than One

Gather a group of people who care enough to contribute. A diverse group actually works in your favor.

Before they come into the brainstorm session, hopefully they think through the problem on their own.

Then, watch the magic happen during the meeting when a brand-new idea emerges that no one could’ve imagined on their own, because it’s actually the product of the individual ideas.

Before dispersing, ask the person who didn’t speak up during the meeting: “what are your thoughts?” This could be another magical moment waiting to happen.

Collaboration at its best!

Nothing Is Free

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Nothing Is Free

Market access is about giving.

If you give customers enough of what they want, they will give you everything you want.

Those who want something for nothing, will get nothing for something.

Fixing What’s Broken

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Fixing What's Broken

Before discharging patients with heart failure, serious mental illness, or acute renal failure from the hospital, doctors should say, “see you back on the bed within 30 days.”

On average (across the nation and all severity levels), readmission within 30 days is guaranteed for 1 in 5 of these patients.

How troubled would patients feel about this statistic?

How is this acceptable?

We have the best technology in the world.

We also have manpower. According to the Census Bureau, health care/social assistance is THE LARGEST employer in the US with >20,000,000 professionals.

Then why these bleak numbers?

Statistics like these can easily fuel the game of finger-pointing, often amounting to a mound of…nothing.

The only way out is through progress.

Telephone

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Telephone

Children love to play “Telephone”: a leader starts a message, which is whispered down from one person to the next. The last person in line announces the message out loud. It’s hilarious when the message received by the last person is completely different from the message started by the leader.

Surprisingly, Telephone is played all the time at work and messages are misinterpreted all the time—even though no one is whispering them!

What gives?

Clients and team members give directions like, “the story is missing here,” “we need to share this with everyone else,” “jazz this up.” Generic directions like these are called labels. By their nature, labels are interpreted differently by givers and receivers.

Douglas Stone and Sheila Heen lay out how to constructively clarify ambiguous direction in their book Thanks for the Feedback.

When receiving such generic directions, INVESTIGATE WHAT’S UNDER THE LABEL: clarify the advice; clarify consequences and expectations; be open to different interpretations from the way you believe it should be (shift from “wrong spotting” to “difference spotting”).

Working With a Purpose

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Working With a Purpose

Market Access is a team sport. In a team sport, EVERYONE is counting on each other to show up to do the work that counts.

There will always be 100 reasons to take a shortcut, complain, shift blame onto someone else, or simply walk away. But what’s the single inspiration to show up?

When working with a purpose, obstacles don’t seem like obstacles anymore, because they become opportunities.

The Asset of Self-Confidence

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The Asset of Self-Confidence

There is something to be said about skills and knowledge. However, nothing can be said about them until they’re put into practice. Putting skills into practice starts with self-confidence.

No one will believe in you unless you do.

For the crazy ones/rebels/misfits/round pegs in a square hole: you’re different because YOU’RE SUPPOSED TO BE. Believe in yourself.

Nail the Outlook

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Nail the Outlook

It is mesmerizing to pour pancake batter onto the center of the skillet and watch it spread into a perfect circle–all on its own.

This can be explained by a phenomenon at the micro scale, called cohesion: molecules of the same kind stick together.

A batter with the right consistency will create a perfect circle all on its own, every time.

Market Access professionals create pancakes all day long (projects).

OUTLOOK is at the center of any project, from which the final deliverable manifests. A pure, powerful, and progressive outlook will create such deliverables.

Despite the genetic nature of outlooks, they’re almost always ignored as everyone hastily slaps things onto the paper to get it done. The right outlook is never missed by anyone until something goes wrong.

“Watch your thoughts, they become your words; watch your words, they become your actions; watch your actions, they become your habits; watch your habits, they become your character; watch your character, it becomes your destiny.” –Lao Tzu

First Impression is Lasting

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First Impression is Lasting

There is something specific the Client is looking for. What is it?

Asking this question can determine the fate of a project, an entire business, or even someone’s promotion.

Giving him exactly what he was looking for will create a wonderful first impression! He’s ready to listen.

Failing to give him what he was looking for: the rest of it doesn’t matter, because he’s no longer willing to see it.

First impressions aren’t limited to the first 3 seconds of meeting someone for the first time. First impressions are actually recurrent: the first 3 seconds of reviewing a revision, the first 3 seconds of a meeting, the first 3 seconds of reading an email.

Consultants have to EARN clients’ trust EVERY time, because the client-consultant relationship is like a crush.

Krishna Patel, PharmD
Market Access Strategy and Execution Consultant
info@sojusllc.com
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