Reward Their Attention

Are your customer engagements successful?

Appreciate their attention and reward it with something worthwhile.

A recent study published in JMCP articulated some pain points among specialty pharmacists who meet with pharmaceutical field representatives:

1. Pharmacy team members reported attending presentations that were not relevant to the patient population they served. This is usually because the individual on the pharmacy leadership team sending out invites may not have been familiar with each pharmacy team member’s specific area of practice.
2. Meetings were oftentimes not clinically focused. For example, pharmacists report requests for meetings strictly for introduction to new or additional field reps. This trend could have been due to poor planning on behalf of the reps in which introductions did not align with presentations of new clinical data, new guidelines, or tools or resources that would be applicable to pharmacists’ practice or workflow.
3. Specialty pharmacists generally perceive limited value of PIE presentations where the therapeutic area doesn’t relate to their area of practice and where the price points are nebulous (price point is an important clue to whether the drugs will be managed as specialty drugs).

It’s For Me

Why should I look at the positive in the other person?

Because it’s nourishing. For me.

Same Yet Different

The DNA sequences of humans and chimpanzees are 98% identical.

The DNA sequences across all of us humans are 99.9% identical. Who knew?!

As humans, we share more similarities than we can imagine. Yet there are countless differences to celebrate!

Our health equity efforts can be so rich.

Do Something

The joy in serving is longer lasting and more satisfying than the joy in staying tucked up.

To paraphrase the late Congressman John Lewis: ‘See something, say something, do something. ‘

Persuasive Engagements

If you want to nail the customer engagement, nail the triad: content, design, and delivery.

You’re compromising your opportunity by compromising on any of the three.

What’s Right?

Every direction is right. Until you’ve decided your destination.

Once your destination has been decided, you’re allowed to change direction.

The Human Solution

Don’t hinge your hopes on AI to fix our broken processes. Afterall, AI is trained on the systems and data that were already broken.

You’re it!

I’m confident that we can fix what we’ve created and broken.

Pull It Out

Pull It Out

If it’s rotten, it’s outdated.

It’s just a matter of pulling it out to give room for fresh ideas.

Does It Really Matter?

Recognize that it’s a distraction and remove it from your way.

When we bury ourselves in nonessentials, we lose track of what is truly significant.

Exploration

Every human is as deep as the ocean. Unexplored and wonderful.

Go on an adventure and get excited about what you’re about to discover.

If nothing else, start with this question: ‘What is a learning that has changed your perspective or how you operate?’