Ready. Set. Access.

Market Access Strategic Execution Consultant

Valuable Zeros

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Valuable Zeros

Alone, zero doesn’t have value. In a group, however it’s highly valuable.

9 patients

90 patients

900 patients

9,000 patients

One zero changes the entire equation and the ensuing messages.

In a team, EVERY project manager, account executive, writer, editor, and strategist COUNTS. Doesn’t matter their salary or their reputation within the organization.

Just imagine if any one of these were missing from the team.

Acknowledging each team member and embracing unity will take us FAR. We are one.

Taking Ownership

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Taking Ownership

“This is what I plan on doing. First I will…, then I will…. I will get started on it as soon as I get the green light from you.”

Vs.

“I already put the deck together with all of the data points that we’ve been thinking about so far. I would love to hear your thoughts.”

Which scenario would bring peace of mind to clients?

It’s hard (perhaps impossible) to let go of contractors and agencies that take greater ownership of the work than the job owners themselves.

Not My Problem

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Not My Problem

When soliciting feedback on a product and its value messages, focus groups will do the job.

However, if you want ruthless real-life feedback, listen to your customers. And MAKE SURE you have a mechanism set up to channel the feedback to the core team. 

Focus group participants will certainly put in the effort to give you the feedback. But really, it’s not their problem. In contrast, it IS the customers’ problem because they’ll be paying for your product.

When someone else’s problem suddenly becomes our own, we become alert.

Wolves Don’t Scare Them

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Wolves Don't Scare Them

In situations where we have to present our work or ideas to those much, much, much more powerful than us, it can feel intimidating…at the very least. “What if they hate it?” “What if our budget doesn’t get renewed?” “What will happen to my job?” 

Much planning and rehearsing can certainly relieve some of the anxiety. But what if we weren’t given even a minute’s notice? What if right there in the meeting, the spotlight was abruptly put on us to present our work to these powerful people? MOST of us would be paralyzed by the feeling of being thrown to a pack of wolves.

There’s a special breed of market access professionals that are not scared of wolves. They will enjoy playing even amongst a pack of wolves. As a matter of fact, the wolves may even consider them as one of their own kind.

Unwavering self-confidence and faith in God—when mixed together, creates a force to be reckoned with. It can take years of relentless effort to master this art. Those who have mastered this art roam without a care in the world, yet they’re killing it…every. single. time. Lucky them!

Everyone would like to be this person–who wouldn’t? Culture goes a long way in cultivating such individuals.

Abundance

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Abundance

Every difficulty is an opportunity to improve ourselves.

More difficulties = more opportunities.

These opportunities multiply exponentially when we are able to learn from OTHERS’ difficulties.

Self-development is not limited to the time we spend with scriptures. Work is a fantastic lab where we gain hands-on experience that helps us to solidify our understanding of the theories learned from scriptures.

To the Point

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To the Point

Ironically, some of the best Market Access writers don’t like reading.

They will never write something that they’re not willing to read themselves. No fluff, just the important stuff.

Who benefits? The customers who are always in a hurry—which are all of them.

“Either write something worth reading or do something worth writing.” –Benjamin Franklin

Sharing Feelings Is a Shortcut

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Sharing Feelings Is a Shortcut

When you’re complaining to someone, it might sound like just that.

Instead, try telling him how you feel: “I feel stressed,” “I feel angry,” …. Sharing how you feel is a shortcut for the person to figure out exactly what’s behind the complaining.

You might’ve been complaining about the same thing for the past 2 weeks. However, upon learning that you feel stressed, your manager will now pay attention and try to look for solutions.

Of course, in order to tell someone how you feel, you have to know what you’re feeling first.

Once the problem is accurately diagnosed, treatments can be found.

Just Google It

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Just Google It

Keeping up with technology is something that MAJORITY of people in Market Access struggle with. 

If we don’t stay up to date, we will soon become outdated. Could we soon become outdated for the very positions we currently hold? Parents today say that their 2-year-olds are teaching them how to use the TV remote.

A well-kept secret of IT professionals is that they don’t know everything. When they do not know the answer to an IT-related question, they just Google it. That’s it. No magic to it.

So before complaining about SharePoint again, try to figure out a solution to the problem by Googling it.

Figuring it out will take us much further than complaining about it.

Everyone likes figure-outers–the world needs more of them.

Meeting Objectives

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Meeting Objectives

Objectives set (1) expectations for meetings as well as (2) guardrails that keep the discussion on-course.

It’s important to set expectations so that the attendees can come adequately prepared (I’ve been to meetings where the person who’s presenting didn’t even know that he was going to present—imagine that!).

It’s important to set guardrails to ensure everything on the agenda is given enough time during the 1 hour.

When done right, objectives start with a verb (which is rarely the word “discuss” because it’s too ambiguous).

Courage to Ask

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Courage to Ask

One of the most important traits of the most successful people in Market Access is their willingness to learn. All the time.

Humility and eagerness to learn can go a long way in saving lots and lots of time and ultimately creating a better overall product/outcome.

But it takes courage to ask.

2-minute guidance from a caring team member could save 2 hours of work. That time saved can then be spent doing other productive things.

Not a single person knows everything; every single person knows something.

Consider taking this 1 step further.

Appreciate the team member: “Thank you for your time. The last 2 minutes with you just saved me 2 hours of research.” 

We criticize liberally but are stingy with appreciation. Because appreciation is so rare, we notice it when it actually happens. Plus, it’s nourishing–for both parties.

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