Good stakeholder management has become crucial to the future success of pharma. Our client’s market-access team in Spain was preparing the launch of two new products, but had run up against a very broad and complex stakeholder landscape. Its job was made especially daunting by the fact that it possessed neither the processes nor the tools needed to manage the situation effectively and efficiently. So Vintura was asked to provide them.
Our task was to design, implement, and train users in a process and tools for best-in-class stakeholder management, with Spain and Belgium as pilot countries. In a series of cross-functional workshops, we first developed an effective process. This consisted of five steps, from stakeholder identification to monitoring the results of action plans. In its support, we also designed a flexible, user-friendly CRM tool. As a final step, the market-access, sales, and medical teams were trained in the new approach to ensure maximum acceptance and adoption.
Perfect Launch Conditions
Both Spain and Belgium are now well-prepared for new product launches. Ideally positioned to engage effectively with stakeholders, their country teams are so satisfied with the results that they have been actively encouraging their colleagues elsewhere to adopt the new approach.