As one of the best healthcare consulting firms, The Brooks Group strives to facilitate improvements that benefit both healthcare organizations and the patients they serve. To that end, we offer an array of different services that allow organizations to address specific business goals. Today, we will be offering a closer look at our three core capabilities: our research and insights services, our Learning eXperience service, and our strategic advisory services.
1. Research and Insights
As all successful enterprises can attest, knowledge is power. That is why The Brooks Group works to deliver cutting-edge research and insights that make outstanding business outcomes possible.
Through a combination of quantitative and qualitative research, our company synthesizes critical first-party data to generate the insights you need to drive meaningful change. Learn how your customers really feel about your organization with our Equity Scan research or evaluate your team's performance based on feedback from our Voice of the Customer report. Consult our syndicated market research report on patient advocacy in the healthcare industry (The Advocate) to learn more about patients' needs and brand perceptions. If you have any specialized research needs, we are also available to conduct custom studies upon request.
If you want to begin your learning immediately, you can also consult our vast repertoire of online resources. We regularly publish an array of primers, podcasts, and other materials to help account managers and other healthcare sales professionals stay up to date with the latest in the field.
2. Learning eXperience
Whether you are interested in improving your team's performance or creating a new onboarding training program, our Learning eXperience service can help.
Using a team led by experts in instructional design and gaming, we apply our subject matter expertise to create engaging, interactive blended learning courses. All of our courses include a custom curriculum as well as enhancements like professional graphics, animations, and voiceovers. Our holistic educational approach ensures that the knowledge imparted is not only learned, but retained.
As part of every course design package, we also include access to our cutting-edge analytics platform. This platform helps managers and other stakeholders quickly review and assess learners' progress. Automated tools can be deployed to provide targeted learning suggestions that build each team member's knowledge base in the areas where it is weakest. Over time, you can hone your team's knowledge and competencies enough to gain an edge over your competitors.
3. Strategic Advisory Services
Is your healthcare organization facing new and unprecedented business challenges? Our strategic advisory services help healthcare companies devise strategies to successfully navigate the complexities of managed markets and other common industry hurdles. Through business reviews, advisory boards, and other mediums, we assess your company's needs and offer the guidance you need to prevail.
Our services encompass many aspects of business in the healthcare industry, including organizational design, national and international brand planning, and access and reimbursement. We also offer specialized healthcare executive coaching and strategic account management training to help leaders in the field improve key skills such as effective communication and developing succinct and relevant sales pitches. Depending on your needs, we can offer our services virtually or through field visits to your office location.
Set Your Healthcare Organization Apart
If your healthcare organization is in need of some strategic assistance, choose The Brooks Group for superior service and results. We would be honored to apply our expertise for your benefit and play a part in your continued success. Contact us today to learn more about our services or to arrange an initial consultation.
This blog was originally posted on https://thebrooksgrouponline.com/2022/06/intro-to-core-capabilities-of-the-brooks-group/
Knowledgeable, well-rounded team members are the building blocks of any successful organization. However, while it is reasonable to expect employees to enter the company with some key information and skills in place, companies must also be prepared to offer their workforce the training they need to upgrade their skills and keep up with new developments in their field. This is especially important in the fast-changing, knowledge-intensive healthcare and pharmaceutical industries.
The Brooks Group’s Learning eXperience service exists to help organizations in these and other industries easily disseminate specific knowledge throughout their team. Whether you need a new strategic account management training course or an onboarding training program, our custom training experiences are strategically engineered to foster superior learning and retention. There are three unique elements that make this program special: our blended learning approach, our instructional design focus, and our cutting-edge analytics platform.
1. Blended Learning
In today's fast-paced world, traditional classroom instruction often feels outdated and inefficient from learners' perspectives. While there is no denying the value of an authoritative and knowledgeable instructor, conventional learning experiences force all participants to work on the same objectives at the same pace, all at a specific time and place.
Our Learning eXperience courses incorporate web-based modules that can be accessed at any time, allowing participants to engage with the material at a time, place, and pace that is most comfortable for them. Many of our custom courses also provide short modules of mobile learning for busy professionals who can only spare a few minutes at a time for their studies. These alternative formats allow learners to complete courses at their own pace without sacrificing the benefits of live instruction.
2. Instructional Design
Not all individuals learn effectively by reading text. In fact, few learners are able to fully absorb written information. Even fewer retain it. In corporate environments, this issue can quickly lead to poor compliance, reduced customer satisfaction, and lost revenue.
In addition to conventional text-based lessons, our Learning eXperience services also provide alternative learning experiences to reinforce critical information. Interactive elements like quizzes, simulations, and gamification all provide participants with the opportunity to demonstrate the knowledge they have obtained and understand its importance. Course content is also equipped with custom infographics, animations, and other multimedia elements to enhance user engagement. Modules can be made to cover company-specific topics (like onboarding training programs) or general industry topics (like patient advocacy in the pharmaceutical industry).
Just like students in traditional academic settings, participants in corporate training programs must have the results of their learning quantified. Our in-depth analytics platform makes it easy for managers, executives, and other stakeholders to appraise a participant’s progress at any time. Using individual learning profiles tied to a central portal, stakeholders can access detailed information on lesson completion, test results, and other key metrics that provide insight into how well each participant is engaging with the material.
This platform can be used to verify course completion, but it is much more than a simple tracking tool. The data it provides can be harnessed to drive improvement in specific competencies that are tied to your organization’s unique business goals. Further, it can help identify any strengths and weaknesses in your team’s capabilities and knowledge base. Any weaknesses can then be addressed with further instruction or more intensive services, such as healthcare executive coaching.
Create the Healthcare and Pharmaceutical Training Resources Your Staff Needs
Upgrading your employees’ skills could be the deciding factor that clinches and maintains key business relationships. Invest in your team’s skills today with custom courses made by one of the best healthcare management consulting firms in the industry.
Courses created by The Brooks Group’s Learning eXperience services deliver accurate, applicable, and memorable information that will give your team the knowledge they need to drive your organization forward. Contact us today to discuss your training needs and learn more about how our industry-leading custom courses can help you meet them.
This blog was originally posted on https://thebrooksgrouponline.com/2022/06/3-unique-aspects-of-the-brooks-group-learning-experience/
Patients deserve to have their voices heard by the healthcare industry. Their input can not only improve the quality of their own care, but also that of many others with similar needs. It also sheds light on under-recognized sources of demand in the industry and opens up new opportunities for professionals who have the skills to fill that demand with new solutions.
To this end, our research team at The Brooks Group publishes an annual report on patient advocacy in the healthcare industry. Our pharmaceutical market research publication (The Advocate: Supporting the Patient Voice) has all of the information you need to assess the state of patient advocacy in the healthcare market and determine how to better align your company's offerings with patients' stated needs.
What Is The Advocate?
The Advocate: Supporting the Patient Voice is an annual market research report published by The Brooks Group that first debuted in 2018. It was preceded by our publication STAR: Successfully Targeting Advocacy Relations, which ran from 2010 to 2017.
The Advocate comprises information from 103 healthcare companies and 37 professional organizations spanning over 18 therapeutic areas in total. It includes both quantitative and qualitative data to create a more holistic and compelling picture of patient needs.
To complete our data set, we also conduct 45-minute follow-up interviews with a selection of the top organizations in the healthcare industry. These interviews give these organizations a chance to comment on their patient advocacy efforts in more detail and outline the areas they plan to work on in the near future.
Our Goals for The Advocate
In each edition of The Advocate, we strive to:
Why It Matters
Patient advocacy is more than a professional courtesy – it is a fundamental duty within the healthcare industry.
The goal of all healthcare is to improve patients' health and quality of life. Providing treatments for disease only accomplishes part of that goal. Patients must have a platform to express their needs and priorities. Patient advocacy gives this vulnerable population a voice and makes it more likely that they will receive treatments that suit their budget, lifestyle, and overall health requirements. Advocacy work may even prompt companies to develop therapies for some conditions that are currently overlooked.
Since patient advocacy information is essentially an expression of demand, it also has significant repercussions for the sales side of healthcare. Major payers often shift their buying habits in response to patient feedback. Top healthcare consulting firms emphasize the importance of this relationship when advising clients on how to navigate changing markets.
Account managers who do not take the time to keep up with the latest patient advocacy reports may suddenly discover that their pitches are no longer resonating with their clients. In contrast, keeping up with this information on a yearly basis allows healthcare sales professionals to make timely propositions that address concrete, documented patient goals.
Bridging the Gap Between Patients and Industry
Investing in patient advocacy research could significantly improve your company's ability to close sales and make meaningful investments with appreciable ROI. The Brooks Group makes it easy to upgrade your workforce's skills with account management training courses, healthcare executive training, market research, and more. Contact us today to learn more about how your organization can receive access to The Advocate or to sign up for our any of our industry-leading healthcare sales training courses.
This blog was originally posted on https://thebrooksgrouponline.com/2022/05/power-of-patient-advocacy-in-pharmaceutical-development-the-advocate/
Digital technologies have crept into every facet of daily life, and the healthcare industry is no exception. Digital health is the latest trend set to revolutionize the healthcare industry.
This new model of care will change everything from research and development to patient care outcomes – no aspect of the field will be left untouched. Understanding this phenomenon, its benefits, and the opportunities it presents can help healthcare and pharmaceutical professionals adapt their practices to the new digital paradigm.
What is Digital Health?
Digital health is the process of integrating new digital tools into the healthcare industry. Using technologies like wearables, connected devices, and software applications, physicians and other healthcare professionals can collect vast amounts of health data from patients. This allows them to get a more well-rounded, accurate, and timely picture of each patient's health status, sometimes on a real-time basis. They can then offer high-quality care even at long distances.
Benefits of Digital Health
Healthcare providers who adopt the digital health paradigm benefit in many ways, including:
Digital Health and the Pharmaceutical Industry
Digital health has also made a noticeable impact on the pharmaceutical industry.
Now that electronic health records are more widely used, patients' health information is being recorded in a standardized and easily accessible format for the first time. This shift gives researchers and healthcare providers access to more detailed patient health profiles, including current vitals readings and records of any comorbidities each patient has.
This information unlocks a whole new realm of possibilities for drug companies. Researchers can use it to develop drugs that are targeted to specific presentations of a particular condition. They can also determine which type of patient responds best to each medication and market their products appropriately. This process can be aided by AI-powered drug discovery methods that can experiment with thousands of chemical combinations to find the formula that produces the desired effects.
Digital Health and Pharma Sales
These opportunities presented by digital health technologies have additional implications for pharmaceutical sales. Account managers who factor digital health advancements into their services and pitches will be the most successful in this new reality.
To do this, salespeople will need access to specific tools. Pharmaceutical market research is critical to keeping abreast of new developments powered by digital health technologies. Account management training courses can refine professionals' ability to tailor their pitches to customer needs. Pairing the two together gives account managers the skills and knowledge they need to seize the opportunities before them.
Don’t Let Your Company Get Left Behind
As one of the top healthcare consulting firms in operation today, The Brooks Group recognizes the importance of staying up to date with the latest digital health developments. We offer a multitude of services designed to improve market knowledge and sales skills in healthcare professionals, including healthcare executive training and managed care training. Contact us today for more information on any of our world-class training programs or to sign up for an upcoming session.
This blog was originally posted on https://thebrooksgrouponline.com/2022/05/how-is-digital-health-revolutionizing-the-healthcare-industry/
Working in a pharmaceutical sales role is a challenging task that many professionals find very rewarding. However, most people strive for improvement in status, recognition, and responsibilities, continuing over the course of their careers. Whether you are just starting out in this field or are hoping to make some progress after a few years of stagnation, these five tips will help you set the stage for the career progression you desire in pharmaceutical sales.
1. Set Clear Goals
You know you want to develop your career, but have you given any thought to what that development should look like?
You may want to develop professional renown based on your in-depth knowledge of the pharmaceutical industry. Perhaps you would like to make it into the executive suite one day. You may even want to shift your focus altogether and break into the medical device, or biotechnology space instead. Identify what meaningful career progression looks like to you, then use that information to determine which skills you need to develop through education or practical experience. This will help you chart your course to greater heights.
2. Develop Your Resiliency
Even the best sales representatives will encounter the occasional roadblock during their career. Not all your pitches will be well-received, and you may even lose some long-term clients due to problems like economic downturns or corporate restructuring.
These things are disappointing, but they are also unavoidable at times. A good salesperson views failures as an opportunity to learn and improve. Instead of becoming discouraged over these setbacks, ask yourself what you could do better next time. These reflections will help you identify the weak points in your sales approach and determine what needs to be done to improve your skills in that area.
3. Network Frequently
Finding success in pharmaceutical sales often comes down to relationship-building – not just with your current clients, but also with other contacts within your field. Trade shows are an excellent place to find new prospects with whom you can slowly establish trust. Professional organizations like the National Association of Pharmaceutical Representatives are another good resource.
4. Find a Mentor
There are many things about sales that can only be learned through experience. Finding a mentor allows you to learn from their experience instead of having to find these things out on your own.
Connecting with a more experienced sales professional gives you access to someone who can guide you through the finer points of your role. Your mentor may also have received additional training that you have not. For instance, they may have undergone advanced courses like healthcare executive training to prepare to step up to higher roles. They can impart some of this knowledge to you and let you know which types of training have been most valuable to their career trajectory.
5. Invest in Continuing Education
Finally, be sure to keep up with your professional education over the course of your career. Earning a postgraduate degree is one way to show your customers you have advanced scientific knowledge. This can help you win their trust, but it will not necessarily make you a better salesperson.
A better approach is to invest in individual continuing education courses. Many top healthcare consulting firms offer training specific to the pharmaceutical industry. The knowledge imparted through these courses is immediately applicable to your daily work. You can use this information to generate impressive results and have a tangible impact on your company's bottom line. Proving your value in this way makes you an excellent candidate for the raises, promotions, and other benefits that establish career progression.
Get Ahead with Professional Healthcare Sales Training
Your career will not build itself: it is up to you to take the steps needed to accomplish your goals. Invest in your future potential with professional training from The Brooks Group. Our pharmaceutical market research services and account management training courses have helped many a trainee develop into a leader in the healthcare industry. Contact us for more information on any of our healthcare training courses and begin working toward industry prominence.
This blog was originally posted in https://thebrooksgrouponline.com/2022/04/career-advancement-tips-for-pharmaceutical-sales/
Employee retention is a major concern for companies in all industries, but the specialized knowledge required for healthcare sales roles makes turnover a particularly salient concern in the pharmaceutical industry. After putting significant amounts of time and resources into finding and training the best candidates, you want that talent to stay with you for many years.
Building a robust new hire onboarding training program is one of the best ways to build employee loyalty. A warm and purposeful welcome addresses many of the common concerns employees have when starting a new job and helps them overcome many productivity roadblocks that keep them from performing at their best. This generates high employee retention and produces results that delight both parties.
The Emotional Stakes of a New Job
When an employee starts a new job, emotions are always running high. New employees are eager to make a good impression, feel the expectations of their new environment, and settle into their new roles. They are unaware of any pre-existing team dynamics and company culture pressures, but most are conscious of this weakness and will happily work to remedy it.
This early period is a crucial time in the employee’s tenure with your company. Their experiences at this stage frame their expectations for the job overall. If they do not receive the support and resources they need to thrive, many will assume that thriving is not possible in their role. From their perspective, this leaves them with no choice but to resign and move on.
Delivering on Your Promises
Emotional fulfillment is not the only benefit of a well-executed onboarding period. Many companies claim that all employees are valued, integral members of the team. This is an effective mindset that promotes greater team cohesion and individual empowerment, but it means nothing without concrete action to support it.
Team members who are hired and given little to no orientation often do not feel valued. In some cases, they may not even be sure how to contribute to the team. They lack the context they need to apply their efforts to larger organizational goals and end up feeling abandoned and adrift.
This disconnected team environment is not conducive to high productivity. Even when employees decide to remain with the company, they cannot use their skills effectively for your benefit. They also have no insight into their team’s strengths or weaknesses and cannot even attempt to fill the group’s needs.
Smoothing the Transition with Onboarding
To assuage new employees' fears and help them better integrate into your organization, consider increasing your investment in onboarding training.
Onboarding training establishes an initial framework that helps both employers and employees get what they need. It helps new team members become accustomed to your company culture and expectations through a formal channel with clear and consistent messaging. When paired with a relational component like a buddy program or mentor system, a good onboarding training course can give new employees the sense of direction they crave in those critical early days. This has been shown to improve retention by up to 50%.
Onboarding training does not have to be done on a set schedule. Virtual onboarding training courses allow new employees to learn at a pace that suits their needs. If they have a large chunk of free time one afternoon, they can spend it working through the module. If other matters must be prioritized, the module can be put on hold for a while. Learning how to complete training initiatives at a self-guided pace also sets employees up for success with future training initiatives, such as account management training courses and other continuing education.
Receive Quality Custom Onboarding Training from The Brooks Group
A well-crafted onboarding training program can mean the difference between a stable team and a revolving door of constant new hires. As a leading biotech market research and healthcare management consulting firm, The Brooks Group has developed custom onboarding training programs for countless healthcare leaders. Contact us today to discuss your organization’s training needs and get your employees off to a better start.
This blog was originally posted on https://thebrooksgrouponline.com/2022/04/onboarding-process-and-its-link-to-retention/
Managed care is the process of delivering health services based on agreements made between an insurance company and a network of healthcare providers. Under this agreement, insured patients receive care at a lower cost than they would if they were treated by a provider outside of this network.
This type of care has become extremely popular in the US market, particularly in the context of employer-sponsored plans. As of 2017, more than 70 million Americans rely on this type of coverage for at least some of their healthcare needs.
This high market penetration signals the need for healthcare providers to satisfy the demands of managed care providers in order to receive payment for their services. This has significant implications for how account managers should approach sales proposals when managed care plans are a factor in their clients' decision-making processes.
How Managed Care Changes Sales Dynamics
In addition to a thorough understanding of the pharmaceutical market in general, a specialized approach is required when working with accounts that depend on managed care billing. These accounts have unique concerns that influence their purchasing decisions. If they purchase a drug that is not adopted by many managed care plans, they risk being unable to generate a profit from that purchase.
Which types of drugs are favored by managed care plans? Budget is often a major factor in this decision. Managed care plans emphasize affordability and must stretch a relatively small pool of funds to cover all the drugs and treatments they will offer.
Managed care insurers are also much more likely to be interested in drugs that can be prescribed to a wider patient base. Niche solutions are rarely appealing to this type of payer. On the other hand, drugs that can be used to treat a wide variety of conditions may be more attractive.
Why Managed Care Training Matters
Developing a deeper understanding of what drives this market is critical to successfully pitching products to providers who operate within it. Account managers and pharmaceutical sales representatives must demonstrate that they are familiar with the decision-making process within managed care contexts to gain providers’ trust and match them with profitable solutions.
In recognition of this knowledge gap, healthcare management consulting firms have begun offering specialized training to help account managers adjust their approach to better suit the needs of this segment of the market. For instance, our upcoming Managed Care 101 training course offers an overview of managed care markets and the information needed to make a convincing proposal that will secure new business. Topics covered include:
• Who pays for healthcare products and services in the US market
• How pharmacy benefit management and integrated delivery networks work
• How to use evidence-based criteria and player guidelines to determine appropriate product suggestions
• How to establish a pull-through relationship with clients to promote the use of your products in the context of managed care
Perfect Your Managed Care Sales Tactics
Managed care market dynamics will only become more important in pharmaceutical sales in the coming years. Deepening your sales team's knowledge of managed care now is key to maintaining your competitive advantage.
The Brooks Group offers a full catalog of account management training courses designed to help sales representatives hone their skills, as well as instructional design services for creating custom training content. Contact us today to sign your team members up for our Managed Care 101 training course (currently scheduled for May 30) or any of our other industry-leading courses for account management professionals.
This blog was originally posted in https://thebrooksgrouponline.com/2022/03/amplify-your-sales-teams-effectiveness-in-managed-markets/
Many healthcare companies feel that branding efforts are a waste of their time and resources. This mindset is a holdover from past markets, and it is problematic in today’s market conditions.
In the past, healthcare markets were much smaller, and there may have been only one or two products available to treat any given condition. Now, there might be dozens of different options to choose from.
Building a stronger brand is one of the best things you can do to ensure that your company can thrive in this crowded environment. The following five benefits are just some of the many reasons to establish and nurture your healthcare brand.
1. Crystallize Your Competitive Edge
What makes your healthcare company different from all the others in your niche? You know the answer well, but your prospective customers may not. Strong branding highlights your company’s unique value propositions and allows you to prove your worth to patients and healthcare providers alike. It gives customers a sense of what to expect when buying from you, and this may be enough to cement their decision to choose you over your competition.
2. Build Trust in Your Company
New drugs, technologies, and equipment often represent million-dollar investments for healthcare providers; choosing which ones to purchase is no easy decision. Products that are backed by an established brand are seen as less risky than those that are not. Branding makes the products feel like more of a known quantity than what competitors are offering, making it easier to justify the decision to buy from you. We speak from experience on this matter: as one of the country’s top healthcare consulting firms, we have taken care to ensure that our own brand is synonymous with integrity and reliability.
3. Drive Patient Empowerment
Good brands resonate with patients as well as healthcare providers. They cultivate patient trust by keeping a close eye on their needs through market research and patient advocacy, then implementing key insights from their findings to better reflect patient needs. They also build a reputation for transparency and trustworthiness, providing patients with all of the information they need to confidently direct the course of their treatment.
4. Contribute to Financial Security
Even the biggest healthcare companies may see sales numbers dip from time to time. However, a strong brand has staying power that outlasts small roadblocks. People will always gravitate to brands they know and trust, even when budgets are tight. This means that products from strong brands are often some of the last line items to be cut in times of crisis.
5. Confer Power During Mergers and Acquisitions
Effective branding can also be an excellent asset during mergers and acquisitions. A company with an established brand has significantly more negotiating power in these propositions. If you are interested in an acquisition, you can command a higher price for the sale. You can also count on the strength of your brand to deter low-quality offers that are not in the best interest of your company; bigger brands are perceived as more difficult targets, even when the company behind them is relatively small.
Build Your Brand with Quality Training Initiatives
A strong brand starts with an exceptional team. You can home your staff’s sales, strategy, and interpersonal abilities with advanced professional courses from The Brooks Group.
Here are some popular training courses we conduct for healthcare executives -
Executive Level Presence - https://thebrooksgrouponline.com/training-programs/healthcare-executive-training-program/
Excellence in Account Management - https://thebrooksgrouponline.com/training-programs/large-account-management-training/
Get into Pharmaceutical Sales - https://thebrooksgrouponline.com/training-programs/get-into-pharmaceutical-sales/
Managed Care 101 - https://thebrooksgrouponline.com/training-programs/managed-care-101-training-seminars/
Contact us and let us help your team upgrade your company branding today.
This blog was originally posted in https://thebrooksgrouponline.com/2022/03/its-time-to-embrace-branding-as-a-necessity/
The Brooks Group provides training, market research, consulting and instructional design services to organizations in healthcare and biotech. While we have a strong heritage in the Managed Care space, we work with various teams in healthcare on Account Management principles and proven processes. Our subject matter expertise fused with instructional systems design uniquely qualifies us as a leader in the space.