The following Account Management Case Study focuses on the Account Management team of a Medical and Pharmaceutical company. As well as work-shopping the team, the Account Management Training also involved customer interactions and individual customer account planning, resulting in:

• Hitting 140% of target (and growing)
• 19% up on last financial year. Includes 3 record months
• Relationship with all clients moved from a product features/merchandising role to understanding and adding value to their clients’ businesses
• Massive penetration into what were ‘reluctant recommenders’ in both hospitals and pharmacies
• Increased rotations in hospitals and shelf space in pharmacies