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Tuesday, October 13th, 2026
That gap – between holding the role and living it – is the most expensive and least examined leadership problem in strategic account management (SAM). Why executive sponsorship is a leadership behaviour, not a title. Ask a room full of senior executives how many sponsor a strategic account; most hands go up. Ask them what they actually did for that…
Tuesday, December 18th, 2018
Pharma needs to transform the way it engages customers if it is to adapt to disruption in the healthcare landscape. For the past 20 years, I have been involved in pharma discussions regarding the need to radically change our sales and engagement model. The pharma industry has shifted from defining its customers as the physicians prescribing to patients to a…
