Strategic Account Management Handbook
 Regardless of their experience level, new and seasoned Account Managers alike will benefit from the Strategic Account Management Handbook, a core component of TLC’s newly expanded Strategic Account Management Curriculum. Targeted for anyone in a pharmaceutical company who calls on or works with managed care organizations (MCOs), the handbook outlines the strategic account management skills and knowledge needed when calling on MCOs.
The handbook is divided into three main sections:
- Part I: MCO structure, operations, and finance
- Part II: MCO decision makers
- Part III: Account profiling and management
Part I provides account executives with the information they need to understand what the organizations they’re calling on—how they are structured, , how they operate, how they make money. Part II ties the operations discussed in Part I to real people—the decision makers who make the MCO run. Part III spells out specific steps account executives can take to profile the needs of their MCO customers and to develop strategies for building market share at those accounts.
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