Services

Training Programs

The Brooks Group offers industry-leading executive training programs for managers and executives across all industries.

Our Open Enrollment programs are ideal for individuals or small groups. We limit class sizes to 12 individuals for all Open Enrollment programs. We hold these sessions at our corporate facility in downtown West Chester, PA.

For groups larger than 12, we offer customized, off-site training programs. Any of our Open Enrollment offerings (Carpei Audientiam: Executive Level Presence, Account Management, or Strategic Thinking & Planning) will be customized to meet your team’s needs.

All of our training programs are interactive and have specific learning objectives.

 

KEY ELEMENTS OF OUR STRATEGIC ACCOUNT MANAGEMENT TRAINING PROGRAM

This program is a comprehensive curriculum of skill-building delivered both in the classroom and as interactive assignments to be completed back in the field. These business processes provide the professional skills required to prepare participants for future success as Account Managers, and improve skills for current Account Managers. Skill development coursework for large account management training includes:

Management can be confident that account manager candidates who have completed this program are able to craft and position a superior value proposition that resonates with key decision makers, and provide world-class account management aligned to the priorities of customers in key accounts. At The Brooks Group we have in depth experience with the healthcare industry making our pharmaceutical key account management training program specifically geared towards the needs to unique challenges faced by account managers in biotech and pharma.

Outcomes
HOW CAN YOU TAKE THIS COURSE?

Participants can take the Excellence in Account Management program by either registering for one of the open-enrollment sessions at The Brooks Group (see schedule here) or by a custom course with your team/organization. Please contact us below for more information on this workshop and options for your organization.

Have questions or want to learn more? Request more information on our Sales and Account Management Training programs below.

Managed Care Training Seminar: Managed Care 101

Evolving reimbursement models coupled with dynamic changes in the U.S. healthcare marketplace demand innovative approaches from organizations to be recognized as experts in their space. Account Managers, Specialty or Field Sales personnel must be able to access Key Decision Makers, understand their critical business issues and using these insights, build and position a unique value proposition that delivers mutual value. The managed care training seminar by The Brooks Group helps these personnel in developing these much-needed skills.

The Managed Care 101 training program is ideal for aspiring account managers, specialty or field sales representatives and senior level sales professionals looking to continue their personal development. The program preps candidates for successful careers in this role and enhances skills of current account managers.

This workshop will introduce and simplify the complex U.S. healthcare market. With 18% of our GDP ($3 trillion) being spent on healthcare in the U.S., which is the most in the world, the U.S. still ranks #33 in the world in outcomes according to the WHO. Healthcare reform and managed care continue to be a driving force. This workshop will step through the various strategies & techniques payers use to managed medical and pharmacy spend.

KEY COMPONENTS OF OUR MANAGED CARE 101 TRAINING PROGRAM

The comprehensive curriculum includes classroom lectures, interactive activities and simulations, and assignments to be completed back in the field. Skill development coursework includes:

Hiring managers can be confident that account manager candidates who have completed this program are able to craft and position a superior value proposition that resonates with key decision makers, and provide world-class account management aligned to the priorities of customers in key accounts.

OUTCOMES

HOW CAN YOU TAKE THE MANAGED CARE TRAINING COURSE?

Participants can take the Managed Care 101 program by either registering for one of the open-enrollment sessions at The Brooks Group (see schedule here) or by a custom course with your team/organization. Please contact us below for more information on this workshop and options for your organization.

Have questions or want to learn more about our managed care training seminars? Request more information on the Managed Care 101 program below.

Strategic Thinking + Planning

The Strategic Thinking & Planning Program is  designed for any client-facing employee, manager or executive.

This program develops the knowledge and mindset of Account Managers (AMs) and other client-facing employees to move beyond their day-to-day “responding to fire drills” mentality and focus on achieving their strategic business objectives. During the course, the AMs examine and agree to the organization’s PEST (political, economic, social, technology), SWOTs (Strengths, Weaknesses, Opportunities, and Threats), as well as their Key Issues (barriers to success). Next, the AMs establish their financial and business objectives for the duration of the plan. Objectives are specific and measureable in order to determine if they were met over the lifetime of the plan (normally one year).

Brooks Group has performed this type of training for 12 of the top 20 pharmaceutical companies in the nation, as well as for a similar number of specialty and biotech companies, over the past seventeen years, consistently receiving extremely high marks for the relevance, usefulness, engagement, and outcomes of the course.

Outcomes

Upon completion of this program, Account Managers will have greater ability to:

Continuing Professional Education Credit

Participants who require credit through NASBA or SHRM can expect 5 credits for completing this program. Please note that the number of credits is subject to change, please contact us to confirm the number of credit hours is current.

Have questions or want to learn more?
Request more information on the Strategic Thinking & Planning program

Revolutionize Your Business

Revolutionize your business at The Brooks Group’s newest training program.

What is covered? The Brooks Group’s Revolutionize Your Business: Lessons of George Washington & the Largest Battle of the Revolutionary War features a flexible curriculum, and is designed to be customized to meet the needs of your team. Ideal for a management or team retreat, registration would be open exclusively for your team, ensuring you receive the full attention of our experts.

The flexible curriculum allows managers to choose one of the tracks below to focus on:

Executive Engagement

This course is designed to develop and enhance your business relationships with your key customers by developing innovative and differentiating account management skills. In today’s crowded pharmaceutical markets, the need for access and integration to key decision makers within your accounts is critical.

In the era of health care reform and the transition from pay for procedure to reimbursement for patient quality outcomes, the Account Manager’s (AM) ability to gain access to key customer decision makers, understand their critical business issues, and craft and position the resulting value proposition is more critical than ever. Given the tremendous consolidation in the healthcare industry, pharmaceutical decisions are being driven into the hands of fewer influencers who are having increasing clout. Thus managing the relationship between key accounts comes with an enormous amount of responsibility. You, the AM, must have the ability and confidence to engage key executives at all levels of the account.

The Executive Engagement program will prepare you to interact effectively with customers at a strategic, as well as, operational level based on your understanding of their business issues.

Outcomes

Upon completion of this portion of the program, you will be able to:

Continuing Professional Education Credit

Participants who require credit through NASBA or SHRM can expect 6 credits for completing this program. Please note that the number of credits is subject to change, please contact us to confirm the number of credit hours is current.

Have questions or want to learn more?
Request more information on the Executive Engagement program.

Accessing & Integrating at Strategic Levels

Gapping is a process for conducting business-based conversations with customer Key Decision Makers (KDMs). The Brooks Group defines Key Decision Makers as individuals that have P&L responsibility or set strategic objectives for their organizations.
The Gapping process is designed to enable Account Managers to explore with their customer KDMs:

The Gapping process can be visualized below:

Once we understand these gaps, or what keeps the KDM awake at night, then we may make a determination if we want to devote the time, effort, and energy to assist them in bridging the gap. Certainly if KDMs view that an Account Manager helps them meet their most pressing needs, then the AM comes to be viewed as a consultant that can help them overcome their business challenges, and very possibly someone that is critical to the company’s future success.

Upon completion of this course, participants will be able to:

  1. Develop the skills necessary to integrate strategically with key decision makers, understand their business issues, and provide solutions that benefit both your customers and your organization
  2. Understand how communication networks and organizational structures influence customer decision making
  3. Implement an effective process for proposing solutions to customers’ critical business issues
  4. Leverage cross-functional relationships and skill expertise with your customer
Continuing Professional Education Credit

Participants who require credit through NASBA or SHRM can expect 6 credits for completing this program. Please note that the number of credits is subject to change, please contact us to confirm the number of credit hours is current.

Developing a Value Proposition

Building the Value Proposition is a two day, customized skill enhancement program that lays down the essentials for building and articulating your companies benefits – the vision and value proposition – to key customers, specifically, to multiple departments and levels within customer organizations. After reviewing the theory and concepts behind value propositions, the participating Account Executives will work as teams to build one for themselves, the products, and the company. Each step along this path will have significant discussion and practice elements.

KEY ELEMENTS COVERED IN THE PROGRAM INCLUDE:
AT THE END OF THIS PROGRAM PARTICIPANTS WILL HAVE:
  1. Clear understanding of their Value Pyramid which emphasizes that the single largest component of it is the individual themselves; their professional expertise, life experiences & network (most individuals vastly understate this component).
  2. Consciously examined all aspects that their Company can add to their Value Proposition
    • Product or service & the customer outcome
    • Supporting programs or services
    • Additional Company resources or partnership
    • Charitable support
  3. Be able to concisely convey their Value Proposition to any key stakeholder whether in a business or casual encounter
  4. Utilize their ability to convey their Value Proposition to gain additional access to the person they are communicating with, in other words, secure a follow on meeting.
  5. Differentiate themselves (which is who people decide to do business with) & their Company in terms that are meaningful to their audience
Continuing Professional Education Credit

Participants who require credit through NASBA or SHRM can expect 6 credits for completing this program. Please note that the number of credits is subject to change, please contact us to confirm the number of credit hours is current.

Pharma Marketing 411 Subscription

A NEW Learning Series Developed by the Marketing Excellence Team at The Brooks Group

Our virtual pharma marketing professional skills development series is designed to enhance pharma brand management and strategic marketing acumen. Each month a new learning module will be released with content that is highly relevant to pharma brand teams.

Access to the Pharmaceutical Marketing 411 learning series is available by annual team subscription, and includes access to bonus podcast content not released to the public, access to monthly learning modules as they are released, and special invitation-only virtual events to network with other pharma marketing professionals. Annual subscription holders will also have priority access to live training events and top priority for customized training, including DiSC evaluations, and specialized team training. Subscribers will have access to our full catalog of learning modules while the subscription is active.

Key topics the Pharma Marketing 411 learning series will cover in upcoming modules, include:

Have questions or want to learn more?

Request more information on the Pharmaceutical Marketing 411 Series, Email PM411@thebrooksgrouponline.com

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