IMS Health - consistent, exceptional service across Europe 

When a company relies on a network of national service teams to provide Europe-wide service, it is vital that they use a mode of communication that is appropriate to their market, consistent with their sales teams and helps them effectively realise business opportunities. IMS Health discovered the benefits of combining local expertise with consistency when Huthwaite were retained to deliver a pan-European solution to their needs.

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Huthwaite score 'excellent' with pharmaceutical intelligence provider, IMS 

Tried & Tested

Ian Froggatt, director of sales operations at pharmaceutical intelligence provider, IMS, describes the critical role played by a behaviour change programme in meeting the challenge of new markets and increased competition.

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Win/win negotiating - holy grail or pie in the sky? 

Today, every company worth its salt will say it believes in creating long term relationships with customers and suppliers. And there really is no other way to achieve the sense of partnership needed to create a foundation for mutual success over time. Like many of their contemporaries in other industries, healthcare salespeople have become a touch cynical when it comes to a utopian vision of win/win outcomes in their business dealings. Alison Morris, Healthcare Sector Head, Huthwaite International looks at how this can be achieved.

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Only here for the beer? 

Alison Morris, Healthcare sector head, Huthwaite International looks at the changing face of hospitality for pharmaceutical and healthcare companies and how they are taking a smarter approach to cultivating business relationships. Maintaining a balance at social events between the 'fun' or relaxed elements and achieving an acceptable return is an art in itself.

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Consultative sales programme lifts IMS 

To facilitate the move into a new market in data analysis and manipulation IMS needed to reposition the salesforce to be a consultative, client focused team spanning the globe with a single, and quality assured solution.
Huthwaite assisted this process through a series of training courses covering SPIN^® selling, Account Strategy for Major Sales, Negotiation skills and elements of management skills.
There are comments on the project from Greg Parish, Group Director for Sales Development at IMS.

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Novartis Consumer Health: Teamworking for Togetherness  

Piotr Sypula, Head of Human Resources at Novartis Consumer Health comments on the value of teamworking skills training with Huthwaite for resourcing efficient and effective ways of achieving a common goal.

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Oxford Instruments chooses Huthwaite 

Having a reputation for producing world-class products in the fields of superconductivity, analytical equipment, medical equipment and magnets for Magnetic Resonance Imaging wasn't enough for Oxford Instruments - they wanted a world-class salesforce to match. With comment from Dr Jim Hutchins on the training, the trainers and its application in the workplace.

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Coaching for success at Nutricia  

This client case study covers the work done for Nutricia Sweden in 2001 to develop their field sales team recruited from among health professionals such as nurses and dieticians. The article contains comment from Magnus Ivarsson Sales Manager about the needs behind the project and the approach adopted by Huthwaite Sweden.

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