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Does your field organization need to improve its Account Planning Process and Key Account Manager ("KAM") skills?
WLH Consulting, Inc. has developed:
The 5C's of
Transition Leadership™
A program to enable leaders to successfully lead and execute change efforts.


Pharm Rep
Please read:
As companies demand more from their reps, Business Acumen becomes an essential skill.
 Pharm Exec logo
Please read:
"A Sturdy Framework"
on why Business Planning and Resource Allocation is important for field force effectiveness.
Please read:
Please read:  
To read additional published articles by Dr. Wendy Heckelman, please feel free to visit our publications page by clicking on this LINK.
Compliance Training
and Monitoring
Learn More about our Field Based Monitoring Program, a comprehensive solution for training, monitoring, and reporting compliant biopharmaceutical behaviors at the product level.
Human Capital


"Account Planning: A
Blending Learning Solution"

A program for key account managers to identify opportunities, develop comprehensive account plans, and coordinate with customer-facing teams when calling on large IDNs, Medical Groups, and Payers.

Desired Outcomes and Business Impact

Consistent account planning process that can be cascaded throughout your field organization:  

  • Impactful account plans to be created by the key account team
  • Improved collaboration among customer-facing teams on plan development and execution
  • Effective resource allocation decisions based on opportunities
  • More efficient use of time spent on account planning activities
  • Opportunity for best practice sharing and lessons learned
  • Better identification of opportunities, key stakeholders, and improved results
  • Optimization of formulary wins with more effective pull-through coordination and field execution  

Improvements in the following areas: business acumen, strategic thinking, data analytics, problem solving, decision making, resource allocation, and team collaboration.


Program Components


On-site or Distance Learning Webinars:

  • Account Planning Process Overview
  • Consultative Selling Model and Skill Development
  • Discovering Customer Needs and Account Profiling
  • Matching products and solutions to customer needs
  • Improving business analytics to uncover needs and trends
  • Mapping Relationships and navigating complex accounts
  • Developing Value Proposition
  • Optimizing pull-through wins
  • Ensuring compliant documentation and communication

Tools and Templates:

  • Business Acumen Assessment
  • Account Planning Process Tool
  • Relationship Mapping Tool
  • Strategic Partnership Assessment

Collaborations and Action Learning:

  • Leader-led learning for Key Account Managers to use with their teams
  • Structured team exercises
  • Discussion Boards


Please feel free to contact WLH Consulting, Inc. to learn how our Blended Learning Solution can be customized for your organization.

WLH Consulting, Inc. welcomes you to contact us for additional information on specific best practices and lessons learned for biopharmaceutical sales leaders and learning professionals.


Wendy Heckelman, Ph.D.


WLH Consulting, Inc.
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