Courses › Sales skills, selling across cultures, and the objections per market
Growing an existing account: new molecules, new sites, new countries, the quarterly review
Your most important client is not expanding, and new opportunities are slipping away.
The moment it goes wrong
You thought your key account was secure, but new projects are going to competitors. Your team struggles to identify new molecules or sites within existing clients. This stagnation directly impacts your quarterly revenue targets and future growth.
What changes after this course
After this course, your team will confidently identify and pursue new opportunities within existing accounts. They will present clear strategies for expanding into new molecules, sites, and countries. You will receive a complete training record and certificates of completion for each team member.
How long it takes, by who is listening
Nobody spends a day in a classroom. Every module exists in three lengths; a person takes the length their role needs, and every length ends with the same recorded questionnaire, so the training record is complete either way.
| Who takes this course | Length | Total time |
|---|---|---|
| Business development and export sales | Briefing | 1 h |
What is in the course, module by module
6 modules. Under each title are the three things the listener can do afterwards; the audio itself runs 10 to 50 minutes depending on the length chosen. Each module ends with a multiple-choice questionnaire whose result is recorded per person for your auditor. Your human-resources or quality manager decides what counts as passed and when a level is retaken.
1Map your client's current structure and future potential.
- Identify key decision-makers and their roles within the client organization.
- Learn to access and interpret public company reports and investor calls for strategic insights.
- Understand the cost of overlooking internal client changes, leading to missed opportunities.
2Discover new molecules and pipeline drugs for expansion.
- Explain how to monitor preclinical and clinical trial databases like ClinicalTrials.gov.
- Learn to analyze a client's R&D pipeline to predict future manufacturing needs.
- Recognize the mistake of not tracking early-stage assets, delaying engagement by years.
3Pinpoint new client sites and facilities for collaboration.
- Develop a method for researching new manufacturing plant constructions or acquisitions.
- Understand the importance of local regulatory guidelines, like FDA 21 CFR Part 210/211.
- Identify the cost of assuming a single site contact speaks for all client locations.
4Plan account expansion into new international markets.
- Examine country-specific pharmaceutical regulations, such as EMA guidelines in Europe.
- Learn to identify and engage with regional procurement and regulatory teams.
- Understand the mistake of applying a single market strategy globally, leading to compliance issues.
5Conduct effective quarterly reviews that drive growth.
- Prepare a data-driven QBR presentation focused on value and future initiatives.
- Understand the key metrics and performance indicators to discuss during a QBR.
- Recognize the cost of a QBR that focuses only on past performance, rather than future growth.
6Implement proactive strategies to secure and grow accounts.
- Develop an account health score to track client satisfaction and potential risks.
- Create a contingency plan for common challenges like supply chain disruptions.
- Understand the financial impact of not addressing client concerns before they escalate.
Price for this title
One licence, 6 modules in all three lengths, included in every purchase, every employee of the legal entity, 12 months. Pick your company size.
Cheaper as part of a track pack or company library. Delivered within 72 hours of payment or the course is free.
Custom course or custom pricing? A course built on your own procedures and products, a mixed bundle, several legal entities, or a budget that does not fit a table: tell us on WhatsApp and you have a written quote the same day.
Ask about custom courses and custom pricingWho this is for
Roles: Business development and export sales,
Businesses: every kind of pharma company
Countries: India China Türkiye Korea Japan Taiwan Egypt, Gulf and MENA Brazil and Latin America Pakistan, Bangladesh and Vietnam United States Europe
What you receive
- Audio modules in all three lengths, included in every purchase. The briefing for the board and the sales floor, the standard run for regulatory and quality, the expanded walk-through for the bench. One price buys all three; each person takes the length their role needs. Listen on the commute, at the bench, in the car.
- Made to be listened to. A narrator with character, a story in every module and real examples from the buyer's side of the table. Not a read-out of the guideline that puts the room to sleep.
- Companion workbook. Exercises and checklists per module, ready to file.
- Full transcript. Searchable, printable, quotable in your procedures.
- Source for every fact. Each statement links to its guideline, regulation or paper, so an auditor can check it.
- Certificate per learner. Name, course, hours, guideline version, date.
- Auditable training record. Per-person export for your quality file, the document inspectors ask for under EU GMP Chapter 2.
English first. Other languages are available in test mode on request.
Request a free sample module