Gatehouse ICS: Articles

Pharma's evolution from traditional sales to key account management

by Rachel Brunger
in Business Development

For a lot of people, sales conversations can feel uncomfortable, but there are ways we can engage our customers without it feeling like a ‘hard’ sell. Rachel Brunger explores how we can have more comfortable conversations with our customers.

What does the role of our senior team project managers and research leads look like?

by Rachel Brunger
in Business Development

Taking a look at the role of Project Manager and Research Lead as part of our senior team.

Life Science Consultancies: How to dial up your conversations with pharmaceutical industry customers

by Christie Harper
in Business Development

Christie Harper explains the importance of authentic converstions with clients, particularly in regard to the uncomfortable concept of selling.

Life Science Consultancies: Are your project team members as proactive as they should be?

by Christie Harper
in Business Development

Christie Harper discusses how, when looking for business, we should be encouraging delivery teams to lead client engagements.

Key Account Management in Pharma Consultancies: Why you need a Nimble process

by Christie Harper
in Business Development

How to avoid common mistakes when building business connections. A Nimble process is foundational to Key Account management.

Getting client feedback and building future opportunities

by Sarah Jones
in Business Development

Future client relationships hinge on whether their experience is satisfactory. Feedback is an essential tool to ensure satisfying outcomes for both providers and consultancies.

Tips on choosing the best time to reach out to pharma people for an introductory meeting

by Christie Harper
in Business Development

Many struggle with finding the right time to make good connections. Christie Harper shares her tips and tricks fo those tricky introductory meetings.

Stop Racing the Clock: Tips for a healthier approach to project management

by Christie Harper
in Business Development

Christie Harper looks at ways to improve our approach to project management that doesn't involve just being governed by time restrictions.

Don’t rest on your laurels: Defining what makes your market access consultancy different

by Christie Harper
in Business Development

Christie harper takes time to discuss why you shouldn't rest on your laurels and the importance of defining what makes your market access consultancy different.

Is this the perfect model for selling consultancy services to pharma?

by Christie Harper
in Business Development

Christie Harper looks at historical trends in sales models and puts forward a case for Insight Selling as the perfect fit for selling in this industry.

What do consultancy based selling and strawberry cheesecake have in common?

by Christie Harper
in Business Development

Christie Harper discusses an approach to empowering consultants and researchers to sell their services to the pharmaceutical, medical device and biotech industries.