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MAKROCARE

30-60-90 plan
30 60 90 PLAN

Agenda:

Following is my plan for the first 30 days, 60 days & 90 days. Your reviews and suggestions are welcome!

CONTENTS

Agenda ................................................................................................................................ 2
30 days ............................................................................................................................... 3
60 days ............................................................................................................................... 4
90 days ............................................................................................................................... 5

Saumitra Rahatekar for Makrocare


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30 60 90 PLAN

I 30 days - Power Play!

Setting up goals, training, Sales


approach, strategy, Prospecting,
Building relationships within Makrocare

Training Prospecting Partnerships with VARs(Value


Training on Makrocare’s services Account mapping of current clients, Added resellers) if any or Technology
including Data Management, Site looking for low hanging fruit if any (Any companies to provided end-to-end
Monitoring, Regulatory Affairs, Medical paper based operation can be solution to the client, Diagnostic
Writing, Drug Safety and monitoring, substituted, work load on client each companies et.al
training services. Refreshing knowledge staff and future work et.al)
of Oracle Clinical, SAS Clinical. Top prospects in the region across
Building relationships within
all key verticals, Pharma, Biotech, Meetings (online or in person) with
Setting up of Goal Clinical Research Organizations, Makrocare’s CRAs, Project Managers,
Researching the region allocated, Medical Device, Drug Discovery Investigators, Data Managers, IT
existing clients and prospects, setting companies, NGOs, Universities, Managers, Business
up target for the year. Based on the Consultancies, IT firms in Life Sciences. Development,Operations and Supply
target setting up pipeline. Targeting the areas in which we will Chain, Admin & Legal departments in
win, or have an advantage. For e.g Not US, India and if possible Germany and
many competitors have presence in Japan as well.
Sales
What is our approach, and overall CO, HI, AZ.
strategy, discussing elevator pitches, Leveraging contacts gained over
cold calling techniques, the value last year.
statement.

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30 60 90 PLAN

II 60 days
Competitors enrollment goals, protocol Genomics , Personalized
Centerwatch survey in design and informative medicine and Stem cell
‘07 rates Kendle, Covance, nature of investigator trials, cost cutting
Omnicare as the best CROs meetings without cutting corners.
in US. Being organized and
prepared Knowing buying Building proposals
for the influences and paper work
studies was Lear ning to identify Getting to know
attributed as prospects core needs and Makrocare’s format for
the most problems and which to presentations to the
important a d d re s s w i t h d i ff e re n t prospects. Building up
factor. Rest of the factors buyers. How to strategically proposals. studying
were a) Responsiveness to position message to the
inquiries b) CRAs / highest levels Building relationships
Managers being
knowledgeable and Building relationships account and how we can
maintaining open Building relationships spread our wings
communications. with partners - Patient Mail campaign -
For sponsors recruitment agencies, Creating attractive
important attributes were L o g i s t i c s c o m p a n y,
newsletters outlining latest legalities of the contracts
alignment of protocol to communication agency. issue affecting the industry covering issues such as IP,
s c i e n t i fi c a n d c l i n i c a l Leveraging previous and w i t h f o c u s o n h o w Ethics.
realities, timeliness of drug existing customers and M a k ro c a re c o u l d h e l p .
getting acquainted. Sharing the latest
successful case study with
Prospecting people, latest addition in
Top accounts (Biogen, f e a t u re s a n d s e r v i c e s .
Genentech et.al) and getting Webinars with focus on hot
a v a i l a b i l i t y, re a l i s m o f
to know how we gotten the topics like Adaptive trials,

The conventional definition of management is getting work


done through people , but real management is developing
people through work - Agha Hasan Abedi

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30 60 90 PLAN

III 90 days
GEARING UP

Business Processes Identifying conferences and


Identifying opportunities, Makrocare’s meetings to attend
uniqueness in addressing client needs, Researching past conferences and
selecting the ones frequented by
prospects and clients

Closing techniques Strategic plan for each account


Brainstorming closing techniques, After discussing with management
leveraging past successful closures and colleagues

Building pipeline Schedule for next 3 months


In the light of existing clients in the B r e a k i n g d o w n i n s m a l l e r
region and if required redefining region , assignments and exploiting available
prospects, services and size of account resources

Operations With Google Map’s aid route the media, IT department and execute it.
territory and time number of days Define the results by measuring the
required to cover each region with metrics.
minimum down time. Making sure that A n a l y z i n g t r e n d s , r e fi n i n g
the schedule and the route is known to approach , creating customized
the senior manager so the (s)he can presentations for each industry vertical.
plan their own itinerary.

Devising marketing and promotion


plans
After initial feel of the market,
devise a marketing and sales plan,
communicate with the management,

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