America's largest healthcare recruiting firm.

 



For over fifteen years, I have utilized Buckman Enochs Coss to hire over one hundred individuals for Sales and Sales Management positions for a variety of healthcare technology firms. Whether it’s been for Fortune 500 companies or early stage, VC backed start-ups, BEC has always done a terrific job in sourcing top-talent.

Scott Schlesner
Vice-President of Sales
Elsevier

Reaching C-Suite Executives
As they try to form connections and establish contracts, one of the greatest challenges pharma reps face may involve the thorny issue of scheduling meetings. Without meaningful face time, it can be very hard to demonstrate the value of a product or potential partnership between the company and the client hospital or health system. Since medical executives and C-suite administrators are extremely busy, pinning down an appointment can be tough. But this first gate may be the largest and most daunting obstacle to the entire process; after this, things get easier. Here are a few ways to make this happen. 

Be extremely flexible. 

Even if your impossible-to-schedule meeting is cancelled at the last minute, and even if you had to shift your schedule dramatically and miss other important appointments to make this happen, don’t get flustered. Never make your scheduling snafus into your customer’s problem. Be patient, take a breath and reschedule without revealing a single hint of frustration or impatience. Always make it clear the customer’s priorities come first.

Be politely persistent. 

As your meeting is put off for the 10th time, schedule another session. Don’t just take no for an answer. But of course, your voice, your presence and time spent with you should always leave positive memories, so make it clear that your persistence is in your client’s interests, not your own. 

Add value.

When you ask for a moment or an hour of your customer’s time, be ready to add value. Most medical executives are not interested in sitting through a straightforward sales presentation, so emphasize how your potential partnership helps them meet goals related to patient care. Don’t just describe your drug or talk about your pipeline; bring something more to the table. For example, present unbiased data that address the disease process in question. You can also bring data or solutions that address entrenched problems, such as patient medication compliance. 

Read the room. 

Don’t keep droning on about your product and pipeline if you can clearly see that your audience is tuning out or wishing for another category of information. Keep your eyes and ears open and be ready to shift gears and topics when appropriate. In the meantime, if you can’t answer some of your client’s specific medical or scientific questions, be ready to connect them to an MSL or senior company executive who can. 

Create an agenda before the meeting. 

Before the date and time of your scheduled session, send your client a point-by-point agenda and ask for specific feedback, so you don’t waste a moment of their time. This agenda could lead to more questions and another postponement of the meeting if they don’t like the agenda, but the executives should appreciate the transparency. 

As the largest healthcare recruiting firm in the U.S., we offer tremendous operational flexibility. If the next step in your career involves working with leaders in the healthcare industry or a small, start-up biotech company, we can help meet that need. Contact the sales staffing experts at Buckman Enochs Coss and Associates today!