Tammer Farid, PhD
The Boston Consulting Group

Best-In-Class Key Account Management In Medtech

Medtech companies selling into hospital organizations face challenges effectively navigating procurement processes that are increasingly scaled, sophisticated, and centralized. Understanding the priorities and strategic objectives of these complex customers, particularly in relation to the products and services you provide, is critical to building a successful partnership. In this webinar, we will discuss a range of considerations for developing a successful key account management strategy:

  • Understanding how hospital systems are evolving
  • Describing the foundational elements of a strong key account management capability
  • Exploring the impact that growth within your biggest customers can deliver
Course Format: 
Length:  Audio run time is 54:35
Recorded On: 2/20/2019

About the Presenter

Dr. Farid joined Boston Consulting Group (BCG) in 2012. He is a core member of BCG's Medical Technology sector and Strategy practice, bringing a life sciences background and broad functional experience to a range of growth-focused topics. He specializes in portfolio management, market entry, and commercial strategy. BCG is a multinational management consulting firm that advises clients in management decisions across private, public and nonprofit organization sectors, known for its novel approach to ideas and solutions.