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Identify a Subject Matter Expert (SME) to work with you during the VCT. Ideally, the SME should be an experienced, successful Account Manager who is able to share strong examples of Account Management and provide feedback. This is strongly recommended
Identify and challenge your own assumptions
Identify and communicate the dates of both parts of the VCT to your participants
Identify critical information you need to help make a decision
Identify relationships, patterns, and trends
Identify relationships, patterns, and trends
Identify relationships, patterns, and trends
Identify relationships, patterns, and trends
Identify relationships, patterns, and trends
Identify relationships, patterns, and trends
Identify shared goals for value co-creation
Identify the DMU that will decide on the Value Proposition
Identify the DMU that will decide on the Value Proposition
Identify the likely supporters and opponents
Identify which members of the DMU support the decision, oppose the decision, or are neutral
Identifying shared objectives requires a deep understanding of Pfizer’s therapeutic, brand, and BU objectives and the account’s business, clinical and operational objectives
Identifying shared objectives requires a deep understanding of Pfizer’s therapeutic, brand, and BU objectives and the account’s business, clinical, and operational objectives