Life Sciences

Do you rely on personal relationships with physicians to generate business and establish ongoing business? Do you struggle to engage with the new breed of economic buyers? Is your company caught in the squeeze between Medicaid and Medicare reimbursement limitations and the cost of new product development? If you answered “yes” to any of these questions, you are not alone.

In the Life Sciences marketplace, there are two current challenges:

1. The amount of time a seller has with a doctor has been greatly reduced. Sales calls are now measured in minutes. 
2. Many decisions are no longer made by doctors alone, but by hospital and clinical administrators—people who are not medical professionals, but business professionals. These buyers see your products as mere commodities. They are focused on price. 

Sellers who continue to rely on products and "relationships" to win business will find it increasingly difficult to sustain past levels of success. Today's physicians and economic buyers don't need to meet with a talking brochure.  They are looking for sellers who can create value through their industry expertise and business acumen.

Huthwaite can help you differentiate yourself and your company through how you sell not what you sell.

Here is a sample of our Life Sciences clients:

• Abbott Laboratories
• Bayer
• Beckman Coulter  
• Boston Scientific
• C.R. Bard
• Digene
• Draeger Medical
• Essilor Laboratories
• Johnson & Johnson
• Medtronic
• Unicare

For additional information on the healthcare industry, please follow these links:

White Paper: How to Create Value for MedTech Buyers
White Paper: Creating Real Value for Healthcare Providers
White Paper: Creating Real Value for Physicians
Industry Sector: Pharmaceuticals