Makrocare 30 60 90 Plan

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 Training on Makrocare’s services including Data Management, Site Monitoring, Regulatory Affairs, Medical Writing, Drug Safety and monitoring, training services. Refreshing knowledge of Oracle Clinical, SAS Clinical. Setting up of Goal Researching the region allocated, existing clients and prospects, setting up target for the year. Based on the target setting up pipeline. Sales What is our approach, and overall strategy, discussing elevator pitches, cold calling techniques, the value statement.

Prospecting Account mapping of current clients, looking for low hanging fruit if any (Any paper based operation can be substituted, work load on client each staff and future work et.al) Top prospects in the region across all key verticals, Pharma, Biotech, Clinical Research Organizations, Medical Device, Drug Discovery companies, NGOs, Universities, Consultancies, IT firms in Life Sciences. Targeting the areas in which we will win, or have an advantage. For e.g Not many competitors have presence in CO, HI, AZ. Leveraging contacts gained over last year.

Partnerships with VARs(Value Added resellers) if any or Technology companies to provided end-to-end solution to the client, Diagnostic companies et.al Building relationships within Meetings (online or in person) with Makrocare’s CRAs, Project Managers, Investigators, Data Managers, IT Managers, Business Development,Operations and Supply Chain, Admin & Legal departments in US, India and if possible Germany and Japan as well.

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30 60 90 PLAN

II Competitors Centerwatch survey in ‘07 rates Kendle, Covance, Omnicare as the best CROs in US. Being organized and prepared for the studies was attributed as the most important factor. Rest of the factors were a) Responsiveness to inquiries b) CRAs / Managers being knowledgeable and maintaining open communications. For sponsors important attributes were alignment of protocol to s c i e n t i fi c a n d c l i n i c a l realities, timeliness of drug

60 days enrollment goals, protocol design and informative nature of investigator meetings

Genomics , Personalized medicine and Stem cell trials, cost cutting without cutting corners.

Knowing buying influences Lear ning to identify prospects core needs and problems and which to a d d re s s w i t h d i ff e re n t buyers. How to strategically position message to the highest levels

Building proposals and paper work Getting to know Makrocare’s format for presentations to the prospects. Building up proposals. studying Building relationships

Building relationships Building relationships with partners - Patient recruitment agencies, L o g i s t i c s c o m p a n y, communication agency. Leveraging previous and existing customers and getting acquainted.

account and how we can spread our wings Mail campaign Creating attractive newsletters outlining latest legalities of the contracts issue affecting the industry covering issues such as IP, w i t h f o c u s o n h o w Ethics. M a k ro c a re c o u l d h e l p . 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

Closing techniques

Strategic plan for each account

Identifying opportunities, Makrocare’s meetings to attend uniqueness in addressing client needs, Researching past conferences and selecting the ones frequented by prospects and clients 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 territory and time number of days required to cover each region with minimum down time. Making sure that the schedule and the route is known to the senior manager so the (s)he can plan their own itinerary.

media, IT department and execute it. Define the results by measuring the metrics. A n a l y z i n g t r e n d s , r e fi n i n g approach , creating customized presentations for each industry vertical.

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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