Resources
Success begins with the right strategy.
We share our thinking and thought
leadership to help you drive
changes and internal discussions
Account Based Marketing interview by Pfizer COE
We talk to Dominque Côté about the central role of marketing in Key Account Management (KAM). Driven by her desire to make a real difference to patients’ lives and following a successful 30-year career in executive sales and marketing roles in the pharmaceutical and...
Transformation through Agile Leadership
Helping leaders with crossroads decisions through executive and team coaching. Partnering with organizations to accelerate business transformations and customer-centricity through SAM roadmaps. The business world is currently a fascinating incubator of innovation...
Marketing Role in Creating Distinctive Business Value
The Figure below illustrates what the best marketing organizations are doing. Focusing on the right side, we can see some of the critical roles that Marketing needs to play for the success of the customercentric journey and what we have been exploring in this...
The Marketing and Sales roles in this tight collaboration
In both Sales and Marketing, we work so hard on customer centricity, customer focus and customer knowledge. Yet do we truly understand the customer’s buying journey – from the moment they realize a need for a product or service, i.e., the point of inspiration, to the...
Account Base Marketing
The global economy is becoming increasingly complex and, since we work in the strategic account management environment, we can see the impact it has on the day-to-day role of strategic account managers (SAMs). We are finding the skill set of the strategic account...
COE Components: Avoiding Complexity
The essential components of a COE are also important drivers for success. Avoiding the tendency toward too much complexity and focusing on the COE components that are really needed is an art.1. Competency and training curriculum to develop personalized learning...
Customer-Centric vs. Roles Curriculums
Learning and development capabilities need to be integrated into the COE to build a customer-centric curriculum. This curriculum ensures that every customer-facing individual is aligned to the same engagement or selling model and this is a key success component of SAM...
Building global excellence
Much has been said about the challenges and values of building global centers of excellence for key account management (KAM) and strategic account management (SAM) as a strategic operational group within organizations. Each year, the Strategic Account Management...
Towards a healthier sales model
For the past 20 years, I have been involved in pharma discussions regarding the need to radically change our sales and engagement model. The pharma industry has shifted from defi ning its customers as the physicians prescribing to patients to a much more complex...
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