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!
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.
Setting up goals, training, Sales
approach, strategy, Prospecting,
Building relationships within Makrocare
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 60 days
Competitors enrollment goals, protocol Genomics , Personalized
Centerwatch survey in design and informative medicine and Stem cell
‘07 rates Kendle, Covance, nature of investigator trials, cost cutting
Omnicare as the best CROs meetings without cutting corners.
in US. Being organized and
prepared Knowing buying Building proposals
for the influences and paper work
studies was Lear ning to identify Getting to know
attributed as prospects core needs and Makrocare’s format for
the most problems and which to presentations to the
important a d d re s s w i t h d i ff e re n t prospects. Building up
factor. Rest of the factors buyers. How to strategically proposals. studying
were a) Responsiveness to position message to the
inquiries b) CRAs / highest levels Building relationships
Managers being
knowledgeable and Building relationships account and how we can
maintaining open Building relationships spread our wings
communications. with partners - Patient Mail campaign -
For sponsors recruitment agencies, Creating attractive
important attributes were L o g i s t i c s c o m p a n y,
newsletters outlining latest legalities of the contracts
alignment of protocol to communication agency. issue affecting the industry covering issues such as IP,
s c i e n t i fi c a n d c l i n i c a l Leveraging previous and w i t h f o c u s o n h o w Ethics.
realities, timeliness of drug existing customers and M a k ro c a re c o u l d h e l p .
getting acquainted. 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

Identifying opportunities, Makrocare’s meetings to attend
uniqueness in addressing client needs, Researching past conferences and
selecting the ones frequented by
prospects and clients

Closing techniques Strategic plan for each account

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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