co-authored by: Jerry Alderman | Valkre Solutions Mike Powers | ZS Associates The shift to key account management in the pharmaceutical industry is here to stay: Payer and provider consolidation and integration continues to accelerate, decision- making power continues to shift away from the physician, and pharmaceutical drug pricing is under more and more pressure due to the volume-to-value payment model transition. Unfortunately, though, too many pharma companies are falling behind. Instead of fully committing to adopting key account management methods, they’re going through the motions and largely sticking to operational capabilities that have been entrenched in the industry for decades. This is most noticeable when it comes to the technology being deployed to support the cha

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