Defending Market Share Multi Channel Account Management.jpg


A client had recently acquired a product that was in direct competition with another brand. Limited market intelligence was in place, and it was thought that market access improvements were going to be made to the competitor brand, which would threaten the client’s revenue stream further.

The objective set to a group company was quite simply to both defend and grow the client’s product awareness and sales.


Industry intelligence was used to prioritise UK CCGS / Health Boards in line with market access and value, and from this, an initial target group of 40 CCGS was identified. Three Multi-Channel Account Managers were deployed on a seven-month pilot project focused on mixed Medicines Management and Specialist Hospital Customer base.


The client saw:

  • 28.5% cash growth over six months
  • 10% increase in market share