AGH(Agile Growth Hopper) Strategy

  To be a great negotiator, you need to know that   every person is different  Lazy people tend to perceive diverse people as one lump. People who try to see much of the world through only one or two lenses are usually foolish, get into unnecessary arguments, and are easily manipulated.  That's why it's important to recognize individual needs and desires. This way of thinking is called "individualization". Let's look at the recent controversial negotiations to increase medical school enrollment through this lens. If you thought, "How will the doctors react if the government increases the number of medical school seats by 2,000?" you're looking at the government as one monolithic entity, and the doctors as another monolithic entity. This is not helpful in most negotiations. Doctors are not a monolithic group of people with a common set of needs, so you need to separate them into different perspectives and identify their individual needs. Let's cat...

In pharmaceutical sales, general hospital sales is very different from clinic sales.  Clinic sales is more B2C, while general hospital sales is more B2B.  While there are many things to consider in B2B sales, the most important thing in hospital sales is getting a drug approved for use by the drug committee (DC), which is often referred to as the DC process.  No matter how good a drug is, if it's not cleared through the DC process, no healthcare professional in a general hospital can prescribe it, resulting in zero sales.  The DC process works as below. You can see that there are many different stakeholders involved in this DC process. What actions does the MR need to take during this process? First and foremost, MR needs to get a recommendation from the physician who will eager to prescribe the drug. Next, he should get approval from the department head of the physician. It's also important to get all the information and documentation relevant to the process from th...

 Aristotle identified three concepts used to persuade people Logos - appeals to the audience's reason, using logical arguments or citing research to persuade, etc. Pathos - appeals to your audience's emotions and feelings, such as storytelling or empathizing with them to create a connection with them. Ethos - appeals to the audience's sense of ethical stability and trustworthiness, building trust with the audience by demonstrating expertise, integrity, goodness, etc. The first thing new pharmaceutical employees are trained on after joining a pharmaceutical company is DPK (Disease & Product Knowledge), which is disease knowledge and product knowledge. If you're not a pharmacy major or a life sciences major, you're in for a horribly painful time at this stage.  Through this process, new Medical Representatives (MRs) learn and take pride in the excellence of their products and their superiority over others.  But that pride is often shattered once they hit the field...

  Turnaround (Corporate Recovery): A comprehensive process undertaken to restore profitability and ensure sustainable management for companies experiencing severe difficulties. This involves simultaneous restructuring and revitalization. Tasks during a Turnaround Situation: Identifying the Cause: Understanding why the company has reached this point. Identifying Problems in the Field: Issues felt by headquarters and sales staff. Establishing Short-Term Tasks and Mid-Term Strategies: Differentiating between immediate actions needed and investments to continue from a mid-term perspective. Shareholder Persuasion: Gaining shareholder approval to properly implement the established strategies. Employee Persuasion: Communicating with employees to explain and win their hearts. Execution and Presenting Results: Quickly implementing actions and presenting results to foster hope among everyone. Persuading Stakeholders: Convincing stakeholders (clients and banks) to believe in the compa...

 It's not a flashy PPT, and there's almost no rhetoric. It simply summarized 'what happened this week' and 'what will happen next week', but the whole time I was reading it, I felt like I was reading the corporate version of a 'Yi Sun-sin's War Diary'. The chaos and urgency at the scene are clearly revealed, but it shows how the leader resolves the situation by calmly carrying out each task that needs to be done one by one, without being swayed. What was impressive was the contrast between the two leaders. A former leader who appears to have suffered alone until the company was in extreme danger. And the new leader transparently shares the situation with all employees and asks them to solve it together. Let's take two cases and use them as examples for implementing corporate 'change management'. I once had author Kim Seong-ho attend a financial lecture for dealership representatives, and although I was very grateful to him for preparing t...