Boehringer Ingelheim (BI) is a global leader in the animal health industry with a portfolio encompassing vaccines, parasiticides and therapeutics and a strong focus on diagnostics and monitoring platforms.
BI contacted W to facilitate and develop the content for a global key account management workshop. The objective of the workshop was to identify the ‘right’ tactical initiatives to drive the growth of BI’s vet and pet brands in the key global accounts.
W developed the agenda for a comprehensive 3-day workshop with the goal of developing a Strategic Sweet Spot for each key account to enable BI to communicate a unique offering per global account.
To deliver on this goal W facilitated discussions and breakout sessions to help the attendees identify the key target customers within each key account, their persona, the barriers & motivators for the adoption of BI’s brands and finally, specific tactical initiatives needed to overcome the barriers and to capitalize on motivators, at an account level.
W put in a place a robust workshop process that enabled BI to structure their global key account tactical plan for 2025 by identifying key tactical initiatives to address specific the wants, needs and pain points at customer/key account level.
The prioritized tactical initiatives from the workshop are now being discussed with the global key accounts and it is hoped these initiatives will enhance the relationship between BI and its global key accounts/target customers. Ultimately, leading to the increased adoption of BI’s vet and pet brands.