Hamilton House, Mabledon Place, London WC1H 9BD
Thursday 26 September 2019, 9:00 AM - 5:00 PM
Our objective is to help analysts move towards being business partners rather than just providers of data. Learn how to influence your key stakeholders so that you can go beyond data analysis to explain the ‘why’ as well as the ‘what’.
Gain the confidence to challenge requests, learn to say ‘no’ appropriately, understand and identify working styles of yourself and your stakeholders with the goal of becoming a trusted business partner through adding additional value beyond the provision of data to the business.
9:00: Coffee and Registration
Objectives, Agenda and Timings Personal introductions. Share biggest barriers to feeling more empowered as an analyst and expectations for the day
10:00: Understanding the Question
A session to provide some practical tools on capturing the question, understanding the business need and contracting expectations
10:30 Active Listening
An interactive session to explore and practice active listening skills framed around a business question in order to truly uncover the need driving the question and assess how this may change your approach to providing the answers
10:50 Coffee break
11:00 Structuring your Argument
A practical guide and tips on how to draw out the story in your data findings and how to structure your contracted deliverables to achieve maximum engagement levels with your stakeholders
11:45 Morning Session Re-cap
A wrap up of the morning session to consolidate the link between the three skills and how these can provide solid foundation for achieving engagement and influence with your stakeholders. A chance to ask any questions
13.00: Data Friend and Data Foe: Are Your Visualisations a Help or a Hinderance?
How to consider the real-life impact of information overload to our field based commercial colleagues, and challenge us all to start with the end in mind when scoping and designing any performance reporting, so that the finished product tells the data story the end user needs to read.
13.45 Tea break
14.00 Social Styles: from differences to common ground
An interactive session to explore and understand how different social styles can impact what you think you are saying and what the other party hears. This session aims to provide guidance on recognising your own and others’ social types and how to communicate with these types effectively in order to engage and influence your business partners
16.30: Wrap up and Close
A final session to link the skills acquired in the morning and afternoon sessions and apply these back to our day to day roles. Here we will come back to our initial objectives and check these have been met, in addition to providing time for any final questions
16.45: Delegates depart
Facilitators will include:
Paul O’Nions has been in the industry since 2001, joining Novo Nordisk as a Business Intelligence analyst, progressing through various BI roles at all levels and now has a leadership position within Sanofi.
Paul has always focused on both marketing and sales information ensuring information and insight is delivered to bridge the gap between the sales, marketing and market access functions with the aim to maximise synergies that ensure marketing strategy turns into sales success. This has culminated in three BOBI awards over the years: best use of secondary data; best customer insight; and best sales effectiveness research. Key projects have included the design and implementation of segmentation and targeting strategies, key account management planning processes with integrated analytics, and sales force optimisation projects – all of which have been intrinsically linked to maximise business return.
Paul is now on the Board of the BHBIA and his primary focus is ensuring the needs of the secondary data analysts, field force excellence colleagues, CRM specialists and data visualisation professionals are heard and, more importantly, acted upon.
Kate started her career in Pharma straight out of University in 2005 where she spent time as a Project Manager for a Contract Sales Organisation – fast becoming a jack-of-all-trades for things Sales Team related. This spanned recruitment to HR and CRM systems to sales data analysis. A move within the Business Intelligence departments of one of her clients saw her skill set developed to manage key aspects of Sales Force Effectiveness (including writing and managing incentive schemes, territory structuring, sub national data analytics, CRM system development) in addition to supporting the internal Marketing, Market Access and Commercial teams with their data driven insight generation from Brand Planning to tactical execution.
Prior to setting up KES Consultancy, Kate was a Business Intelligence Analyst at AbbVie in which role she was a member of 3 cross functional brand teams within AbbVie. This not only brought challenges of managing appropriate market, strategic planning and performance data, but also managing priorities, time and stakeholder expectations.
A past attendee of various BHBIA training events over the years, and now a member of the BHBIA Board, Kate is now keen to share her own experiences of managing business questions from the aspect of the analyst. She is a passionate believer in aspiring to shift perceptions of analysts from the people with all the spreadsheets to valued business partners and advisors!
An experienced learning and development consultant with a passion for improving people’s work place performance. Thriving on providing professional creative solutions to people development needs in complex organisations Emma is equally experience in the private and public sector. Whether it’s working with an individual, a senior management or a large sales team, improving performance is always a key goal.
- Director of Yellowbird Training Ltd since March 2011 providing learning and development consultancy services to a variety of industries including Pharmaceutical Industry, Education sector, Construction and the NHS. Solutions include leadership development, team effectiveness, facilitation skills, Insights discovery, professional presenting.
- Longer term projects also undertaken such as a recent selection to deliver an 8 month contract as Leadership development consultant for a multinational pharmaceutical company.
- Prior to setting up Yellowbird training Emma worked in a number of key roles in the pharmaceutical industry from sales, marketing, corporate communications, and people development.
Emma is also an Executive board member & trustee of a charity; Friends of Brighton and Hove Hospital since 2012, Key tasks include:
- Providing strategic direction on future growth of the charity particularly in increasing awareness and presence in the community,
- Leading the development of visions and values and visual identity and marketing and developing the charity's image,
- Allocation of charity funds to projects within the local NHS to enhance patient care,
- Maintaining relationships between the charity and key stakeholders within the NHS.
Esme has worked in healthcare research since 2005, and designs and manages domestic and international projects across therapy areas. She is proud to have won the Best Customer Insight award at the BHBIA BOBIs in both 2010 and in 2014. She is really focused on understanding her clients’ businesses to provide the most strategic recommendations and ensuring research is brought to life. Her interests include running workshops and developing capabilities in integrated insights.
Victoria has over 20 years’ experience in the industry spanning both agency and industry-side. She has worked on a wide range projects and therapy areas, but her career in the industry began in large, complex, multi-country disease and tracking studies- so she quickly learned the need to distil large amounts of information into sharp, key insights. Over the subsequent years, Victoria gained her more rounded experience across a wide array of qualitative studies. Victoria’s particular focus is in maximising the value offered to her clients. Having been a client herself in both UK and Global roles, Victoria is all too aware of the need to push the research as far as possible, optimise engagement with internal stakeholders and provide truly actionable solutions for the business.
'Early bird' delegate fees for bookings made on or before the 1st August 2019:
- Members: £404 + VAT
- Non-Members: £494 + VAT
(These prices include a 10% early booking discount).
Cancellation Policy for early bird bookings: full fee payable / no refunds given; however a substitute delegate can be accepted. (Our standard cancellation policy does not apply).
Delegate Fees for bookings made after the 1st August 2019:
- Members: £449 + VAT
- Non-Members: £549 + VAT
Cancellation Policy: standard cancellation policy applies, as stated on booking form
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