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Confidential The Journey to Entrepreneurship Key account management in pharma February 2011 Chinmay Bhatt Johannes Doll Archana Jagannathan Boris K rs Christian Pawlu This report is solely for the use of client personnel. No part of it may be circulated quoted or reproduced for distribution outside the client organization without prior written approval from McKinsey Company. For the pharma industry key accounts can be hospitals pharmacies or non-traditional customers such as payers which are...
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