An introduction to Mr. Gorsolke – the CE principle

 

I would like to take this opportunity to introduce myself.
My name is Michael Gorsolke

12 years of experience in the pharmaceutical industry as a pharmaceutical representative and sales manager gave me deep insight into the pharmaceutical business.

18 years leading seminars in the pharmaceutical industry, in particular with pharmaceutical representatives and managers, afforded me even deeper insight into a whole range of corporate areas. My seminars are based on the communication principle that I have developed myself. During this period, I was also fortunate enough to lead many weekend seminars with doctors working both in general practice and in clinics.

The information I acquired about the situation in modern medical practices led me to the conclusion that the “traditional” pharmaceutical representative is unable to adequately meet the wishes of medical practitioners in terms of service.

Meetings with doctors, along the lines of “I haven’t studied medicine in order to end up dealing with business management” or “I am a doctor, not a salesman” or “Although I know that IGeL fee-paying services are important, I don’t see why I should take people’s money” or `“It would have been very helpful if the assistants also thought of a medical practice as a “business” etc. encouraged me to think increasingly about personal services.

I do not believe that “traditional” pharmaceutical representatives with their samples and “rubber-stamping” and with their core messages and folders, and the “call centre control calls” that are packaged as a service, are capable of offering real assistance to doctors in modern times.

My CE principle offers unique solutions that are capable of attaining the goal of a successful “medical practice business”. In this case the doctor is the Managing Director, who is able to seamlessly link his focus on patients with the business needs of the practice. Employee management is based on a clear structure directed towards the common goals of the practice, designed to implement the appropriate measures and finally to monitor target attainment.

Finally, things don’t always go to plan. I got to know the Managing Director of Medical Biophysics GmbH and also his medical product Active Air®. After my initial scepticism regarding the inhalation system, which was intended to demonstrably improve the ability to regulate the vegetative nervous system, I gradually ceased to be sceptical, on the basis of patient reports and experience from medical practices.

I now believe that the Active Air® system offers great therapeutic benefit to the patient with minimal effort, represents an additional source of income for the medical practice and represents an IGel service that can be delegated fully to the practice staff.

My staff and I are also able to offer the idea for the services from the plan provided by the “practice advisor” and implement it in practice in situ in accordance with the specific wishes of the medical practice in question.

The services cover the entire area of communication (from the staff meeting, through moderation to meetings and measures designed to encourage patient commitment), the area of “simple” business management, the development of strategies designed to successfully offer IGel services and a great many elements in line with their personal wishes.

I hope that you will take me and my staff at our word, and will check our service product and find it acceptable. Service is not a hollow word as far as we are concerned – it represents the most important step along the path to long-term success.

What does a customer mean to us – what do YOU mean to us?

Ø	A customer is the most important person in the company, regardless of whether he is present, writes to us or phones us
Ø	A customer doesn’t depend on us, we depend on him
Ø	A customer is not a disturbance to our work, but its spirit and purpose
Ø	A customer brings us his wishes, which we must fulfil profitably for both of us
Ø	A customer is not a number, but a normal person with strengths and weaknesses
Ø	A customer is not someone with whom we are conducting an argument or whose intellect we are gauging
Ø	A customer is doing us an honour if he gives us the opportunity to serve him

In this spirit, I shall look forward to our future profitable and effective working relationship.