VIA worked closely with Janssen-Cilag on a project to improve the effectiveness of their Account Management Function. The assignment consisted of 2 stages - firstly to define a new Account Management Process and then to establish a consistent means of segmenting its customers.

As a result, Janssen has been able to define strategy for engagement with each account and drive strategic and tactical planning according to the priority and potential of each account.

The project utilised a cross-functional team at each stage in order to build buy-in to the process. Deliverables included the development and implementation of practical tools for their Sales Teams to provide a clear view on where investment of time, effort, and financial resources should be applied.