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30-60-90 Day Business Plans
Author:  PharmaVet
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You thought you were all set. There you were, armed and dangerous, with your professionally-written resume posted in all the right places, your rehearsed answers in STAR format, a brand-new 'serious suit', and your brag book fine-tuned to perfection. And then a recruiter turned your world inside-out by casually mentioning that you'll need to bring a 30-60-90 day business plan to your interview.

A 30-60-90 day business plan is exactly what it sounds like. It's a written plan outlining what you plan to do in the first 30, 60, and 90 days on the job. Potential employers like to see that you have done enough research on the company and the position to have a reasonably clear idea of what you will need to do in order to be successful. They also like to see that you have drive and initiative. The 30-60-90 is a good way to show them what you're made of.

There's no 'right' way to write your 30-60-90. It doesn't have to be lengthy or complex. One really simple, straightforward format might look like this (I'd center the first 5 lines - the heading - but I can't do that here on the blog):



30-60-90 DAY BUSINESS PLAN
XYZ Pharmaceuticals
Minot, North Dakota Territory

Fannie Pharma
October 3, 2006


30 DAYS

  • Successfully complete home study
  • Successfully complete training
  • Establish territory routing
  • Contact 100% of highest-priority targets to set appointments
  • Organize storage unit and trunk for maximum efficiency and productivity
  • Begin work in the field with primary focus on highest-priority targets
  • Get on lunch cancellation lists at offices where lunch appointments are unavailable
  • Establish regular meeting schedule with pod partners
  • Learn proper paperwork procedures
  • Turn in all assigned paperwork and reports and transmit call activity as scheduled

60 DAYS

  • Complete two full cycles through territory
  • Adjust territory routing as needed based on prescriber availability and geographic efficiency
  • Schedule at least one speaker program
  • Maintain regular contact with District Manager to ensure appropriate progress is being made
  • Maintain regular meeting schedule with pod partners
  • Continue self-study to ensure a solid base of medical and product knowledge
  • Research creative ways to gain prescribers' attention
  • Continue to turn in all assigned paperwork and reports and transmit call activity as scheduled

90 DAYS

  • Complete three full cycles through territory
  • Continue to adjust territory routing as needed
  • Schedule at least two speaker programs
  • Maintain regular contact with District Manager to ensure appropriate progress is being made
  • Maintain regular meeting schedule with pod partners
  • Continue self-study to ensure a solid base of medical and product knowledge
  • Decide on one creative way to gain prescribers' attention and implement the plan in the field
  • Continue to turn in all assigned paperwork and reports and transmit call activity as scheduled

This is just an example. You may have a better idea for the format or the content. The company you're interviewing with may not use pods, may have a different training schedule...the important thing is that you put serious thought into what you believe you should, can, and will do in the first 30, 60, and 90 days on that particular job.
 
 
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  Author: Anonymous Medzilla Reader
 
    Re: 30-60-90 Day Business Plans   Log In to Report Post
 
   Awesome tool for anyone looking for a competative advantage in sales.
 
 
 
  Author: Anonymous Medzilla Reader
 
    Re: 30-60-90 Day Business Plans   Log In to Report Post
 
   My business plan is 5 pages long and outlines in detail the specific steps I will take to impact the market efficiently and quickly. Any less is just vanilla IMHO.
 
 
 
  Author: Anonymous Medzilla Reader
 
    Re: 30-60-90 Day Business Plans   Log In to Report Post
 
   This was awesome, and this happended to me exactly! Even down to the suit. I'll respond back and let you know if I got the job. I'll add a sleek cover. But this is a great start.
 
 
 
  Author: Anonymous Medzilla Reader
 
    Re: 30-60-90 Day Business Plans   Log In to Report Post
 
   Thanks for your help!
 
 
 
  Author: Anonymous Medzilla Reader
 
    Re: 30-60-90 Day Business Plans   Log In to Report Post
 
   thanks for the info on 30/60/90. i created one slightly different and incorporated some of your suggestions into mine. it's refreshing to read comments that are actually helpful!
 
 
 
  Author: JoPharma
 
    Re: 30-60-90 Day Business Plans   Log In to Report Post
 
   Hello PharmaVet! I have secured a second interview with Pfizer that will take place some time in the future........
I interviewed with Sciele Pharma (formerly First Horizon), which is a very low base pay, with only a $400 per month expense account to work with. I currently have a $1,200 expense account with my current home health care sales position. It would seem I'd have a pretty difficult time getting getting face time with the doctors if I can't afford to feed them. Do you know off hand what the norm is for expense accounts? Isn't this extremely low? Also, do you have any info about Forest Labs? I have a face to face with two DM's tomorrow... I'm hopeful they will embrace my age, and not think of it as a negative. They can tell from my resume' that I've been in business for myself for 12 years, and then went into outside sales for the past 8 years. I figure if my age was a problem, they wouldn't have called me in for the face to face.
 
 
 
  Author: cee
 
    Re: 30-60-90 Day Business Plans   Log In to Report Post
 
   This is a great 30/60/80 business plan within the pharma industry.

However, when taking the home study and training exams what is the best way to study and pass the courses.

Thank you!
 
 
 
  Author: job seeker
 
    Re: 30-60-90 Day Business Plans   Log In to Report Post
 
   PharmaVet- if you don't mind giving some advice, I have a question for you: I was recently fired from my job as a dental implant rep. Now, I am back on the job market and interviewing and the question "why are you looking to make a move?" is killing me. I can't seem to find a solid answer to this question because I do not want anyone to know I was fired. Do you have any suggestions? Thank you in advance!
 
 
 
  Author: PharmaVet
 
    Re: 30-60-90 Day Business Plans   Log In to Report Post
 
   One caveat...if everyone starts using this format and this content for their 30-60-90s, employers will soon begin to wonder who's doing your homework for you. I strongly urge you to make your plan your own. You may very well have a much better layout, and you'll tailor your objectives to the specific job. So please just take my example as what it is...just one suggestion designed to jump-start your own creative process.
 

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