For Alana Clemens, diabetes is more than just something she focuses on from nine to five. As the woman who trains the sales team that focuses on Boehringer Ingelheim's diabetes initiatives, she admittedly knows a great deal about the disease. But she's also a patient. And an advocate. "I have a personal connection and passion for the area of diabetes. I am active in the diabetes community, and that certainly contributes to how I perform my job functions," she says.

"This year I participated in the American Diabetes Association's 'Step out to Fight Diabetes' walk with my family. This is a cause I am very passionate about and would pursue even if I didn't work in the diabetes space," she continues. "I believe I am an example of what can be accomplished when work ethic is coupled with personal passion. "

To foster positive change in a challenging industry climate, Clemens is embracing new technology. "The way people exchange information is rapidly changing. I knew that in order to train people in a way that was effective, we would need to raise the bar and explore new methods of interacting with technology," she says. Which is why, as Boehringer Ingelheim was preparing to launch the first in a franchise of diabetes molecules, Clemens created an online repository of information that can be exchanged and shared among colleagues. "I'm very proud of how our Diabetes Portal has become a cross-functional resource for our sales organization," she says.

There are some crucial tactics for succeeding in the industry going forward, says Clemens, both for her team and for herself and other industry leaders. The most important factors, she says, are "clear, concise direction; demonstrating confidence in your decisions; being an excellent listener; and fostering an environment which encourages creativity and collaboration."

Andreas Jekle
Senior Research Scientist, NovaBay Pharmaceuticals

After pursuing a post-doctorate degree in San Francisco, Dr. Andreas Jekle found the road challenging for a foreign-born scientist trying to enter the pharmaceutical world. Luckily, a fellow German helped him land his first job at Roche in 2003. Now, as senior research scientist at NovaBay Pharmaceuticals, Jekle is getting the chance to "combine drug development work with my passion for basic science."

"For a long time, I thought I would pursue a career in academia. I didn't have any exposure to pharma before I joined Roche. However, I never regretted the switch to industry. Research and science are as good in industry as they are in academia—just with different goals." Flexibility is key; being able to adapt quickly to other fields will go a long way toward meeting your goals.

"A good project leader listens to the advice of his team and knows to build consensus," says Jekle. And here's where flexibility comes in: "Make clear early on what your success criteria are and revisit them regularly. Project teams have a tendency to drift off target. Don't stick to your initial criteria if the environment changes," he adds.

Three critical assets to getting the most out of a team—especially in this era of "lean" pharma—are being able to listen, empowering your subordinates, and being realistic. A lean organization "for me specifically means ... having to work with CROs. That requires working with new people with different backgrounds on a daily basis. If you have to rely more and more on other service providers, you have to make sure that they live up to your expectations," says Jekle. This speaks to the era of globalization all industries, not just pharma, are in.

But whether working with your in-house team or with outside partners, it all comes down to setting goals. According to Jekle: "When you set your goals, have a good mixture of those within reach and others that will be a challenge. Same thing with your expectations from your group; if you're not realistic and expect unreasonable results, you lose trust and your group will no longer work for you."

So how does Dr. Jekle handle the challenges that come with the changing times? "Embrace it," he says. "You can't stop it. But you can learn from it. Experience is invaluable, especially if it is combined with an open mind to new approaches."