Articles by Ian Wilcox - Pharmaceutical Executive

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Articles by Ian Wilcox

Sales Force Survey: Still Too Much Business as Usual?

Feb 1, 2012

In the global battle for market share, the ability to adapt and mobilize your human assets around a responsive commercial model is a key variable of success.

Creating Customer Value: New Horizons on the Managed Markets Journey

Mar 1, 2011

A highlight of the Hay Group's annual study of Sales Force Effectiveness, focusing on managed care markets

Raising Renaissance Managers

Talent management strategies help groom tomorrow's leaders
Jun 1, 2005

Pharma companies want to promote their own, rather than hiring senior people away from competitors or other industries. But given the narrow backgrounds of the coming generation, fewer and fewer managers have the coordination and foresight needed to succeed in a general management job.

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