Articles by Chris Nickum - Pharmaceutical Executive

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Articles by Chris Nickum

Knowledge-Based Outsourcing: Driving Deeper Insights

Tracking, monitoring, and trend evaluation based on predictive modeling and forecasting is not enough. Companies must now do more than assess what happened and why. Enter actionable analyticsa way of making information-intensive processes more efficient
Oct 1, 2010

Tracking, monitoring, and trend evaluation is not enough. Companies must now do more than assess what happened and why.

Blueprint for Excellence

Jun 1, 2008

In a time of slow growth, true innovators forge new relationships with core customers

Missing the Mark(et)

Pharma spends billions on data. Sales reps crowd the waiting rooms. So why is the doctor out?
Sep 1, 2005

If pharmaceutical companies hope to improve their marketing efficiency, they have to change how they approach their customers. For years, manufacturers have been practicing the "more is better" direct-selling approach to physicians. But research now shows what common sense has long suggested: More has become too much. Education has given way to inundation, clamoring for face time with physicians has led to diminishing sales returns, and relationships with major pharma stakeholders have broken down. Physicians, regulators, consumers, and legislators have come to mistrust manufacturers' motives and integrity. As pharma asks how its marketing strategies have missed the mark, it may discover answers in reinventing something it once relied upon: strong relationships with customers.

Missing the Mark(et)

Pharma spends billions on data. Sales reps crowd the waiting rooms. So why is the doctor out?
Sep 1, 2005

If pharmaceutical companies hope to improve their marketing efficiency, they have to change how they approach their customers. For years, manufacturers have been practicing the "more is better" direct-selling approach to physicians. But research now shows what common sense has long suggested: More has become too much. Education has given way to inundation, clamoring for face time with physicians has led to diminishing sales returns, and relationships with major pharma stakeholders have broken down. Physicians, regulators, consumers, and legislators have come to mistrust manufacturers' motives and integrity. As pharma asks how its marketing strategies have missed the mark, it may discover answers in reinventing something it once relied upon: strong relationships with customers.

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