Articles by Ian Wilcox - Pharmaceutical Executive


Articles by Ian Wilcox

Ian Wilcox

Ian is the Global Leader of the Hay Group Life Sciences Sector. Ian can be reached at

Sales Reps and the New Commercial Organization
November 1, 2014

By rethinking the role of the sales rep and the new skills it demands, pharma companies can put themselves in a prime competitive position.

Sales Force Survey: Still Too Much Business as Usual?
February 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
March 1, 2011

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

Raising Renaissance Managers
June 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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