Articles by Scott Hull - Pharmaceutical Executive

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Articles by Scott Hull

Scott Hull


Articles
Back to the Future?
October 1, 2006

A sales rep's sensitivity to the doctor's marketplace, and his understanding of the pressures on physicians—from formularies and HMO rules to the practices of affiliate hospitals—makes him a greater asset in the customer's eyes. Getting to know a doctor involves understanding the responsibilities of personnel in his office. Reps need to know who the doctor relies on most to get things done.

The War for Talent
April 1, 2006

Big Pharma now has a powerful competitor. If firms want to have a sporting chance in that war, they need to think about why biotech is so appealing.

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