http://www.pharmexec.com/pharmexec/Sales/Article/list/39718 Selling to physicians, other prescribers, and managed care: Sales techniques, metrics, compliance, sales-force effectiveness. 2013-05-24T05:50:21Z http://www.pharmexec.com/pharmexec/Sales/The-Force-Behind-Sales-Forces/ArticleStandard/Article/detail/803312?contextCategoryId=39718&ref=25 Don't underestimate the importance of the first line manager. 2013-01-01T05:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/042013/803312null XML http://www.pharmexec.com/pharmexec/Sales/Sales-Fully-Mobilize-Your-Mobile-Technology/ArticleStandard/Article/detail/758963?contextCategoryId=39718&ref=25 So far companies have only scratched the surface of the potential offered by the 'new mobile ecosystem', writes Neeraj Singhal. 2012-02-16T05:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/072012/758963/Neeraj-Singhal-120_thumbnail.jpg HTML http://www.pharmexec.com/pharmexec/Competition/Competition-20-Brands-vs-Generics/ArticleStandard/Article/detail/719592?contextCategoryId=39718&ref=25 Innovator and generics companies are colliding as they invade each other's turf 2011-05-01T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/192011/719592null XML http://www.pharmexec.com/pharmexec/Sales+Management/iDeal-Tool-of-Sales-Trade/ArticleStandard/Article/detail/719589?contextCategoryId=39718&ref=25 The sleek, portable iPad, coupled with customized apps, gives sales reps a leg up 2011-05-01T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/192011/719589null XML http://www.pharmexec.com/pharmexec/Sales/Honing-Reforms-from-Clinical-Development/ArticleStandard/Article/detail/707517?contextCategoryId=39718&ref=25 Increased efficiency and lower operating costs for both CROs and vendors can be achieved by eliminating activities 2011-02-01T05:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/072011/707517null XML http://www.pharmexec.com/pharmexec/Marketing/Health-20-A-Game-changer-in-the-Health-Care-Indust/ArticleStandard/Article/detail/689988?contextCategoryId=39718&ref=25 With the growth of online technology and mobile innovations, health information has never been more accessible. Given the constraints of working in a tightly regulated environment, life sciences companies have moved slowly to adopt Health 2.0, treating it as a minor component of their commercial strategies and marketing plans. 2010-10-05T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/412010/689988null REMOTE http://www.pharmexec.com/pharmexec/News+Analysis/GSK-Rethinks-Rep-Compensation/ArticleStandard/Article/detail/680852?contextCategoryId=39718&ref=25 Bonuses for reps at GlaxoSmithKline will soon be based on customer feedback and adherence to company policy, not sales targets. The move promises to transform sales & marketing, but the company offered few details about how the plan will be implemented. 2010-07-28T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/312010/680852null HTML http://www.pharmexec.com/pharmexec/Sales/Physicians-Not-on-the-Move/ArticleStandard/Article/detail/673536?contextCategoryId=39718&ref=25 A new study indicates that doctors are no longer switching offices - largely due to current economic woes. What does this mean for sales reps? Pharm Exec interviews SK&A to find out more about its survey. 2010-06-09T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/242010/673536null HTML http://www.pharmexec.com/pharmexec/Sales/The-2010-Pharm-Exec-50-pdf/ArticleStandard/Article/detail/671415?contextCategoryId=39718&ref=25 One year after the rash of pharma megamergers, Pharm Exec's annual listing of the industry's top-selling companies looks a little different. Find out who disappeared from the list, and what up-and-coming companies finally broke into the top 50. 2010-05-25T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/222010/671415null PDF http://www.pharmexec.com/pharmexec/Whitepaper/The-US-Health-Care-Reform-Opportunity-Implications/ArticleStandard/Article/detail/669465?contextCategoryId=39718&ref=25 This report provides a summary of the health care reform issues that have emerged as important to related industries. For life sciences companies in particular, the implications of those issues are examined and a new approach in addressing the government as a key stakeholder is explored. 2010-05-10T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/202010/669465null REMOTE http://www.pharmexec.com/pharmexec/News+Analysis/Pfizer-and-Merck-Bullets-Dodged/ArticleStandard/Article/detail/668828?contextCategoryId=39718&ref=25 In the wake of megamergers and healthcare reform, Pfizer and Merck both produce fairly positive first quarter results 2010-05-05T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/192010/668828null HTML http://www.pharmexec.com/pharmexec/News+Analysis/Biotech-Industry-Profits-Grow-37B/ArticleStandard/Article/detail/667300?contextCategoryId=39718&ref=25 After a year of losses, the biologics sector got a big boost in profits in 2009. However, with companies holding back on R&D spending and venture capitalists becoming more frugal, can the industry possibly see further growth? 2010-04-28T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/182010/667300null HTML http://www.pharmexec.com/pharmexec/Marketing/Management-dashboard-for-clinical-trials-operation/ArticleStandard/Article/detail/665882?contextCategoryId=39718&ref=25 This clinical business intelligence solution from Kalido and HighPoint Solutions helps organizations to effectively track and measure clinical performance, identifying how clinician actions impact outcomes 2010-04-19T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/172010/665882null REMOTE http://www.pharmexec.com/pharmexec/News+Analysis/Rx-Sales-Jump-51-Percent-to-300-Billion-in-2009/ArticleStandard/Article/detail/663525?contextCategoryId=39718&ref=25 IMS Health reports a nice increase in prescription sales from 2008 to 2009, even with a recession in full swing. That said, numbers are still well below the historic sales of a few years back, and it's anyone's guess if they will reach that high again. 2010-04-01T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/142010/663525null HTML http://www.pharmexec.com/pharmexec/Sales/Rx-Abandonment-Rate-Continues-to-Rise/ArticleStandard/Article/detail/661719?contextCategoryId=39718&ref=25 The number of consumers ditching their drugs at the pharmacy keeps climbing as the economy worsens. 2010-03-17T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/122010/661719null HTML http://www.pharmexec.com/pharmexec/Sales/Wyeth-Purchase-Boosts-Pfizer-Profits/ArticleStandard/Article/detail/655246?contextCategoryId=39718&ref=25 Pfizer's strategy to use Wyeth's drug pipeline to increase its sales has paid off as the drug giant announced that its fourth quarter earnings nearly doubled year-to-year. Too bad investors are running in fear of an ugly 2010 forecast. 2010-02-03T05:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/062010/655246null HTML http://www.pharmexec.com/pharmexec/Sales/Tearing-Up-the-Rule-Book/ArticleStandard/Article/detail/656050?contextCategoryId=39718&ref=25 Sales compensation practices are due for an overhaul in 2010. 2010-02-01T05:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/072010/656050/tearingup_thumbnail.jpg http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/072010/656050null XML http://www.pharmexec.com/pharmexec/News+Analysis/AHF-Puts-Kibosh-on-Merck-Rep-Visits/ArticleStandard/Article/detail/653855?contextCategoryId=39718&ref=25 AIDS treatment provider says the high price of Merck's Isentress is limiting patient access. Merck says banning its reps is what limits access. While Mom and Dad are fighting, does the patient lose out? 2010-01-27T05:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/052010/653855null HTML http://www.pharmexec.com/pharmexec/Sales/The-Big-Reset/ArticleStandard/Article/detail/651666?contextCategoryId=39718&ref=25 Pharm Exec's 2010 crystal ball reveals an industry in upheaval on many fronts. Is going back to the future the answer? 2010-01-20T05:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/032010/651666/Rest_thumbnail.jpg http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/032010/651666null XML http://www.pharmexec.com/pharmexec/News+Analysis/Antidepressants-Might-Not-Be-A-Sure-Shot/ArticleStandard/Article/detail/650516?contextCategoryId=39718&ref=25 A new JAMA study reveals that antidepressants might not have as strong an effect on people with less severe cases of depression. How this will affect the pharma industry, which once made heaps of cash with drugs like Prozac, remains to be seen. 2010-01-06T05:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/022010/650516null HTML http://www.pharmexec.com/pharmexec/Sales/Layoffs-and-Job-Cuts-Brewing-at-Sanofi-Aventis/ArticleStandard/Article/detail/645278?contextCategoryId=39718&ref=25 With the fourth quarter quickly coming to a close, talks of job cuts are once again in the air. The first major layoffs could be coming at Sanofi-Aventis, which is rumored to be slashing up to 1,500 positions. 2009-12-02T05:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/492009/645278null HTML http://www.pharmexec.com/pharmexec/Sales/Free-the-Reps/ArticleStandard/Article/detail/641194?contextCategoryId=39718&ref=25 Last year 90,000 pharma sales reps stopped in at hospitals and doctors' offices to woo doctors and dish out free samples. What would happen if they all went away? The answer is simple: everyone would be better off. 2009-11-01T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/462009/641194null XML http://www.pharmexec.com/pharmexec/Sales/The-Zen-Approach-to-Transforming-the-Traditional-S/ArticleStandard/Article/detail/641188?contextCategoryId=39718&ref=25 Don't throw the sales force out with the bathwater. Accomplish more with fewer reps, less money and little effort. Impossible? Read on... 2009-11-01T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/462009/641188null XML http://www.pharmexec.com/pharmexec/Sales/The-Changing-Pharmaceutical-Sales-Landscape/ArticleStandard/Article/detail/632252?contextCategoryId=39718&ref=25 Sales forces can achieve compliance and excellence through individual behavioral fine-tuning and company-wide cultural adjustment. 2009-10-07T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/412009/632252null HTML http://www.pharmexec.com/pharmexec/Sales/Managing-the-Crisis-of-Marginalization/ArticleStandard/Article/detail/601469?contextCategoryId=39718&ref=25 The key to managing the pharma sales force is to know when the customer wants good customer service, and when the customer needs good self-service. 2009-06-03T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/232009/601469null HTML http://www.pharmexec.com/pharmexec/News+Analysis/Rx-Scripts-Spike-in-Wake-of-Swine-Flu/ArticleStandard/Article/detail/597347?contextCategoryId=39718&ref=25 New prescriptions for antiviral treatments get huge boost due to H1N1 epidemic. Numbers exceed those seen during this year's influenza season, and the numbers are climbing. 2009-05-07T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/192009/597347null REMOTE http://www.pharmexec.com/pharmexec/Online+Only/Higher-Learning-for-Pharma-Sales-Reps/ArticleStandard/Article/detail/595662?contextCategoryId=39718&ref=25 American Society of Hypertension to launch new education program that grants sales reps hypertension accreditation after rigorous training. 2009-04-29T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/182009/595662null HTML http://www.pharmexec.com/pharmexec/News+Analysis/US-Pharma-Market-To-Decline-in-2009/ArticleStandard/Article/detail/594628?contextCategoryId=39718&ref=25 IMS has revised its 2009, forecast and the outlook isn't pretty for the United States, which looks to drop 1 to 2 percent in the coming year. 2009-04-22T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/172009/594628null HTML http://www.pharmexec.com/pharmexec/Sales/Goodbye-Willy-Loman/ArticleStandard/Article/detail/591827?contextCategoryId=39718&ref=25 The days of pharma sales reps going office-to-office with samples and brochures are done. These days, they need to turn their attention to payers, pharmacists, and consumers 2009-04-06T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/152009/591827null HTML http://www.pharmexec.com/pharmexec/Sales+Articles/Make-a-Match/ArticleStandard/Article/detail/592061?contextCategoryId=39718&ref=25 Big Pharma is finally making a commitment to partner-based outsourcing. 2009-04-01T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/152009/592061null XML http://www.pharmexec.com/pharmexec/News+Analysis/Drug-Sales-See-Minimal-Climb-in-2008/ArticleStandard/Article/detail/589333?contextCategoryId=39718&ref=25 Farewell to double-digit growth. Between patent expirations and a sagging economy, sales of prescription drugs grew only 1.3 percent last year. 2009-03-25T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/132009/589333null HTML http://www.pharmexec.com/pharmexec/Sales+Articles/The-New-Sales-Force/ArticleStandard/Article/detail/585604?contextCategoryId=39718&ref=25 The arms race is over, and it's time to reinvent pharma sales. Here's what forward-looking companies are experimenting with—and how it's working 2009-03-01T05:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/102009/585604null XML http://www.pharmexec.com/pharmexec/News+Analysis/Physicians-Continue-to-Limit-Face-Time-with-Reps/ArticleStandard/Article/detail/582358?contextCategoryId=39718&ref=25 SK&A released grim news last week - nearly two-thirds of sales reps are either banned or forced to make an appointment before they can set foot in a doctor?s office. 2009-02-18T05:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/082009/582358null HTML http://www.pharmexec.com/pharmexec/News+Analysis/Publicis-Aligns-in-Messaging-Divisions/ArticleStandard/Article/detail/579480?contextCategoryId=39718&ref=25 Pharma companies are trimming their bloated sales forces by the hundreds. Eyeballing a golden opportunity, Publicis has aligned its independent communications and sales shops under one umbrella, giving pharma a one-stop-shop for filling in sales gaps. Pharm Exec talks to Publicis? Betsy Lane to learn more. 2009-02-04T05:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/062009/579480null HTML http://www.pharmexec.com/pharmexec/News+Analysis/Analysts-Speculate-on-Pfizer-Cuts/ArticleStandard/Article/detail/576754?contextCategoryId=39718&ref=25 Rumors is that Pfizer will lay off a third of its sales force. It's still up in the air, but analysts predict that the truth may not be far from the speculation. 2009-01-21T05:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/042009/576754null HTML http://www.pharmexec.com/pharmexec/News+Analysis/What-Doctors-Really-Think-About-Reps/ArticleStandard/Article/detail/571908?contextCategoryId=39718&ref=25 New study shows that physicians aren't as opposed to sales rep visits as some might think. However, a growing number of docs are becoming fans of rep meetings in conjunction with some form of electronic detailing. 2008-12-17T05:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/512008/571908null HTML http://www.pharmexec.com/pharmexec/Sales/Cigna-Boosts-Lipitor-to-Preferred-Status/ArticleStandard/Article/detail/570617?contextCategoryId=39718&ref=25 In advance of Lipitor's looming 2011 patent expiry, Cigna has moved the popular cholesterol drug to preferred status to help defray the cost to patients and make it easier for them to move to the generic when Lipitor officially goes off patent. 2008-12-10T05:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/502008/570617null HTML http://www.pharmexec.com/pharmexec/Sales/IMS-Predicts-Plateau-in-Global-Growth/ArticleStandard/Article/detail/563063?contextCategoryId=39718&ref=25 The global pharma market is expected to grow about 5 percent in 2009. The Winners: emerging markets and specialty drugs. The losers: the United States market and primary care drugs. 2008-11-05T05:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/452008/563063null HTML http://www.pharmexec.com/pharmexec/Sales+Articles/The-Mess-in-MS/ArticleStandard/Article/detail/566075?contextCategoryId=39718&ref=25 A five-year forecast of the multiple-sclerosis market following the disruptions of Tysabri 2008-11-01T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/462008/566075/PE1108_ms_flash.jpg XML http://www.pharmexec.com/pharmexec/Online+Only/Physicians-Group-Nixes-Gifting/ArticleStandard/Article/detail/560237?contextCategoryId=39718&ref=25 The Wisconsin Medical Society has jumped on the anti-gifting bandwagon, announcing that its members would no longer accept freebies for products they prescribe. 2008-10-22T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/432008/560237null HTML http://www.pharmexec.com/pharmexec/News+Analysis/Specialty-Drug-Costs-Spike/ArticleStandard/Article/detail/555316?contextCategoryId=39718&ref=25 A new report by the AARP shows a huge boost in specialty drug prices—well beyond the average rate of increase. Meanwhile, branded drugs saw modest increases and generics prices took a dip. 2008-10-01T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/402008/555316null HTML http://www.pharmexec.com/pharmexec/News+Analysis/Sales-Force-Shuffle-in-Full-Effect/ArticleStandard/Article/detail/552398?contextCategoryId=39718&ref=25 It's no secret that pharmas are cutting sales forces, and outsourcing to fill the gaps. But this was a particularly trying week for sales reps, with Merck, Schering-Plough, and Boehringer Ingelheim announcing plans to restructure their sales teams. 2008-09-24T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/392008/552398null HTML http://www.pharmexec.com/pharmexec/News+Analysis/Strict-Law-to-Curb-Physician-Gifts/ArticleStandard/Article/detail/535374?contextCategoryId=39718&ref=25 Massachusetts Gov. Deval Patrick signs a state law putting a $50 cap on all gifts to docs and requiring a code of ethics for reps. Should pharma rethink its rep training strategy? 2008-08-13T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/332008/535374null HTML http://www.pharmexec.com/pharmexec/Sales+Articles/Do-Something/ArticleStandard/Article/detail/533846?contextCategoryId=39718&ref=25 Seven steps you never knew that could fix the sales force 2008-08-01T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/322008/533846null XML http://www.pharmexec.com/pharmexec/News+Analysis/Sales-Rep-Access-Limits-Identified/ArticleStandard/Article/detail/532504?contextCategoryId=39718&ref=25 A new study looks at what hurdles sales reps have to overcome to get some face time with physicians. Turns out the size of the practice and who owns it might determine whether a pharma rep gets a yeah or a nay. 2008-07-30T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/312008/532504null HTML http://www.pharmexec.com/pharmexec/News+Analysis/Connecting-Patients-to-Physicians-Through-Sales-Re/ArticleStandard/Article/detail/532506?contextCategoryId=39718&ref=25 A new survey by AstraZeneca reports that physicians drive a third of its patients to its assistance program. Meanwhile, PhRMA argues that reps do not affect physician prescribing habits. Could it be that only health information is getting through? 2008-07-30T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/312008/532506null HTML http://www.pharmexec.com/pharmexec/Articles/Blueprint-for-Excellence/ArticleStandard/Article/detail/523690?contextCategoryId=39718&ref=25 In a time of slow growth, true innovators forge new relationships with core customers 2008-06-01T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/242008/523690/blueprint_flash.jpg XML http://www.pharmexec.com/pharmexec/News+Analysis/Vytorin-Down-Crestor-Up/ArticleStandard/Article/detail/510223?contextCategoryId=39718&ref=25 Analysts predicted that Vytorin might recover quickly from the effects of its ENHANCE trial. A new survey from Deutsche Bank says the pain will continue. 2008-04-16T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/162008/510223null HTML http://www.pharmexec.com/pharmexec/News+Analysis/Physician-Gifting-Crackdown/ArticleStandard/Article/detail/505158?contextCategoryId=39718&ref=25 Congress may soon be considering a bill that would create a public registry disclosing all gifts worth more than $25 given to physicians by pharmaceutical companies. Sound simple? We don't think so, and we called on some industry experts for their opinions on how it will work. 2008-03-26T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/132008/505158null HTML http://www.pharmexec.com/pharmexec/Successful+Product+Manager%27s+Handbook/The-Birth-Of-A-Product-Managers-Training-Program/ArticleStandard/Article/detail/503316?contextCategoryId=39718&ref=25 Product manager training should be customized to meet a company's changing needs. But how do you do it? 2008-03-03T05:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/122008/503316/birthofa_thumbnail.jpg http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/122008/503316null XML http://www.pharmexec.com/pharmexec/Successful+Product+Manager%27s+Handbook/First-Step-in-Gaining-Insight/ArticleStandard/Article/detail/503313?contextCategoryId=39718&ref=25 The goal is to know and understand your customer so well that the product sells itself 2008-03-03T05:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/122008/503313null XML http://www.pharmexec.com/pharmexec/Successful+Product+Manager%27s+Handbook/Coupons-Vouchers-and-Adjudicated-Debit-Cards-How-I/ArticleStandard/Article/detail/503311?contextCategoryId=39718&ref=25 Each tactic has its advantage, but one is tech savvy and just might make filling scrips a lot more desirable for customers 2008-03-03T05:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/122008/503311/coupons_thumbnail.jpg http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/122008/503311null XML http://www.pharmexec.com/pharmexec/Successful+Product+Manager%27s+Handbook/Getting-Everyone-On-Board/ArticleStandard/Article/detail/503315?contextCategoryId=39718&ref=25 Pharma spends lots of time and money training sales forces. How did Allergan decide it should do the same for product managers? 2008-03-03T05:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/122008/503315/getting_everyone_thumbnail.jpg http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/122008/503315null XML http://www.pharmexec.com/pharmexec/Successful+Product+Manager%27s+Handbook/Defusing-the-Time-Bomb/ArticleStandard/Article/detail/503310?contextCategoryId=39718&ref=25 Just because you're losing ground to generics doesn't mean you should put your head in the sand. Act before it's too late. 2008-03-03T05:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/122008/503310/time_bomb_thumbnail.jpg http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/122008/503310/SUP_webart_flash.jpg XML http://www.pharmexec.com/pharmexec/Rotating+Feature+Article/Salesforce-Roundtable/ArticleStandard/Article/detail/501205?contextCategoryId=39718&ref=25 Industry insiders explain how pharma companies are reorganizing their salesforces in the wake of industry-wide layoffs 2008-03-01T05:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/102008/501205/pe0308_roundtable_flash.jpg XML http://www.pharmexec.com/pharmexec/News+Analysis/Tracking-of-Spend-Data-Widens/ArticleStandard/Article/detail/492596?contextCategoryId=39718&ref=25 State laws are mandating that pharma companies track and report their nonclinical spending. Sounds like a job for electronic data collection. Guess what? It's not happening. 2008-02-20T05:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/082008/492596null HTML http://www.pharmexec.com/pharmexec/Sales+Management/Saving-Sales/ArticleStandard/Article/detail/490708?contextCategoryId=39718&ref=25 With sales forces shrinking, how does the industry combine new technologies with old-fashioned face time to maximize sales? 2008-02-01T05:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/072008/490708null XML http://www.pharmexec.com/pharmexec/Articles/Basic-Training-Trends-in-Learning-amp-Development-/ArticleStandard/Article/detail/490705?contextCategoryId=39718&ref=25 Can pharma take its talent—and its earning potential—to the next level with employee education? 2008-02-01T05:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/072008/490705null XML http://www.pharmexec.com/pharmexec/News+Analysis/Vermont-Amends-Data-Mining-Law/ArticleStandard/Article/detail/487083?contextCategoryId=39718&ref=25 After watching similar legislation barring data mining for Rx info get shut down in Maine and New Hampshire, Vermont changes tactics and amends its law. 2008-01-30T05:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/052008/487083null HTML http://www.pharmexec.com/pharmexec/News+Analysis/Hold-That-Call-Physician-Detailing-Preferences-Rev/ArticleStandard/Article/detail/487082?contextCategoryId=39718&ref=25 Doctors have always considered detailing a necessary evil, but a new survey breaks down just how hard (or easy) it is for sales reps to get face time with physicians. 2008-01-30T05:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/052008/487082null HTML http://www.pharmexec.com/pharmexec/News+Analysis/2008-Licensed-to-Sell/ArticleStandard/Article/detail/484550?contextCategoryId=39718&ref=25 Sales representatives will now need a license to sell their wares, according to new legislation approved last week in DC. The new law creates a list of zero-tolerance regulations, but experts wonder whether they will do anything to improve sales rep/physician relationships. 2008-01-16T05:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/032008/484550null HTML http://www.pharmexec.com/pharmexec/Sales/New-Study-Reveals-Distribution-Trends-in-Drug-Samp/ArticleStandard/Article/detail/482397?contextCategoryId=39718&ref=25 Drug sampling is way up, but who is receiving the free medication? The American Journal of Public Health states that the majority of samples are distributed to the wealthy and insured. PhRMA, however, disagrees. 2008-01-09T05:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/022008/482397null HTML http://www.pharmexec.com/pharmexec/Articles/Salesforce-Survey-2008/ArticleStandard/Article/detail/483071?contextCategoryId=39718&ref=25 Welcome to the new employer's market for reps. The Hay Group's annual survey reports how, as the primary sales force contracts, so too does its pay. 2008-01-01T05:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/022008/483071/tightening_thumbnail.jpg http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/022008/483071/main_main.jpg http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/022008/483071/PE0108_sales-force_flash.jpg XML http://www.pharmexec.com/pharmexec/News+Analysis/About-face-for-Avandia/ArticleStandard/Article/detail/470623?contextCategoryId=39718&ref=25 Avandia continues on its sales slide. Generic metformin reigns supreme, while Actos and Januvia battle for second place. 2007-11-06T05:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/452007/470623null HTML http://www.pharmexec.com/pharmexec/News+Analysis/GSK-Tightens-Its-Belt/ArticleStandard/Article/detail/469007?contextCategoryId=39718&ref=25 GSK to shutter plants and move some manufacturing overseas in hopes of offsetting money lost to the sharp decline in Avandia sales. 2007-10-31T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/442007/469007null HTML http://www.pharmexec.com/pharmexec/News+Analysis/Moodys-Drops-Credit-Rating-of-Pharma-Industry/ArticleStandard/Article/detail/465607?contextCategoryId=39718&ref=25 The industry drops in a major ranking from stable to negative. The reasons: patent expirations, slow drug approvals, and likelihood of cash-draining acquisitions. 2007-10-17T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/422007/465607null HTML http://www.pharmexec.com/pharmexec/Articles/Whats-Worrying-Sales/ArticleStandard/Article/detail/463105?contextCategoryId=39718&ref=25 These are challenging times for senior operations executives who support sales, marketing, and managed markets. The pipeline shortfall, drug-approval delays, and increasing regulatory complexity have squeezed budgets while raising revenue targets. The Medicare Modernization Act (MMA) has caused some of the most far-reaching changes in the sales and marketing landscape, as government purchasing power creates both new opportunities and greater restrictions. In addition, traditional modes of selling have saturated the market, and the sales model the industry knows and loves is no longer so effective. 2007-10-01T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/402007/463105null XML http://www.pharmexec.com/pharmexec/PE+Features/Industry-Audit-2007/ArticleStandard/Article/detail/455802?contextCategoryId=39718&ref=25 For the sixth year in a row, Pharm Exec invites Professor Bill Trombetta of St. Joseph’s University to analyze the pharma industry's financial performance with a battery of business metrics, old and new. The highlights: Genentech pulls ahead of its longtime rival, Amgen. Forest delivers another strong performance, despite dropping revenue. Schering-Plough is building enterprise value. Biogen Idec racks up a stellar profit margin. And Merck? Well, Merck is back, baby. And the winner is… 2007-09-01T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/372007/455802null XML http://www.pharmexec.com/pharmexec/News+Analysis/Medicare-Part-D-Is-Growing-Up/ArticleStandard/Article/detail/445634?contextCategoryId=39718&ref=25 A scrapbook of the plan's first year. 2007-08-01T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/312007/445634null HTML http://www.pharmexec.com/pharmexec/Sales/Avandia-Sales-Away/ArticleStandard/Article/detail/446936?contextCategoryId=39718&ref=25 Avandia's market share erosion was magnified further by the almost complete absence of new prescriptions being switched to Avandia from its competitors. In the weeks before the event, Avandia accounted for more than 20 percent of all switches by primary care physicians 2007-07-30T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/312007/446936null XML http://www.pharmexec.com/pharmexec/Sales+News/Money-Back-Guarantee/ArticleStandard/Article/detail/443394?contextCategoryId=39718&ref=25 UK pharma company offers to pick up the tab 2007-07-25T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/302007/443394null HTML http://www.pharmexec.com/pharmexec/Sales+News/Sales-Slump-Linked-to-Mindless-E-mail/ArticleStandard/Article/detail/435669?contextCategoryId=39718&ref=25 A new study links corporate miscommunication with monetary black holes. 2007-06-20T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/252007/435669null HTML http://www.pharmexec.com/pharmexec/Agency+Insight/Public-Relations-A-State-of-Drugs-and-Trust/ArticleStandard/Article/detail/429159?contextCategoryId=39718&ref=25 Whom do you trust? If you answered "pharmaceutical companies," then you are no longer in the minority. Sixty percent of those polled for the annual Edelman Trust Barometer, a survey of more than 3,100 educated, media-informed influencers, said they trust the pharma industry globally. This is good news for an industry that was plagued with bad press these last few years. 2007-06-01T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/212007/429159/public_thumbnail.jpg http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/212007/429159null XML http://www.pharmexec.com/pharmexec/Sales/Fixing-the-Sales-Model/ArticleStandard/Article/detail/429162?contextCategoryId=39718&ref=25 It was like the end of the arms race last November when Pfizer announced it was slashing its national sales force by 20 percent. Coolly downplayed as cost-cutting by new CEO Jeffrey Kindler, the stunning move was met by industry insiders, Wall Street analysts, and the media with one humongous collective sigh of relief. Big Pharma was seen as having grown dangerously addicted to the detailing game over the past decade, with the top firms plowing more and more of their blockbuster profits into trying to keep up with Pfizer's "flood the zone" strategy and with less and less to show for it. 2007-06-01T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/212007/429162/Fixing_thumbnail.jpg http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/212007/429162null XML http://www.pharmexec.com/pharmexec/Deals/Biotech-The-Incredible-Swelling-Industry/ArticleStandard/Article/detail/422950?contextCategoryId=39718&ref=25 New report names 2006 'year of the deal.' 2007-05-02T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/172007/422950null HTML http://www.pharmexec.com/pharmexec/Sales+News/Lipitor-Losing-Loyalty-as-Cardio-Category-Cracks-O/ArticleStandard/Article/detail/421657?contextCategoryId=39718&ref=25 Both doctors and patients are more willing to try generic and combo drugs. 2007-04-25T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/172007/421657null HTML http://www.pharmexec.com/pharmexec/Sales+News/Pharmas-Fortunes-Fine--For-Now/ArticleStandard/Article/detail/419950?contextCategoryId=39718&ref=25 The industry is seeing a period of relative calm before the next storm. 2007-04-18T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/162007/419950null HTML http://www.pharmexec.com/pharmexec/Sales+Management/Sales-Management-The-New-BioPharma-Representative/ArticleStandard/Article/detail/418783?contextCategoryId=39718&ref=25 The pharmaceutical industry is abuzz with discussion: What will "tomorrow's" sales force look like? How will the job profile and competencies for sales reps change to better serve customers? How do we recruit and hire this new breed of sales reps? Steve DeMorro, president of Publicis Healthcare Recruiting, identified several key characteristics of the new biopharma representative, and how he believes these will become a standard part of the job profile for recruiting—and developing—sales reps in the future. 2007-04-01T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/152007/418783null XML http://www.pharmexec.com/pharmexec/Sales/Get-a-Grip-on-the-Supply-Chain/ArticleStandard/Article/detail/418779?contextCategoryId=39718&ref=25 The Sarbanes-Oxley Act—or SOX, as it is dubbed (not always so affectionately)—requires companies to provide greater control and quality assurance across a vast spectrum of business processes. In practice, SOX plays out differently industry by industry and even company by company. But for pharma, one of the most pressing consequences is the need to improve the accuracy of revenue recognition. 2007-04-01T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/152007/418779/getagrip_thumbnail.jpg http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/152007/418779null XML http://www.pharmexec.com/pharmexec/Sales+Management/Sales-Management-Get-Committed/ArticleStandard/Article/detail/408479?contextCategoryId=39718&ref=25 Pharma companies today are focused on driving prescriptions. But just because physicians are prescribing a brand doesn't mean that they are committed to it. Who's to say a doctor won't jump ship the moment a flashier new drug comes on the scene? 2007-03-01T05:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/092007/408479/sales_thumbnail.jpg http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/092007/408479null XML http://www.pharmexec.com/pharmexec/Articles/Sales-Slip/ArticleStandard/Article/detail/395596?contextCategoryId=39718&ref=25 One fortunate consequence of a slower job market is that tenure levels are increasing: 80 percent of sales managers now have at least two years experience under their belt. 2007-01-01T05:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/012007/395596/TN_thumbnail.jpg http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/012007/395596/main_main.jpg http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/012007/395596null XML http://www.pharmexec.com/pharmexec/Articles/Back-to-the-Future/ArticleStandard/Article/detail/378068?contextCategoryId=39718&ref=25 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. 2006-10-01T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/412006/378068null XML http://www.pharmexec.com/pharmexec/Articles/Sales-and-Marketing-Where-the-Buck-Stops/ArticleStandard/Article/detail/378067?contextCategoryId=39718&ref=25 Cost-shifting is still one of the favorite tools in almost all employers' cost-cutting toolboxes. But many fear that shifting too many costs to workers will backfire. Low co-pays keep people healthy and on the job: a big return on investment. 2006-10-01T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/412006/378067/TN_thumbnail.jpg http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/412006/378067null XML http://www.pharmexec.com/pharmexec/Articles/Industry-Audit/ArticleStandard/Article/detail/369272?contextCategoryId=39718&ref=25 For the fifth year in a row, Pharm Exec invites Professor Bill Trombetta of St. Joseph's University to analyze the pharma industry's financial performance with a battery of business metrics old and new. The highlights: Two top biotechs race neck-and-neck for first place, Forest delivers another strong performance, and AstraZeneca squeezes past Johnson & Johnson and GlaxoSmithKline into the top four for the first time ever. And the winner is . . . 2006-09-01T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/362006/369272/TN_thumbnail.jpg http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/362006/369272null XML http://www.pharmexec.com/pharmexec/Articles/Sewing-Up-New-Sales/ArticleStandard/Article/detail/369276?contextCategoryId=39718&ref=25 More than high-call frequency will be necessary to succeed in an increasingly competitive sales environment. 2006-09-01T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/362006/369276/TN_thumbnail.jpg http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/362006/369276null XML http://www.pharmexec.com/pharmexec/Professional+Marketing/Marketing-to-Professionals-Appealing-to-Doctors-Em/ArticleStandard/Article/detail/256555?contextCategoryId=39718&ref=25 Sanofi-Aventis' campaign for Taxotere elicits an emotional response from oncologists. 2005-12-01T05:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/502005/256555/PE1205_TN_thumbnail.jpg XML http://www.pharmexec.com/pharmexec/Thought+Leader/Thought-Leader-A-QampA-with-Steve-Rauschkolb/ArticleStandard/Article/detail/197789?contextCategoryId=39718&ref=25 The most important result for pharma firms of the changing sales structure is a reduction in the amount of training resources that are available to them. 2005-11-01T05:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/472005/197789/110105_pe_cvr_thumbnail.jpg XML http://www.pharmexec.com/pharmexec/Professional+Marketing/Marketing-to-Professionals-Detailing/ArticleStandard/Article/detail/197799?contextCategoryId=39718&ref=25 While the typical brand invests more than $100 million in annual sales force support, it spends on average less than $2 million to determine whether the detail piece is driving prescriptions. 2005-11-01T05:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/472005/197799/110105_pe_cvr_thumbnail.jpg XML http://www.pharmexec.com/pharmexec/PE+Features/Valeant-Pharmaceuticals-is-Soldiering-On/ArticleStandard/Article/detail/197794?contextCategoryId=39718&ref=25 Valeant is banking on Viramidine, a pro-drug of its longtime cash cow, ribavirin, to catapult the company to the next level. 2005-11-01T05:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/472005/197794/110105_pe_cvr_thumbnail.jpg XML http://www.pharmexec.com/pharmexec/Current+Issue/Washington-Report-Out-of-Commission-Crawford-Steps/ArticleStandard/Article/detail/197792?contextCategoryId=39718&ref=25 The circumstances of Crawford's departure may complicate the process of securing a permanent FDA leader. Congress and HHS are investigating whether his confirmation process failed to uncover important facts. 2005-11-01T05:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/472005/197792/110105_pe_cvr_thumbnail.jpg XML http://www.pharmexec.com/pharmexec/PE+Features/Are-We-Aligned-Yet-A-Medicare-Part-D-Roundtable/ArticleStandard/Article/detail/197796?contextCategoryId=39718&ref=25 The most salient feature of the Medicare prescription drug benefit is its uncertainties. That was perhaps the key insight at a roundtable conducted by Pharmaceutical Executive in conjunction with the executive summit "Medicare Part D: Can There Be Alignment Between Government Goals and Industry Opportunity?" cosponsored by this magazine and Model N, a revenue management-solution provider. With a panel that included representatives from pharma, the legal community, prescription benefit managers, and data and service providers, the roundtable looked at the goals of Part D, the threats and opportunities it presents to stakeholders, the skills companies need to develop, and the way the playing field is likely to change over the next few years. What follows is an edited version of the conversation. 2005-11-01T05:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/472005/197796/110105_pe_cvr_thumbnail.jpg XML http://www.pharmexec.com/pharmexec/Product+Manager%27s+Handbook/Orchestrating-Compliance/ArticleStandard/Article/detail/197783?contextCategoryId=39718&ref=25 Product managers would be less disrupted if compliance activities at pharma companies were more anticipatory than reactionary. 2005-10-01T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/472005/197783/100105_pesupp_cv_thumbnail.jpg XML http://www.pharmexec.com/pharmexec/Product+Manager%27s+Handbook/Physician-Frustration/ArticleStandard/Article/detail/197787?contextCategoryId=39718&ref=25 As the industry thinks about new sales force models, it should look beyond ROI numbers, toward a new paradigm that not only works for pharma, but also for its customers. 2005-10-01T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/472005/197787/100105_pesupp_cv_thumbnail.jpg XML http://www.pharmexec.com/pharmexec/PE+Features/Under-the-Influence/ArticleStandard/Article/detail/187082?contextCategoryId=39718&ref=25 Sales reps should be able to access, in a central location, company-enerated influences that have affected a given physician. This type of closed- loop marketing creates a more customer-centric approach that provides etter influencer-level insight by connecting each resource, providing direction and metrics, and continually re-evaluating key influences and ROI. 2005-10-01T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/422005/187082/PE_TN_thumbnail.jpg XML http://www.pharmexec.com/pharmexec/Product+Manager%27s+Handbook/Sampling-Crimes-in-the-Closet/ArticleStandard/Article/detail/197782?contextCategoryId=39718&ref=25 The pharmaceutical industry devotes more of its promotional budget to samples than anything else, unless you count the army of sales representatives that delivers them. This year, the average wholesale price of samples passed out to doctors will approach $15 billion—roughly twice the value of samples five years ago. And although few in the industry have come to grips with it, the federal regulations governing this enormous investment have undergone drastic changes. 2005-10-01T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/472005/197782/100105_pesupp_cv_thumbnail.jpg XML http://www.pharmexec.com/pharmexec/Professional+Marketing/Marketing-to-Professionals-Senior-Care-Specialists/ArticleStandard/Article/detail/187087?contextCategoryId=39718&ref=25 Partnerships with geriatric pharmacists will be critical for brand teams that market products specifically to seniors. 2005-10-01T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/422005/187087/PE_TN_thumbnail.jpg XML http://www.pharmexec.com/pharmexec/PE+Features/Bad-Rep-A-QampA-with-Jamie-Reidy/ArticleStandard/Article/detail/187080?contextCategoryId=39718&ref=25 TO HEAR JAMIE REIDY TELL IT, HE'S ALWAYS BEEN THE SORT of slacker who succeeds. He did enough work to get decent grades in high school and at Notre Dame University, which he attended on an ROTC scholarship. 2005-10-01T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/422005/187080/PE_TN_thumbnail.jpg XML http://www.pharmexec.com/pharmexec/PE+Features/Whose-Afraid-of-Authorized-Generics/ArticleStandard/Article/detail/187081?contextCategoryId=39718&ref=25 No brand manufacturers plan to market generic versions of their own product, at least not until the patent expires. And why would they? As long as the branded version enjoys patent protection, marketing a cut-rate product would eat away profit margin during the years when a drug makes the most money. 2005-10-01T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/422005/187081/PE_TN_thumbnail.jpg XML http://www.pharmexec.com/pharmexec/Product+Manager%27s+Handbook/Formulary-Additions-The-Big-Picture/ArticleStandard/Article/detail/197785?contextCategoryId=39718&ref=25 To get along with the CFO, drug companies need to express more data in units that a health plan can integrate into its own internal actuarial analysis. The financial decision makers at a health plan want to know how a new drug affects the value of expected claims on the whole. 2005-10-01T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/472005/197785/100105_pesupp_cv_thumbnail.jpg XML http://www.pharmexec.com/pharmexec/PE+Features/Building-Blockbusters/ArticleStandard/Article/detail/177965?contextCategoryId=39718&ref=25 Companies face a serious pipeline gap, partly because they focus too narrowly on scientific breakthroughs. Stakeholders also value convenient compounds with reduced side effects and fewer doses. 2005-09-01T04:00:00Z http://www.pharmexec.com/pharmexec/data/articlestandard/pharmexec/362005/177965/PE_TN_thumbnail.jpg XML