Strategy

Jul 01, 2005
Pharmaceutical Executive
Without common reporting standards in place, researchers have little incentive to share data with scientists elsewhere in the company. When researchers don't sharedata on a regular basis, they can begin to feel proprietary about their work—and even less inclined to disclose their results.
Jul 01, 2005
Pharmaceutical Executive
We all remember the Greek myth about old King Sisyphus. In life, he was a trickster, but the gods got the last laugh in the afterlife by making it his fate to push a huge boulder up a mountain only to see it roll down just before reaching the summit—again and again for all eternity.
Jul 01, 2005
Pharmaceutical Executive
By Pharmaceutical Executive Editors
These are demanding times for pharmaceutical marketers.
Jun 01, 2005
Pharmaceutical Executive
By Pharmaceutical Executive Editors
A small company with an ambitious goal—to prevent infections instead of treating them after the fact—is about to start a revolution.
Jun 01, 2005
Pharmaceutical Executive
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.
Jun 01, 2005
Pharmaceutical Executive
Pharma companies are committed to using electronic data capture in clinical trials. Technology adoption will continue to grow, as FDA and consumers want faster safety data.
Jun 01, 2005
Pharmaceutical Executive
A leader can reframe a situation. By recognizing that her own perspective may be incomplete, the leader can expand her frame to include more options for action than simply repeating herself.
Jun 01, 2005
Pharmaceutical Executive
Pharma trial sponsors and their CROs should enlist the support of high-level executives to make sure designated decision makers are fully confident in their ability to act.
May 01, 2005
Pharmaceutical Executive
If you work for a company that isn't interested in increasing sales across your portfolio, don't read this article. Otherwise, you'll learn that your district managers (DM) are the keys to doing just that. DMs select and hire new sales reps, guide product knowledge, develop selling skills, provide feedback, and take action to turn around or terminate poor performers. The average industry DM is responsible for generating tens of millions of dollars in sales through his or her teams. But, only 45 percent of industry DMs achieve their sales goals. Companies that succeed in raising the overall effectiveness of their DMs will create sustainable competitive advantage.
May 01, 2005
Pharmaceutical Executive
I realized that, as president of a pharmaceutical company, I am now a representative of the entire industry. As such, my toughest challenge is listening to and seeing the kind of scrutiny our industry is taking.
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