Strategy

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.
Apr 01, 2005
Pharmaceutical Executive
By Pharmaceutical Executive Editors
MVPs go beyond numbers to create extraordinary value for companies and their stockholders. They are the top two to five percent of employees. In other words, if you were to lose 100 people, which two to five would you protect at all costs?
Apr 01, 2005
Pharmaceutical Executive
By Pharmaceutical Executive Editors
You can have a biotech company with a great technology base, but if it doesn't have a product in Phase II development, Wall Street won't reward the company by increasing the value of its stock price. When products are valued over technology, there is a higher premium for commercially-focused business leaders.
Apr 01, 2005
Pharmaceutical Executive
By Pharmaceutical Executive Editors
For the third year in a row, Abbott Labs has made it into the top 10 companies judged by DiversityInc magazine to have the most diverse workforce. According to DiversityInc co-founder Luke Visconti, that makes Abbott, number five in the ranking, extraordinary. Merck is the only other pharma company to make the cut, but comes in at number 24, and is on a downturn—it was ranked 13 last year.
Apr 01, 2005
Pharmaceutical Executive
Contrary to myth, Paragraph IV certifications are not reserved only for blockbusters or high-volume primary care products. Three products under recent Paragraph IV challenges had sales of less than $50 million.
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