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Sales Management: Pay-for-PerformanceAfter the merger, Wyeth had dozens of incentive plans for several thousand employees.
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Setting the StandardHome and abroad, the US Pharmacopeia is stepping up to maintain quality control. But it's not so easy. USP's Roger Williams discusses Medicare formularies, drug safety, international drug production, and the organization's changing role.
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Media Spend Trends: Change the ChannelIt's not closing time, but it does seem like the nine-year, direct-to-consumer (DTC) advertising happy hour is winding down. PhRMA's new Guiding Principles are dimming the lights, and television, the most glamorous and visible media channel for DTC, will have to turn down the volume.
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Under the InfluenceSales 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.
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Robert Lisicki on Living Up to Zura Bio’s Heroic NamesakeZura Bio’s CEO and director Robert Lisicki discusses how his path to leadership taught him the importance of building a team that can deliver even when the goals don’t seem to be achievable.
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A Survey of Medical Science LiaisonsMSLs tend to stay put. Just three in 10 left a job after less than a year. Half held their current position for more than three years.
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Marketing to Professionals: Senior-Care Specialists SurgePartnerships with geriatric pharmacists will be critical for brand teams that market products specifically to seniors.
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Keys to SuccessJohnson & Johnson's pharmaceutical group builds team and relationship skills into performance evaluations. J&J's Robert Wills says, "Such skills are a built-in expectation. It's how people are supposed to do their job. Everyone who participates in an alliance is compensated for behaviors that contribute to mutual success."
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Pharma's Next Top Model: Slimmer Business ModelsThe disease profiles pharma companies pursue should shape the business models that enable them to grow.
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Forward-Looking IntelligencePharma companies spend the most money looking at what their competitors have already done. Here, three companies explain how competitive intelligence should work.
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The SecretWhen it comes to corporate reputations, it's clear the pharmaceutical industry doesn't quite get it. (Just pick up any newspaper.) But here's the latest newsflash when it comes to managing a bad rap: You get what you pay for.
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Leadership: 100 Days of ScrutinyLeaders who are new on the job should get out of their nice offices and go sit with their direct reports. Sit with them in their spaces, over lunch or coffee-anyplace but your space. You want them to be completely comfortable.
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Feelings Outweigh FactsImagine a person sitting alone in his living room suffering through a pounding migraine, while the rest of his family sits together around the kitchen table. He wants to join them, but his symptoms render him motionless. Now, imagine he has the choice to take two different drugs that promise to alleviate symptoms of his migraine. Drug A promises to help at the source of the problem by decreasing the frequency of swollen blood vessels around the brain, while drug B promises migraine-free days with more time to spend with the family. What do you think he would choose?
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Elephant or Specialist?The future of US healthcare is being created today in Medicare's demonstration programs. But how you respond to them depends a lot on what kind of company you are.
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What Impact is AI Having on the Collection and Analysis of RWE?AI allows patients, doctors, and payers to make informed decisions based on evidence at a much faster pace.
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Informatics RulesWithout 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.
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Goodbye, Willy LomanThe 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
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Uneven LandscapeThe headlines are about layoffs, but some segments of pharma are still hiring. Pay, meanwhile, tightens.
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Superstar Selection"You're fired!" It's a simple phrase that everyone is using, and it's put Donald Trump back into the spotlight. However, the most important statement you will ever make as a manager is "you're hired." With all the pressures of the job and the limited time you have for interviewing, it is easy to rush through this process to fill a slot. Stop yourself-hiring a good person is one of the most important decisions you will make as a manager.
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Making the most of your work contactsAh … the infamous work contact! As a pharmaceutical representative, and then as a district sales manager in the late '80s, I became intimately familiar with the practice of riding with your manager from both the passenger's and the driver's sides of the car.
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Whose Afraid of Authorized GenericsNo 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.
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Who's Coming to Meetings?Meeting Spend: Take stock of how much your company can and does spend on promotional meetings. And look carefully at the effects of new compliance regulations on audience recruiting. Among survey respondents, about half work for companies that spent less than $1 million a year on promotional meetings. The other half spent more, sometimes in excess of $5 million a year. About half of the respondents forecast a 15-percent rise in meeting budgets next year. The other half did not expect changes in the budget.
