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Economy puts Medicare reform on HoldCan George W. Bush, Tommy Thompson and Congress agree on how to move forward?
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Relationship building: A potent toolIt seems nothing short of amazing to me that the vast majority of pharmaceutical reps bypass what is surely the most potent sales tool that exists. Before I became a provider 22 years ago, I was involved in sales. It was then that I realized that sales are greatly influenced by the nature and quality of the relationships between salespeople and their customers. Failure on the part of pharmaceutical representatives to develop good, strong relationships most often leads to poor prescribing habits on the part of the provider.
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Information Into ActionThe key is to convert raw data into actionable intelligence that can enhance operations and improve decision making.
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A Matter of TasteDeveloping Palatable Medicines for Children is Never Easy, But the Rewards Can Be Great
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Shake Hands on Rx Drugs for MedicareI received a letter recently from an AARP member in Carrolton, Kentucky, who wrote: ?Medicare will not help seniors with medicine costs. My husband?s a diabetic, has had two heart surgeries and asthma since childhood. He is 68 years old. I am 65 and have congestive heart failure and a lung disease. We have to spend so much on medicine, we barely live?can?t go anywhere except to the doctors and grocery. Please help people like us.?
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Early Engagement with Medical LaboratoriesTimely engagement is the key to expanding the use of companion diagnostics.
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Effective detailing in one minuteWhat do you do when given only a small amount of time to detail your product?
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PE's Annual Sales and Marketing Employment Survey: The Big SqueezeIn spite of pharmaceutical employers' best intentions to the contrary, sales rep compensation is being squeezed in a vise that is gradually narrowing the gaps between what top, average, and bottom performers are earning. According to the Hay Group's Pharmaceutical Sales Force Effectiveness Study, co-sponsored by Pharmaceutical Executive, reps in the 90th percentile are earning just 40 percent more than the average performer. This is not to suggest that reps aren't being paid handsomely (they are), but that the pay-for-performance model is showing signs of weakness.
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Micromarketing An Individual ApproachThe computing power of today's PC enables marketers to conduct analyses that were unthinkable just a few years ago, creating exciting new ways to approach and track promotion response. This article describes a novel approach that models promotion response at the individual physician level.
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Every Employee, Every DayPharma companies must address the same group of stakeholders-customers, employees, shareholders-as any other industry, plus one more. Compliance with FDA and other regulatory agencies is not only critical for success, for some life science companies it determines their very survival.
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Internet DTC - Minding Your P's & Q'sEffective DTC Product Web Sites Must Synthesize Advertising and Labeling Requirements
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Things it took a career in sales to learnEveryone makes mistakes, but it's learning from them, and changing the way we do what we do, that make us successful.
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Beyond the BlockbusterFor decades, blockbuster product development has driven the pharmaceutical industry. Under that model, a handful of products-and, in some cases, a single product-produce the lion's share of revenue and dictate a company's strategic direction. As companies get larger, they rely more and more on blockbusters to sustain their growth. The high cost of developing major, successful drugs only reinforces the need to focus on blockbusters. It's a vicious cycle that remains firmly in place for most Big Pharma.
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Pharma’s Big Push for ValueAn “how to” primer for life sciences companies on applying end-to-end evidence strategies in demonstrating product value.
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The New Era of Risk ManagementFDA has issued the industry a new charge-pay closer attention to risk management. Now that prescription drug user fees have helped the agency approve candidates more rapidly, FDA has returned to its basic mandate: assuring that marketed pharmaceuticals are safe. In the past, that meant clear labeling with adequate directions and warnings based on clinical trials. The agency now believes that product safety extends beyond warning labels and wants to ensure that prescriptions are used safely as well. As a result, it is asking the pharma industry to demonstrate products' safety before approval and to further control their use after
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Fighting the deadly sins of meeting etiquetteRoundtable discussions can be some of the most valuable opportunities for learning and team building.
