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Deliver a pharmaceutical "power lunch"Once you mast the details behind lunch and learns you can smoothly deliver the most successful sales program available.
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Can Social Media Give Big Pharma Back its Reputation?Industry's ability to master the external environment depends on making the 140-character shorthand of the Twitter generation its own.
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Manage yourself to successThe most successful sales representatives don't wait to be empowered by their manager - they empower themselves.
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Sharing IP, Sharing RiskThanks to growth in international trade, rapid technological innovation, and a willingness to share intellectual property (IP), the number of corporate cross border alliances has grown steadily.
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CRM Checklist for SuccessCustomer relationship management (CRM) has become a pharma buzzword, but few companies actually practice it. That is about to change.
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CRO's Cross Over NOWThe digital revolution is knocking at the doors of the clinical research industry, and CROs are increasingly, if reluctantly, letting it in. Although the biotech industry revels in the promise of wireless solutions, Internet applications, and genomic discoveries, CROs have largely shunned opportunities for technological improvements and remain insulated from such advances in other health sectors.
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Gottlieb is Stepping Down From the FDA’s Most Forward-Looking ChapterWe’re about to lose the most tech-savvy FDA chief in recent memory, writes Pratap Khedkar.
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Mixed Criticism on Avandia EffectivenessGSK's blockbuster diabetes drug Avandia was the subject of a number of studies this week offering good and bad news. But the company's big challenge is going to be FDA's advisory review panel set to meet in two short weeks.
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Why Use a Clinical Data Warehouse?An increasing pressure to get products to market means more data must be handled within a shorter time span. But how?
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Three Challenges to CRO SuccessThe last few years have seen tremendous consolidation in both the pharmaceutical and contract research industries. The impact among pharma companies has created a heightened demand for productivity. Consequently, contract research organizations (CROs) have struggled to find their footing in a business where the number of customers has shrunk and the demand for speed and cost-effectiveness has risen. Delivering service excellence when customers' names and addresses are changing regularly is a challenge, resulting in disrupted continuity, broken lines of communication, and policies and relationships thrown into disarray.
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What pharma can learn from general manufacturing in a recessionWhile pharma is not synchronized with the boom and bust of the general economy, lessons from the business cycle facing manufacturers can enable the pharmaceutical industry to tackle the problems it faces, writes Chris Hart of McKinney Rogers.
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Personalized Medicines: Implications for PharmaMarketers will need to address not only the benefits of the therapy but also the benefits of a diagnostic assay.
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Why Use a Clinical Data Warehouse?An increasing pressure to get products to market means more data must be handled within a shorter time span. But how?
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Four Launch Mistakes and How to Avoid ThemIn the white heat of a major brand launch, we can be consumed by the day to day challenges and make mistakes. But some of the worst mistakes can be avoided with a little foresight, writes Ken Begasse.
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What's Really Driving Costs?According to many legislators and the media, pharma companies, abetted by Madison Avenue, lead the corporate villain list, just below auditors and errant CEOs.
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Pharma 2016: Hot Topics, Burning QuestionsPharm Exec Editorial Advisory Board member Cliff Kalb poses some of the pertinent questions he expects the pharma industry will be asking this year.
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Supreme Court Gets Final Say on OvertimeWith conflicting lower court decisions over whether pharmaceutical sales reps should be paid for overtime, the Supreme Court has agreed to settle the matter. The court will hear the case brought by two former GSK reps that were denied their overtime claim by a Circuit Court.
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The future of phamaceutical sales training: Internet as instructorLearning and training from home is just around the corner.
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The Art of good listeningOne of the most common complaints customers express about salespeople is that they don't listen. And one of the quickest ways to destroy customer confidence is to make an off-the-wall comment or a misfit proposal that shows you haven't been listening.
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Creating Clinical Portals: A Model for SuccessClinical trials are complex, time consuming, and data intensive. Yet pharma remains one of the few industries that is still largely paper driven.
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Measuring the Value of KOL InteractionsThought leaders are a critical component of a pharmaceutical company?s professional marketing and medical strategies. But companies face a real challenge in creating, maintaining, and leveraging those relationships while safely navigating logistical issues and regulatory waters.
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Region in Reform? Access Pains and Gains in Latin AmericaPharm Exec convenes a panel of biopharma executives responsible for the Latin America business to discuss investment, market access, and reimbursement issues in this key and challengingly diverse growth market for the life sciences industry
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Where have all the Scientists Gone?With an emphasis on short-term objectives rather than long-term goals, pharma is missing a huge opportunity in applying market science to drive adherence
