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Physician FrustrationAs the industry thinks about new sales force models, it should look beyond ROI numbers, toward a new paradigm that not only works for pharma, but also for its customers.
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Best Bang for the BuckKnowing what falls into fixed and variable expenses will make it easier to note what falls into high priority.
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EGA Calls for Removal of Barriers to Generics in EuropeAdrian van den Hoven, Director General of the European Generics Association (EGA), this week called for the removal of barriers to generic medicines across the European Union.
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Ignorance is No ExcuseState clinical trials requirements are in place to protect people from being exploited, or unsafely exposed to compounds. Forty years later, it's easy to say, "How did this happen?"
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More Than a Game of Keep AwayIndustry self-policing may be the only way to stop state Legislators who want to ban sales Reps, and even whole companies, from using Prescribing information.
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Legal: The Kickback EffectCriminal penalties for violating the Foreign Corrupt Practices Act can be substantial. Businesses found guilty may be fined upwards of $2.5 million for each offense, or twice the amount gained as a result of the violation.
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Sewing Up New SalesMore than high-call frequency will be necessary to succeed in an increasingly competitive sales environment.
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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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Out to Lunch?It's twelve o'clock-do you know where your reps are? According to research from Health Strategies Group, lunches provide one of the few opportunities in today's short-call environment for sit-down discussions with doctors. The average length of a lunch is 13 minutes, with an average of three physicians per meeting.
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Opinion: Memo to von EschenbachOften, post-approval marketing studies don't materialize because drug companies question their value. Independent review of the need for such studies would address pharma's concern that they may be warranted.
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Knowledge-Based Outsourcing: Driving Deeper InsightsTracking, monitoring, and trend evaluation is not enough. Companies must now do more than assess what happened and why.
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The Place of Digital in the Pharma Marketing MixThirty-nine years ago this past June, an article appeared in BusinessWeek that offered readers what was for its time a startling degree of foresight.
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50 5 2005Implementation of policies that respond to industry compliance standards poses a considerable burden for companies in terms of time and expense. Unless industry changes its response to state laws, the condition will worsen.
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One Pill Makes You SmallThe obesity pipeline, despite a hugely underserved market potentially worth $11 billion, is awfully thin.
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Backpage: Taking Hold of the WheelFDA's cautious approach to allowing drug manufacturers to communicate the economic value of drugs is contributing to an already poorly informed healthcare industry, and may be curtailing access to useful drugs.
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Sales Management: Spending Under ScrutinyGiven the high volume of rep interactions with healthcare professionals, companies must work toward achieving a fully integrated system that collects data from across the entire enterprise.
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Back Page: Heart of GoldI feel vulnerable to accusations that I work on the dark side, that I've sold out to corporate medicine.
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Tomorrow’s Selling Strategies: Invest & TestA new PwC survey reveals a strong need to fully embrace alternative commercial methods-not in a blind frenzy but through careful evaluation of which new sales strategies have true innovative potential.
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Legal: Jumping the PondClass actions threaten industries that deal with the public. If European lawmakers remove the restriction on class-action suits, consumers will be free to file cases. Pharma companies should take heed.
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Culture Clubs: Independent Ethics CommitteesBefore clinical trials began to cross international lines, recruiting patients was fairly simple. Recruiters had to research only one country's cultural and regulatory standards. But as trials go multinational and the various players in the global study community begin working together for the first time, sponsors discover new levels of complexity. Divergent regulations, cultures, and languages hamstring efforts to find a single approach to patient-outreach communications.
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Bustin' a CAP: The Competative Acquisition ProgramMedicare's Competitive Acquisition Program takes a shot at reforming Part B drug distribution. But the new rules evoke a vast and complicated Rube Goldberg machine, where nobody gains much-except CMS.
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Sales Management: The X FactorGen Xers are attractive to many managers because they typically have a strong work ethic. Although they are self-reliant, they still desire to be taken seriously and want to be valued by their companies.
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Can Data and AI Deliver Whole-Person Health?Executives in the life sciences and medical device industries see promise in artificial intelligence (AI) and medical technologies, but must also navigate the changing healthcare ecosystem, varied stakeholder needs, and the impact of AI on market access and commercialization strategies.
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Pressed Into Action: Measuring Pharma’s Reputation ReversalStudy analyzes mainstream media coverage of the industry before and after the COVID-19 lockdown.
