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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.
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Becoming the rep doctors want to seeThe key to success is to become a value-added resource, a rep that delivers tangible benefits to physicians.
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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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Special Report: Platform Drugs—Marketing Your OpportunitiesTracking business by indication is critical for evaluating market performance and making accurate resource allocations
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Alternative Media: How to Capture Your target Consumers' Profile Data OnlineSince each consumer has unique preferences and online habits, marketers should leverage a variety of channels to capture a high volume of targeted consumer profile data, without jeapordizing the quality of their lists.
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The Diversity Dearth in PharmaWhy the industry needs more women in senior management roles-and the three strategies to get there.
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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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If It Walks Like a DuckDietary supplements function like drugs and are marketed like drugs. They should be regulated like ducks.
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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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Closing the Digital Gap: FDA’s Oversight of Social MediaThe parameters governing pharma promotional speech in digital and social media have struggled to keep pace with the rapidly evolving healthcare communications landscape. How can FDA play catch-up in advancing an agenda more reflective of industry and patient needs?
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Medicare Part D: D for Doomed?As seniors become frustrated and Part D enrollment lags, drug benefit plans cannot grow fast enough to manage risk. Some leave the market, and others cut benefits.
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Medicare Part D: D for Doomed?As seniors become frustrated and Part D enrollment lags, drug benefit plans cannot grow fast enough to manage risk. Some leave the market, and others cut benefits.
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Direct to Consumer: If These Walls Had EarsDtc advertising has caused more than its share of controversy both inside and outside the industry. Critics wonder: Are patients paying for drugs they don't need? Meanwhile, industry is still struggling to answer the basics: How effective is DTC in getting patients to request a drug by name? CommonHealth's MBS/Vox division conducted a survey that tried to answer industry's question, and in doing so, inform the wider debate about DTC's role in healthcare.
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Marketing to Professionals: Savvy StrategistsThese "guns for hire" bring the science and marketing savvy that clients need, often with in-depth category experience, but without the commitment and cost associated with hiring a full-time employee.
