Authors
Latest:
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.
Latest:
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?
Latest:
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.
Latest:
The Changing OTC LandscapeMarketers Face A Slew of New Challenges as FDA Examines the Rx-to-OTC Switch
Latest:
Backpage: Doctors with AttitudesAccredited CME providers place a lot of value on understanding doctors' preferences and opinions. To better educate themselves, providers perform ongoing needs assessments to determine educational requirements, and actively survey clinicians for feedback on industry hot topics.
Latest:
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.
Latest:
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.
Latest:
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
Latest:
Uneven LandscapeThe headlines are about layoffs, but some segments of pharma are still hiring. Pay, meanwhile, tightens.
Latest:
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.
Latest:
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.
Latest:
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.
Latest:
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.
Latest:
Sales and Marketing: Where the Buck StopsCost-shifting is still one of the favorite tools in almost all employers' cost-cutting toolboxes. But many fear that shifting too many costs to workers will backfire. Low co-pays keep people healthy and on the job: a big return on investment.
Latest:
Does India's Glivec Decision Make April Fools of Us All?On April 1, India’s Supreme Court denied an appeal challenging the rejection of a patent for Novartis’s cancer drug, Glivec.
Latest:
Legal: Shifting Perspective on Off-Label PromotionThe omission of criminal charges for off-label promotion of Serostim is surprising, because the government's earlier plea with Pfizer sent a strong signal that it would criminally charge companies engaged in off-label marketing.
Latest:
Sales and Marketing: Where the Buck StopsCost-shifting is still one of the favorite tools in almost all employers' cost-cutting toolboxes. But many fear that shifting too many costs to workers will backfire. Low co-pays keep people healthy and on the job: a big return on investment.
Latest:
Grim Outlook For UK Biotech IndustryIt could be the end of the road for the UK's biotech firms if drastic action isn't taken soon.
Latest:
Risky BusinessEvery quarter, pharmaceutical manufacturers confront a dizzying array of price reporting obligations. Participation in the Medicare, Medicaid, Veterans Administration (VA), and Public Health Service (PHS) programs requires manufacturers to collect, organize, distill and manipulate vast quantities of information, and to generate from that data reportable figures that can have an enormous impact on the company's bottom line. It is critical that these figures be correct, not only to help ensure the integrity of these public programs, but because submission of false data to a federal agency is a prosecutable criminal offense, and the civil penalties and exposure can be staggering.
Latest:
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.
Latest:
e-Marketing at the Tipping PointIn 2004, US growth hormone sales reached nearly $711 million. But harsh restrictions on growth hormone treatments and their abuse as "lifestyle drugs" have injected controversy into the market. How can pharma ensure that its marketing efforts for products that help millions of children and adults reach the right targets?
Latest:
King Without the CrownUnder King's old strategy, there was no link between business opportunity and R&D. Today, the company only goes after drugs that meet the criteria of its targeted approach to acquisition.
Latest:
Surround Sound MeetingsTHE OLD FORMULA IS TRIED AND TRUE: GET YOUR reps informed and excited at a launch meeting, and you'll have a positive impact on the success of the drug. But too many pharma meeting planners forget that sharp PowerPoint slides and fancy dinners no longer impress sophisticated sales reps. Reps want more than a fresh presentation. They seek a new experience. They want to be wowed.
Latest:
Closing your docs: Does it have to be so stressful?Practical advice on how to overcome closing fears.
Latest:
Workforce: The People PuzzleThere is probably not a senior executive on the planet who, at one time or another, hasn't raised an eyebrow or two to express exasperation over "people problems." But just try to run the modern business corporation without them. Forget the Internet chatter about the peopleless workplace. There’s no substitute for the contribution people make to the bottom line.
Latest:
Legal: Hey, Good Lookin': Sex Discrimination in Hiring RepsDrug manufacturers should have policies against sexual harassment of sales reps. Such a policy may also help counter charges that a company is implicitly encouraging its reps to use their sexuality as a sales tool.
