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Also Known As...The Value of Generic NamesIn the world of pharmaceutical names, the trademark has always been the star, and every other word has played a supporting role. But recent developments at FDA-and the industry's response to those developments-have set the stage for a new approach to nomenclature.
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Legal: State Compulsory LicensesUnder one bill, states could license patented drugs to generics companies, paying patent holders a royalty.
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Pfizer Can Mold Its Future by Learning from the PastPfizer Chairman and CEO Hank McKinnell sees the company's $58 billion blockbuster acquisition of Pharmacia as the key to Pfizer's leadership in pharmaceutical markets around the globe.
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PBMs: Merck-Medco in the Hot SeatFranklin Lakes, New Jersey-Merck’s pharmacy benefit arm, Merck-Medco, is under fire for switching patients to more expensive pharmaceuticals.
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Thriving Amid UncertaintyAs healthcare struggles to reinvent itself, a confluence of major societal forces has irrevocably changed both the business world and the healthcare landscape.
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Pediatric MandateFDA's Final Rule Forces the Pharma Industry to Change It's Clinical Trial Culture
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Focus on the customer to find successReps need to spend time planning, account targeting and learning about new managed care tools that drive today's operations as well as prepare us for tomorrow's growth businesses.
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Pharma’s Understanding of Competitive IntelligenceDespite the investment in place, industry still struggles to take advantage of competitive intelligence as key decision aid.
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Establish investment priorities and exploit your 401(k) planA rep's guide to retirement investing.
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Direct to Consumer: HIV and AdherenceThe flaw lies not in the lack of patient information, but rather in the way they process it.
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The Sampling SubsidyPhysicians give only 25 percent of samples to newly diagnosed patients, along with a prescription.
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Manage your resources to drive your businessReps can make a better impact by managing the time they have.
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Unleash the DragonChina's large patient base and concentrated specialty hospitals make it easier to recruit patients for clinical trials in than in the United States. On average, companies can save from two to five months by conducting a Phase I study in China.
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The Case for CoachingI'm running as fast as I can." That describes how many pharma executives see their work-as a high-stakes race. Just as competitive runners find that a coach can be a vital part of their success, many business executives are discovering the benefits of working with a professional coach to improve their leadership skills. The result has been a transformation in the way coaching is applied and perceived. Far from being seen as a remedial step for "fixing" executives who are performing below standard, it has become widely used as a way to make already-effective leaders even better and to move them to the next level of their leadership.
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Empowerment selling through persuasionAside from helping the prospects and customers succeed at what they do or want to do, salespeople are most interested in one specific behavior change: compliance to a request. In generating a positive response, six basic tendencies of human behavior take the stage: reciprocation, consistency, social validation, liking, authority and scarcity. The more of the six following persuasion influencers a salesperson uses in his or her presentation and selling approach, the greater his or her chances of closing the sale:
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Cementing relationships with residentsThere is a great need (and an opportunity) to help younger physicians during the crucial beginning of their careers.
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Can You Keep a Secret?Pharmaceutical companies big and small depend heavily on information, much of it confidential and valuable. From low-tech customer lists and marketing plans to the coveted results of expensive biotech research, the pharma industry is built on confidential information that must be protected, making the law of trade secrets a key component in a company?s strategy to protect its intellectual property.
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Supplement your 401(k) with an IRAHaving so many retirement choices shouldn't leave you wondering which type of retirement savings plan is best for you.
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Millennium's Deborah Dunsire: Woman of the YearFrom her start as a physician working in apartheid-era South Africa to the dramatic turnaround and takeover of Millennium, Deborah Dunsire has lived a life that has defied all expectations.
