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Innovation Calls Across the C-suite: Lessons From Wall StreetThe lifeblood of the life sciences industry is continuous innovation-it is not a business that can survive by standing still.
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The JOBS Act: A Boost for Biopharma?Amid one of the most divisive eras in our nation’s political history, one thing we can all pretty much agree on is the fact that our stalled economic engine needs a jumpstart.
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Managed Markets: Positioning Your Product For Success with Pull Through StrategiesA patient-centric approach to drug development delivers the benefits that actually create value.
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Rare Disease Week: Progress, But Still Very Few TreatmentsSteve Smith provides an advocates account of last month's Rare Disease Week on Capitol Hill.
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Dangerous Liaisons: Terrorism and PharmaHow vulnerable is Big Pharma to the predations of organized terrorist groups or that rogue malcontent with an agenda to wreak havoc on society?
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Early Engagement with Medical LaboratoriesTimely engagement is the key to expanding the use of companion diagnostics.
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Marriages Made in Heaven?In recent years, some of the industry's largest companies have said "I do" at the merger altar. Midsized pharma, small biotech, and genomics companies have also joined the mating frenzy. The mixed results of those unions have left shareholders, customers, and employees wondering-are such marriages made in heaven or in hell?
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The keys to territory & time managementGood territory and time management is the foundation of all successful selling, and successful territory and time management involves thorough knowledge of your territory.
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Recognize Reward Retain: The Three Rs of Performance ManagementEmployees are most attracted to products they might feel guilty about buying for themselves, but when they have points to redeem, they feel fine about splurging.
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The Best Price for the Most RevenueA global life-cycle management strategy should be baked into a drug's initial price at launch, write Alice Swearingen and Patrick Homer.
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Policing CRM SamplingParma sales reps have long been using customer relationship management (CRM) systems to detail doctors and provide them with samples. But it was not until late 2000, when FDA initiated the final rule of 21 CFR Part 203 and 205, enforcing the Prescription Drug Marketing Act (PDMA) of 1987, that the industry grew attentive to the regulations governing CRM systems, also known as sales force automation (SFA) or sales force effectiveness (SFE) systems.
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Running a Tight ShipIn a tight market, pharma companies are asking themselves: "How can we get more from scarce resources?" As a result, R&D and sales/marketing expenditures are under increased scrutiny-and they should be. Both areas consume significant resources (about 25 percent of revenues combined) have experienced rapid growth, and their results have been difficult to quantify. But to make the most of both human and non-human assets, management must first understand how those assets are currently allocated, how to make them more productive, and if there are better ways to deploy them. That substantial task will be further exacerbated as the industry
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Back Page: Let's Get GutsyWe all know that pharma is facing hard times: cut-throat competition, regulatory constraints, patent expirations, rusty pipelines, rising generics, falling revenues-and, perhaps most important, a firestorm of consumer anger over drug prices and safety now being restoked by the new Democratic Congress. Nevertheless, industry persists in "staying the course"-sound familiar?-rather than charting a bold new strategy. Its two top priorities remain opposing government price controls and thwarting patent laws favorable to generics. These defensive tactics are hardly the hallmark of leadership.
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Test and Learn: Making Confident Decisions on the Commercial SideCompanies that adopt this new methodology will have a longstanding competitive advantage over those companies conducting business as usual.
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The Growing Pediatrics MarketPediatric drugs require investments in formulation, but the market opportunity is worth the cost.
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Embedding Market Access in Today's Pharma Business ModelA proactive approach to talent and organization planning is the hidden trump card in prevailing with payers.
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Embedding Market Access in Today's Pharma Business ModelA proactive approach to talent and organization planning is the hidden trump card in prevailing with payers.
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Remember the doctor's nameThere's no better way to attract a doctor's attention than to mention his or her name.
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High Price of Gilead's Sovaldi Could Deter Early Hep C TreatmentGilead Silences has cleaned up on their new $1,000 Hepatitis C pill Sovaldi (84,000 per treatment), hauling in a record-breaking $2.3 billion in its first full quarter on the market.
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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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Safe and SecureElectronic product codes (EPCs) provide a nearly perfect solution for many of pharma's problems with counterfeiting, diversion, theft, and the like.
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European Pharma Depressed by German PricingGermany has shifted from relative pricing freedom to a market that is sensitive and influenced by cost-containment policies. But pharma is pressuring the country to change its policy again.
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After the Mad DashNow that the pharma sales rep market has reached its saturation point, companies must focus on retention.
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How to Choose a Medical AnimatorFor a rendering to be effective, the right balance must be struck between captivating art and accurate science.
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How to Choose a Medical AnimatorFor a rendering to be effective, the right balance must be struck between captivating art and accurate science.
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The Push for Modern ManufacturingAntiquated manufacturing processes cost pharma money-a fact widely known and accepted in the industry. At some facilities, rejected batches, rework, and lengthy investigations have become a way of life, and by some estimates can inflate production costs by as much as 10 percent. According to G.K. Raju, executive director of the Pharmaceutical Manufacturing Initiative at the Massachusetts Institute of Technology, manufacturing consumes an estimated 25 percent of drug company revenues.
