Pharmaceutical Executive-06-03-2008

"We continue to see growing interest in performance-based compensation systems. The bottom line is that clients are seeking a shared risk/reward to make sure agencies have "skin in the game", or to put it another way?are guaranteed to focus on the engagement given the stakes. As an agency, we have been quite happy to participate in these arrangements provided the "game rules" are fair and equitable, and ensure an appropriate level of mutual control.

Pharma and ad agencies have enjoyed a long and profitable relationship, but now their worlds are changing. Can this marriage survive?

From the agencies point of view the beginning of a beautiful relationship is based on negotiating a successful compensation structure

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Executives in the story were asked nine questions.