TOC

How Kos Pharmaceuticals turned a 50-year-old drug for raising HDL cholesterol into a brand-new, burgeoning business.

68

Features

Global Pricing

The Cost of Innovation

Highlights from "Large Molecules, Large Dreams," a conference at MIT's Sloan School of Management

Drugs are expensive in some countries and cheaper in other. And that, say experts, is a situation that benefits not just companies, but patients.

54

Sales Training

It's All in the Details

Hossam Sadek and Zach Henderson IMS Health

Once you've collected unprecedented amounts of data, how do you make the information more useful to reps? Hint: Less really is more.

78

Lifecycle Management

The Big Squeeze

Terry Hisey

Capgemini

Everybody talks about lifecycle management, but hardly anyone seems to get the real point: It's not just about sales, it's about profits.

86

Marketing

New Horizons in Pharmaceutical Managed-Care Marketing

Ira Studin

Stellar Managed Care ConsultingThe landscape is changing. Here's what it means to your formulary marketing efforts.

100

Strategies

Winning Combinations

Allan Fine

Navigant Consulting

They're cheaper to develop, they reduce risks for companies, and they save money for patients. No wonder pharma increasingly is turning to combo drugs.

114

News & Analysis

Leading Indicators

News

FDA issuing more warning letters

• Maryland county helps residents buy drugs from Canada
• Novartis backs rules for follow-up protein product development
• Experts say an HIV/AIDS vaccine is still years away
• Critics fear new privacy rule will affect access to research.

21

Data

Why doctors see reps

• Who consumers trust
• Assessing pharma's political contributions.

32

Thought Leaders

Acambis' Gordon Cameron explains the pluses and minuses of Project BioShield.

36

Washington Report

As Congress debates greater transparency for clinical trials, watch out for threats to pediatric exclusivity.

Jill Wechsler

42

Global Report

Counterfeit drugs appear in the British supply chain, and the government sends pharma a message.

Sarah Houlton

42

Leadership

Winning isn't always the only thing. Sometimes, you should just walk away.

Sander A. Flaum

Flaum Partners

48

Legal Forum

Generic concerns: Some licensing agreements are in violation of antitrust law. But how can you tell?

Bryan Schaefer

Alston & Bird

52

Strategy & Tactics

Direct to Consumer

Want lifetime customers? Invest in a compliance strategy that changes along with patients' relationship with the brand.

Dorothy L. Smith, PharmD

The Consumer Information Corporation

127

Marketing to Professionals

PDR turns 60 and recounts its long and illustrious history.

140

Sales Management

Mergers and acquisitions wreak havoc on reps' productivity—but incentives help.

144

Alternative Media

Blogs helped Howard Dean get on the map. Can they help pharma?

Debrianna Obara

i-Frontier

132

Public Relations

Advocacy-based PR builds long-term support for brands that your DTC dollars can't buy.

Josh Weinstein

iwEinstein Strategic Messaging

136

Insights

From the Editor

Pharma's most important product? Let's hear it for out-of-patent drugs.

Patrick Clinton

Editor-in-Chief

14

Back Page

Political influence today guarantees nothing tomorrow.

Lance E. Lindblom

Nathan Cummings Foundation

154

Resources

People Update

147

Calendar of Events

150

Advertisers Index

148