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Pharmaceutical Executive March 1, 2009 Brittany Agro	The New Sales Force The arms race is over, and it's time to reinvent pharma sales. Here's what forward-looking companies are experimenting with, and how it's working.
Pharmaceutical Executive June 9, 2014 Kleinrock & Noor	Pharm Exec's Pharma 50 2014 For those companies in this year's Pharm Exec Top 50, meeting the accelerating market demand for specialty products has become an acute strategic imperative.
Pharmaceutical Executive October 1, 2010	When the Payer IS the Player As Medicare, Medicaid, and the nation's web of private payers gain market power, how can pharma stay ahead of the cost-containment curve?
Pharmaceutical Executive June 1, 2007 Breitstein & Armstrong	Fixing the Sales Model Pharma's new commercialization strategy is, uh, in the works. But what did you expect? Getting it right takes time.
Pharmaceutical Executive October 1, 2005 Mike Iafolla & Steve Greco	Under the Influence The number of influences that affect physicians' prescribing has increased and rep saturation has reached the tipping point, resulting in "customer fatigue." Companies must now take into account a plethora of influences when planning their sales and marketing efforts.
Pharmaceutical Executive April 1, 2014 William Looney	The Trials of Commerce Four commercial line executives serve as our jury of peers on what's in store for the future of pharma, and discuss the changing criteria for market success, from drugs to consumer products to vaccines.
Pharmaceutical Executive September 1, 2006	Sewing Up New Sales Simple, elegant lines are the backbone of any good design, including a new sales model. Get that right, and your model can be tailored to fit any customer.
Pharmaceutical Executive February 1, 2013 William Looney	Pathways to Progress Cancer is increasingly understood as a collection of rare and mostly treatable conditions rather than the impregnable, monolith portrayed in popular culture. Industry experts review current and pending efforts to turn great science into good practice.
Pharmaceutical Executive June 1, 2011	Emerging Pharma Leaders 2011 Meet 2011's Emerging Pharma Leaders. Can these 30 trendsetters build competitive scale from scarcity?
Pharmaceutical Executive August 1, 2014 Ben Comer	Pharm Exec's 2014 Emerging Pharma Leaders This year's class of 15 young executives is deeply of the moment, with wide-ranging therapeutic, business, and operational expertise.
Pharmaceutical Executive November 1, 2013	Roundtable on Market Access Market Access is a window on what matters in the real world of soaring patient expectations and crimped payer budgets for innovation.
Pharmaceutical Executive March 1, 2011 Jerry Coamey	Engage the Physician! New research shows that gauging the mind of the clinician is crucial to timely uptake of the new diagnostic tools offered by the genomic revolution
Pharmaceutical Executive December 1, 2010 Zhu Shen	China 2020: Walled In No More Pharma sets the pace for China's ambitious new innovation agenda
Pharmaceutical Executive January 1, 2013 Al Topin	The Doctor-Patient Disconnect Doctor-patient conversations aren't always what we think; this basic interaction represents both a problem and an opportunity for today's drug marketers, says the author.
Pharmaceutical Executive June 1, 2012 Amy Smith	Marketing: Medical Devices vs. Pharma Understanding the differences between drug and device marketing can make or break the brand's promotional activities.
Pharmaceutical Executive January 1, 2009 Stan Bernard	Pharma vs. Pharma The most successful pharmaceutical companies will be those that can transform as the industry itself transforms.
Pharmaceutical Executive April 1, 2011	Winning Beyond the Molecule It can take both a clinical and non-clinical approach to win the differentiation competition.
Pharmaceutical Executive May 1, 2012	The Personal Touch in Digital Promotion The shift from sales rep meetings to digital selling methods must include innovation and a physician-centered mindset in order to be successful.
Pharmaceutical Executive July 10, 2014 William Looney	Pharm Exec's 2014 Dealmakers Outlook As the pacing picks up around dealmaking as the alternative to organic growth, Pharm Exec brings together experts from big Pharma and biotech to dissect the road ahead.
Pharmaceutical Executive April 1, 2007 Walter Armstrong	Make It New To fix pharma's business model, nothing less than big, bold, and risky fits the bill. Two radical new visions focus on getting back to the roots of innovation -- and letting a thousand flowers bloom.
Pharmaceutical Executive June 1, 2014 O'Connor et al.	Challenges to the Specialty Business Model New constraints require new solutions. Innovative, value-based pricing models will be critical to securing reimbursement and continued market access of high-price drugs.
Pharmaceutical Executive March 1, 2006 Cacciotti & Shew	Pharma's Next Top Model: Slimmer Business Models After almost two decades of blockbuster-driven prosperity, the model for success in pharmaceuticals has broken down. The path forward, once clear, is no longer obvious.
Pharmaceutical Executive October 1, 2010	Taking a Less-Generic Route to Generics A leading pharmaceutical industry player speaks out on what is fueling success in the sector.
Pharmaceutical Executive August 1, 2012	Sunny Outlook for Biopharm 2020? Albert Wertheimer looks beyond today's dark clouds with a comparatively sunny forecast for the biopharm industry in 2020. Just watch out for the harsh light of complacency.
Pharmaceutical Executive July 1, 2012 William Looney	The Learning Curve In a wake up call to this year's Emerging Leaders a group of St. Joseph's Business School Health Management alumni say time has no limit on surprises; change for pharma is here and it's good.
Pharmaceutical Executive June 1, 2005 Patrick Burns	Sales Management: A Sample Plan One of the pharma industry's most important promotional tools is also one of its least understood. Here are new approaches to measuring the impact of sampling--and giving reps the tools they need to use samples better.
Pharmaceutical Executive April 1, 2011	Off-Label But On Point? Use of off-label drugs is a balancing act for physicians, and poses even more problems for pharma. The FDA is moving slowly to help.
Pharmaceutical Executive September 1, 2010	Explaining the Drug Drought Industry needs to engage in a broader public debate on ways to rekindle the innovative engine in new drug discovery and development.
Pharmaceutical Executive January 1, 2011	The Steep, Slow Climb A survey of leading experts reveals 2011's sobering reality and the trends that smart drugmakers will follow into the next decade.
Managed Care September 2005 John Carroll	Plans Struggle for Control of Specialty Pharma Costs Biotech drugs are a quickly growing component of health plan budgets. Here are the latest management techniques.
Pharmaceutical Executive July 1, 2013 Looney et al.	Pharm Exec's 2013 Emerging Pharma Leaders Meet the Emerging Pharma Leaders of 2013. These 15 trend setters represent the future of an industry that knows it must change: the question is how, and to what?
Pharmaceutical Executive January 1, 2007 Walter Armstrong	Forecast 2007: At Sea In times of crisis, it's harder than ever to take the long view. The healing arts may be as old as humankind, but the business of pharma is still in its infancy.
Pharmaceutical Executive April 1, 2006 David Duplay	Marketing to Professionals: A Sample Plan Sure, pharmaceutical e-sampling can save money. But there are plenty of other reasons to use it.
Managed Care September 2006 Martin Sipkoff	Specialty Pharmacy Grows As Cost-Control Option As the population ages, specialty pharmacy is becoming a unique, profitable, and invaluable delivery system. Plans are increasingly turning to specialty pharmacies to provide the expertise they lack.
Pharmaceutical Executive January 1, 2009 Amit Agarwal	Overlooked Opportunities For pharma companies facing a difficult economic climate, pairing diagnostics with therapies offers a powerful incentive: Manufacturers can improve sales by helping physicians find the most appropriate therapeutic option.
Pharmaceutical Executive July 1, 2012	Emerging Pharma Leaders 2012 Meet 2012's Emerging Pharma Leaders. Can these 15 global trend setters set the mark on their time in history by doing better with less while tapping new opportunities from science and technology to build competitive scale?
Pharmaceutical Executive August 1, 2013 Joseph Saba	New Rules for a New Africa Declining revenue growth in the United States and Europe have sent pharmaceutical companies in search of opportunities in the BRICs and other emerging economies. Now, companies are finally turning their attention to Africa.
Pharmaceutical Executive December 1, 2010 Walter Armstrong	The Next Wave: Pharm Exec's 2011 Pipeline Report 42 of the best new drugs in development or parked at the FDA
Pharmaceutical Executive June 1, 2012	2012 Dealmakers Outlook With Yankee Stadium as the backdrop, Pharm Exec convened on its annual panel of heavy hitters in business development to crack the bat on best practices in licensing and for the year ahead.
Pharmaceutical Executive January 1, 2007 Davenport et al.	Sales Slip Even before Pfizer blinked, companies were asking, "What ails sales?" In this annual survey, 50-plus pharmas and biotechs answer the hard questions about reps' productivity, profitability, and what to do about it.
The Motley Fool December 31, 2010 Brian Orelli	How the Other Half of Pharma Lives A dive into spec pharma.
Pharmaceutical Executive January 1, 2012 William Looney	Pharma 2012: Hard Times Before the Harvest 2012 will be a transition year for pharma, one of the most important in its history. The challenge is that many new treatments may not complete the move from 'bench to bedside' in time to plug the yawning revenue gap.
Pharmaceutical Executive October 1, 2005 Chaudhry & Love	Key Opinion Leaders Interactions with Pharma Big pharmaceutical companies are paying the same key opinion leaders for many different services. All at the same time. And firms don't notice it because key opinion leaders are hidden in silos.
Pharmaceutical Executive September 1, 2012 Al Topin	Doctors' Words No Longer Gospel In the digital age, physicians don't call the shots when it comes to healthcare guidance. Marketers must appeal to multiple sources in seeking ways to garner patient adherence and loyalty.
Pharmaceutical Executive January 1, 2011	The San Diego Story San DIego works as a locus for risky investments in the big ideas that lead to biotech breakthroughs
Pharmaceutical Executive July 1, 2012 Al Topin	Marketing: Why the Conversation Has Changed -- Forever At its core, pharma marketing is about conversations. Dynamic, persuasive conversations between companies and healthcare stakeholders. But one time it was simple; now it's not.
Pharmaceutical Executive June 1, 2011	2011 Dealmakers Outlook With Yankee stadium as the backdrop, Pharm Exec convened on March 29 its annual panel of eight business development experts to crack the bat on best practice in licensing for the year ahead.
Pharmaceutical Executive March 1, 2013 Ken Getz	Building Clinical Trial Awareness for Patients: Why Not Try the Pharmacist? The author explains how building a stakeholder outreach agenda around the community pharmacist can lead to a better outcome in managing the complex ins and outs of a trial protocol.
Pharmaceutical Executive December 1, 2008 Walter Armstrong	The New Deals Everything you wanted to know about the year's most important deals, and what to watch for in the future.
Pharmaceutical Executive August 1, 2011 Ben Comer	Is the 'Emerging Market' a Dated Concept? When it comes to the emerging markets, executing a few key elements of success are more important than ever.