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Pharmaceutical Executive August 1, 2013 Jacobs & Calkins |
Prescription for Growth: Embrace a Niche The best way to grow in the pharma industry is to think small. |
Pharmaceutical Executive July 30, 2007 Stewart Young |
Marketing to Professionals: The Essence of a Brand Beyond good messaging, marketers must establish a brand that is forever etched into physicians' minds. |
Pharmaceutical Executive August 1, 2005 Richard B. Vanderveer |
Position, Position, Position The "weekender," the "doughnut hole," and the secret art of "bathroom mapping": How pharma marketers are learning to tell new stories for every phase of a drug's lifecycle. |
CRM February 2012 Leonard Klie |
CRM Is a High-Yield Investment Business analytics return $10.66 for every dollar spent; CRM systems return $5.60. |
Pharmaceutical Executive January 21, 2014 Tim Powell |
Innovation: The Moneyball Test Successful innovation now has to align with key metrics of value; can an old baseball metaphor help guide the way? |
Pharmaceutical Executive May 1, 2005 Diane West |
Media Spend Trends: Changing Lanes You've got their attention---now what? Pharma marketing analysts predict a spending shift from branded direct-to-consumer efforts to more disease awareness and corporate reputation promotions. |
CRM August 4, 2015 Oren Smilansky |
Brainshark Adds Analytics to the Sales Accelerator Improved analytics give reps a fuller picture of rep performance throughout the sales cycle. |
Pharmaceutical Executive September 1, 2005 Nickum & Kelly |
Missing the Mark(et) Pharmaceutical companies spend billions on data. Sales reps crowd the waiting rooms. So why is the doctor out? |
The Motley Fool November 3, 2006 Dan Caplinger |
Know Your Numbers: Productivity Productivity figures released by the BLS provide a rare look at the quality of economic activity within the economy. Keeping track of changes in productivity levels can give you an indication of the sustainability of economic growth that other types of economic data can't duplicate. |
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 May 1, 2009 |
Ad(Ventures) in Pharmaland Despite the downside in ad spend, an upside remains in the digital space that's wide open for exploration. |
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 April 1, 2007 Bill Trombetta |
Stealth Pharmas Big Pharma is different from the thousands of biotechs, specialty pharmas, generics makers, and other companies that make up Stealth Pharma. Yes, they have more money. But in what other ways are they different? And can we learn anything from the way Stealth Pharma competes? |
Pharmaceutical Executive May 1, 2011 Al Topin |
Blame the Driver, Not the Car Why is building a successful pharma marketing program so difficult? It should be simple, if your product is worth marketing. |
Bio-IT World June 2006 Michael A. Greeley |
Backwards Influence Biotech companies must think downstream as they consider what drugs to develop. Many companies are introducing cost-effectiveness analysis earlier in the discovery process. |
Chemistry World December 8, 2011 Sarah Houlton |
Academia Grows Its Role in Drug Discovery The number of pharma patents being filed by universities around the world is soaring compared with those coming from industry. |
Pharmaceutical Executive November 1, 2011 William Looney |
R&D Costs: It's Industry's Problem If high prices that lower access are attributable to a flawed R&D model, can the pharmaceutical industry embrace delivering better results at lower costs. |
BusinessWeek November 29, 2004 Catherine Arnst |
Big Pharma's Blinders Hugely profitable thanks to a few blockbusters, Big Pharma is far too focused on looking for the next best-seller, causing companies to pass up opportunities to deliver important breakthroughs. |
IndustryWeek February 1, 2007 David Blanchard |
How To Get Your Forecasts Wrong, In Ten Easy Lessons Learn what to do - and what not to do - from this list of "forecasting fallacies." |
HBS Working Knowledge July 14, 2003 |
Can We Have Too Much Productivity Improvement? Readers Respond |
Pharmaceutical Executive January 1, 2007 Jeffrey Zornitsky |
Sales Management: Get Committed By better managing relationships with physicians, pharma companies can develop a base of dedicated prescribers. |
The Motley Fool September 9, 2004 Charly Travers |
The Case for Drug Stocks The reports of the drug industry's death are greatly exaggerated. |
Pharmaceutical Executive February 1, 2014 Anbil et al. |
Managed Markets: Positioning Your Product For Success with Pull Through Strategies A patient-centric approach to drug development delivers the benefits that actually create value |
Chemistry World March 25, 2015 Dennis Lendrem |
Be careful what you wish for There is a big debate right now in the pharmaceutical industry, and specifically about measuring R&D productivity. It all comes down to a choice of metrics. |
Pharmaceutical Executive February 1, 2014 Stan Bernard |
Product Positioning 2.0 Industry and market transformations have dramatically altered when and how products should be positioned for launch |
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 June 1, 2005 Boschwitz et al. |
Track Patients, Not Prescriptions Why pharma companies reject anonymous patient-level data, and why they can't do without it for long. |
Pharmaceutical Executive September 1, 2011 |
Turning the Ins and Outs of Marketing Inside-Out Keeping your finger on the pulse of consumers leads to better, more actionable insights and better results. |
HBS Working Knowledge March 13, 2006 |
Use a Rolling Forecast to Spot Trends An excerpt from Jeremy Hope's new book, Reinventing the CFO, on the concept of the rolling forecast as a flexible and meaningful supplement or alternative to traditional business measures. |
Pharmaceutical Executive May 1, 2007 |
Thoughtleader: Thomas Nagle, Strategic Pricing Group This industry consultant believes the U.S. government will soon follow Europe's lead in taking a greater hand in price negotiations, and pharma will need to be able to communicate the value that products offer. Here he discusses how pharma can meet that challenge. |
Pharmaceutical Executive October 1, 2012 Gregg DiPietro |
Reforming Pharma Marketing With respect to targeting, positioning, and launching new drugs, the ACA reform stands for Adjust, Change, and Adapt. |
CRM January 1, 2006 Agarwal & Schumacher |
Put More Feet on the Street To extract more value from existing sales machinery, B2B companies must address fundamental sales productivity inhibitors, focusing first on process, policy, and guideline improvements. |
Pharmaceutical Executive July 3, 2007 |
Harbingers of Change What to watch, and watch out for, in the bottom half of '07. The IMS Health Editorial Board identifies what it believes are the key events that will impact the global pharmaceutical market in the near future. |
Pharmaceutical Executive May 1, 2012 |
Best Practices: Commercial Analytics If the relationship between marketers and commercial analytics in the pharmaceutical and biotech sectors is leveraged properly, it can help marketers make more informed strategic decisions for their brands. |
CIO July 15, 2003 Ben Worthen |
Future Results Not Guaranteed Contrary to what vendors tell you, computer systems alone are incapable of producing accurate forecasts. |
The Motley Fool July 21, 2004 Brian Gorman |
Novartis Shows the Way It may be a model for other pharmaceutical outfits looking to improve productivity. |
Pharmaceutical Executive October 1, 2008 |
Getting Personal(ized) Stop worrying about shrinking the market for your drug, and start figuring out how the "test and treat" business model works. |
Bio-IT World December 10, 2002 Jim Hall |
21st Century R&D Strategy: Atlantic or Pacific? The biopharmaceutical sector is divided by two strategic perspectives. |
Pharmaceutical Executive August 1, 2008 |
Harbingers of Change The pharmaceutical industry is changing. Here are eight seminal events that describe how. |
The Motley Fool September 15, 2011 Frank Vinluan |
GSK's New Drug Marketing Model: Pharma Reps As Educators, Not Sellers The conversation between sales reps and doctors today is vastly different compared to one year ago. |
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 January 1, 2007 Glass & Poli |
Forecast 2007: Connecting the Dots How do execs rank the issues facing the pharmaceutical industry? And what are the links they see between them? A new study reveals the industry's mental map of today's challenges. |
Pharmaceutical Executive December 1, 2008 Patrick Clinton |
Reason to Believe Here are a few things to be optimistic about in the pharmaceutical industry. |
Pharmaceutical Executive February 1, 2012 Wilcox et al. |
Sales Force Survey: Still Too Much Business as Usual? In the global battle for market share, the ability to adapt and mobilize your human assets around a responsive commercial model is a key variable of success. |
HBS Working Knowledge June 27, 2005 Barber & Strack |
People Power: How to Measure It Start with the right set of performance indicators. |
The Motley Fool April 21, 2004 Ben McClure |
Discount Pharmacy With prices beaten down across the pharmaceuticals industry and the quarterly reporting season here, do any investment opportunities pop up? |
Pharmaceutical Executive August 1, 2011 Bill Drummy |
The Slow Dance Toward Obsolescence Does Big Pharma have the emotional connection and intellectual commitment to move with the pace of change? |
Pharmaceutical Executive October 1, 2005 Christopher Lisanti |
Physician Frustration Doctors have had enough. But reps can still redeem themselves. As the industry thinks about new sales force models, it should look beyond ROI numbers, toward a new paradigm that not only works for pharma, but also for its customers. |
CRM January 2007 Colin Beasty |
Forecasting a Flap Econometrics has long been the province of Ph.D.s, but applications for marketers are emerging via automated user interfaces and BI reporting tools. |
Pharmaceutical Executive February 1, 2014 Longacre et al. |
Social Media: Have We Reached The Tipping Point? For pharma marketers, the good news is recent advances in social media monitoring make it possible to listen to or engage with patients on social media websites. This month FDA released its draft guidance on the use of "Interactive Promotional Media." |