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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 June 1, 2007 Michael Goodman	A Very Specialty Moment Big Pharma is on a shopping spree for biologics and other specialty products. It has the money to buy them. But does it have the mojo to develop and market them successfully - or will the mid-size biopharmas make their big move?
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 July 1, 2011 Al Topin	10 Emergency Brand Building Questions Here are 10 questions that should drive your brand-building marketing program.
Pharmaceutical Executive August 1, 2008	Harbingers of Change The pharmaceutical industry is changing. Here are eight seminal events that describe how.
Pharmaceutical Executive January 1, 2007 Nihal Mehta	Alternative Media: Honey, I Shrunk the Ad Campaign Pharma companies turn to mobile technology to deliver health information and sample coupons direct to consumers' cell phones.
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 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.
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.
Chemistry World December 6, 2012 Andrew Turley	Return on drug R&D dropping The pharma industry is getting less and less return on investment in R&D, according to a report. But the trend seems to be bottoming out and -- on a more positive note -- there are more compounds going into late stage development.
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?
Chemistry World August 7, 2013 Emma Stoye	AllTrials releases plan for clinical trial reporting The organizations behind AllTrials, a public campaign calling for detailed information on clinical trials to be publically available, have put together a detailed plan on how to achieve clinical trial reporting on a global scale.
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, 2006 Stephen Wray	Alternative Media: Interactive=Integration Interactive technology allows marketers to keep up with the demands of both physicians and consumers.
Pharmaceutical Executive October 1, 2006 Clinton & Koroneos	Learn & Confirm At Wyeth, a sweeping set of initiatives is transforming the R&D operation - and spotlighting a possible future for drug development.
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.
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 February 1, 2007 John Smith	Public Relations: Beef Up Clinical Trial Numbers Web-based public relations can make the difference in clinical-trial recruitment.
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 October 1, 2008 Patrick Clinton	Future Shock A vision of pharma's next business model is starting to emerge. But how do we get from here to there?
Pharmaceutical Executive October 1, 2011	Arming up for the Digital Revolution As a longtime advocate of new approaches to meeting customer needs in pharma, Martin Wygod sees the biggest change as the coming growth of digital platforms as the principal source of information and communication in healthcare.
Pharmaceutical Executive October 1, 2005 Lisa Grimes	Clear Road Ahead An industry standard for publicizing clinical-trial results is a ways off. But pharma's openness to more transparent procedures is moving things in the right direction.
Pharmaceutical Executive May 1, 2005 Jason Hogg	Marketing to Professionals: Diagnosing MD Behavior A centralized database allows pharma marketers to truly know doctors.
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.
Pharmaceutical Executive April 1, 2009 S. Kent Stephan	Retooling the Pharma Marketing Model It's time for pharma market research to advance science-based decisions and foster judgement calls.
Pharmaceutical Executive June 1, 2005 Joanna Breitstein	Turn the Page Changes in ethics and expectations are driving the way pharma interacts with medical publishers.
Pharmaceutical Executive May 1, 2005 Lynn Zimmerman	Professional Persuasion:101 Do you know a pharma rep that couldn't use a refresher course in presentation skills? Here are tips from Learn the Secrets The Field-Tested, Combat-Ready Guide to Becoming a Pharmaceutical Sales Representative, by Catherine Kaputa and Lynn Zimmerman.
Pharmaceutical Executive December 1, 2005 Patrick Clinton	PharmExec's 2006 Forecast The 2006 pharmaceutical industry is under assault from Congress, the press and the public, add a complex government program that will unimaginably change industry economics, and subtract revenues from off-patent products.
Pharmaceutical Executive October 1, 2005 Brad Miles	Value Today for Drugs Tomorrow The industry can help its bad rep by communicating the promise of its pipeline -- and the value of its companies.
Pharmaceutical Executive January 1, 2006 Clinton & Wechsler	What Ever Happened to Critical Path FDA's ambitious program to improve drug development disappeared from view almost as soon as it was announced. Suddenly, it's back, but is it here to stay?
Investment Advisor December 2005 Greg B. Scott	Buying The Future Prudent investing in biotechnology can offer great returns for clients. It's also the wave of the future. Armed with a basic understanding of the dynamics of the industry and the valuation inflection points, intelligent investors can make significant returns.
Bio-IT World January 21, 2005	How IT Can Decrease Time-to-Market in Clinical Trials Pharma manufacturers can learn from their industrial counterparts: Integrating systems can accelerate product delivery.
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 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 May 1, 2005 Manson & Katzenberg	Unleash the Tablets In their rush to get tablet PCs into reps' hands, pharma companies can't forget one crucial step--training.
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.
Bio-IT World August 13, 2002 Mark D. Uehling	Clinical Trial Data Management: Tortured by Paper Reams of paper stuffed into boxes and shipped to the FDA by the truckload is hardly the best approach to drug approval. But what's the right way?
Pharmaceutical Executive May 1, 2007 Weiner & Hovde	Critical Mass for Critical Path? Everyone agrees that it's the road to pharma's future, but no one's rushing to take it. Yet with growing FDA advocacy and new advances in biomarkers and drug-disease modeling, the rewards of collaboration now look greater than the risks.
Bio-IT World April 16, 2004 Joel Hoffman	Taking the Trial Out of Clinical Outsourcing Make sure the vendor's standard operating procedures will mesh with your own, and then tirelessly work toward systems integration.
Pharmaceutical Executive June 1, 2009 Michael Maher	Learning to Relate A multi-phase implementation strategy can debunk the myth that social media won't work for pharma.
Chemistry World October 15, 2013 Dinsa Sachan	Supreme court ruling brings clinical trials to a halt in India The fate of 162 global clinical trials hangs in the balance, as the top Indian court has asked the government to provide more details on their approval process before they can proceed.
Pharmaceutical Executive March 1, 2006 Jill Wechsler	Washington Report: Labels and Liability New FDA guidance aims at better communication of risks. But it creates some, too.
Pharmaceutical Executive August 1, 2013 Peter Houston	The Case for Content Reaching skittish consumers through objective, story driven information is digital marketing's hottest digit. But applying this consumer phenomenon in Big Pharma presents some unique challenges.
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.
Pharmaceutical Executive February 1, 2006 Chandler & Chicco	Public Relations: Damage Control Unless pharma defines a compelling story, and defends it vigorously in the consumer marketplace, others will enter that vacuum and tell the story for it -- in far less flattering ways
Pharmaceutical Executive November 1, 2006	Unraveling the eSource Industry-wide standards for electronic patient data have long felt like buried treasure. Companies today are getting closer - by way of a tangled map.
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 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 March 1, 2007 Jeffrey Zornitsky	Sales Management: Get Committed By better managing relationships with physicians, pharma companies can develop a base of dedicated prescribers.
Pharmaceutical Executive June 1, 2006 Jill Wechsler	Washington Report: Promises to Keep Congress wants pharma to meet study commitments and disclose research results, but no one is giving FDA more resources to enforce its rules.