PharmaVOICE - 
May 2009
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In Every Issue
Last Word
The industry is outsourcing the activities that are going to [...]
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Talent Pool
Pharmaceutical POOL Andy AJELLO Novo Nordisk Appoints Diabetes Sales VP [...]
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On the Calendar
May 1821 BIO 2009 Annual International Convention GeorgiaWorld Congress Center,Atlanta [...]
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E-Media
New Electronic and Web-based Applications, Sites, and Technologies Featured Briefs: [...]
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What’s New
New healthcare-related products, services, and companies Rosica Forms Healthcare Division [...]
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PharmaTrax
Sales, Marketing, and R&D Trends from Industry Analysts Featured Briefs: [...]
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PharmaOutlet
Contributed by Joe Gattuso Twelve minutes every three months When [...]
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Joe Gattuso

UpFront
Milestones 10th anniversary marked with rebranding GxP Consulting (formerly GxPi [...]
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Letter from the Editor
Help Wanted: Are You Ready for Today’s Job Market? There’s [...]
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Taren Grom, Editor

On The Cover

Defining a Career Path in the New Pharmaceutical Era
Avoiding the Bull’s-Eye When management needs to trim the workforce, there are ways to avoid being the target. The value of an employee increases if he or she has a can-do attitude, is a problem solver, and can react quickly to changes and challenges in the business environment. Binner. AstraZeneca. Employees need to know themselves [...]
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Robin Robinson

Features

Creating Value through Personalized Medicine
BY DENISE MYSHKO The use of pharmacogenomics to develop personalized medicine will lead to a culture change for the pharmaceutical industry. While initially disruptive, personalized medicine will lead to longer-term success for pharmaceutical companies. Dr. Gary Kurtzman Safeguard Scientifics There will be a greater impetus on pharmaceutical companies to demonstrate that their products are an [...]
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Denise Myshko

RX: A Prescription for a New Go-to-Market Strategy
Doing Surgery on the Traditional Sales Model; Those Successful Will Focus on Delivering Science and Service Organizations will have to rationalize the use of a service team approach, instead of working in functional silos, because customers are demanding and expecting more. Celeste Mosby VP, Life Science Ed Emde President Wilson Learning What does service really [...]
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Celeste Mosby and Ed Emde

Making the Sales Rep Essential in Today’s Environment
We need to help re-establish the reps’ value for this new era as they are our industry’s front line. It starts with rethinking our sales force strategy, rebranding our reps, and training them to deliver on their brand promise, not just that of the products they sell. George Glatcz, M.S., R.Ph. President and Chief Branding [...]
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George Glatcz, M.S., R.Ph. and Craig Sponseller, M.D.

Creating Successful Service Models
Mark Sales, Global Practice Leader, Stakeholder Management TNS Healthcare, A Kantar Health Company Pharmaceutical companies have begun a dramatic transition from product-centric sales models to physician-centric service models. More than 90% of company executives now say they are adopting service models, expanding their focus from measuring internal sales processes to motivating external sales drivers: the [...]
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Mark Sales

Showcase
Custom Learning Designs Inc. ePharmaSolutions, Inc. NXLevel Solutions TNS Healthcare Vox Medica, Inc. Wilson Learning Corporation Custom Learning Designs Inc. 375 Concord Ave. Belmont, MA 02478 Phone: 617-489-1702 www.cldinc.com We Create Training Success CLD is a privately held company that was founded in 1979 to develop quality educational materials for the pharmaceutical, biotech, healthcare, and [...]
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VIEW on Sales: Gaining Power Through Evidence-based Selling
Sales reps need an edge to get face time with the physicians these days. The way to their schedule calendar is through evidence-based medicine, our experts say. Studies show that not only does adding evidence-based medicine information to the sales call increase the value of the sales rep’s role, evidence-based medicine data can also help [...]
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Robin Robinson

Improving the Odds of M&A Success
IMPROVING THE ODDS OF M&A SUCCESS in the Life- Sciences Industry Pat Golomb is VP of Business Development, M Squared Consulting, Life Sciences, a specialty practice area of M Squared Consulting Inc. that offers customized consulting solutions, as well as in-sourced flexible resources-on-demand to meet the project-based talent requirements of pharmaceutical, biotech, and medical-device companies. [...]
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Una Ryan, Ph.D.: Clear Intent
BY KIM RIBBINK Dr. Una Ryan has made significant inroads in the biotechnology world. Not only has she helped to successfully navigate a company through major change, she has also played a key role in improving business conditions for other biotech companies. Now she is applying her forward-thinking approach to science and business to develop [...]
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Kim Ribbink

HBA’s 2009 Rising Stars
HBA’s 2009 Rising Stars Meet the 95 Healthcare Businesswomen’s Association’s Rising Stars… These stellar women, who are at various stages of their careers, represent all facets and disciplines of the life-sciences industry. They are being recognized by their companies for: Significantly contributing to their organizations. H    Exemplifying true leadership and acting as a role model [...]
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Taren Grom, Editor

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