PharmaVOICE - 
Nov./Dec. 2010
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In Every Issue
The Crystal Ball
Dr. John Arrowsmith Scientific Director Thomson Reuters, which delivers critical [...]
By

Taren Grom, Editor

Last Word
The Drug Delivery Market Why do you think the drug [...]
By

Denise Myshko

Talent Pool
Biopharmaceutical POOL Michael BAILEY Dr. Donna RADZIK Aveo Pharmaceuticals Bolsters [...]
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On the Calendar
November 18-19 2nd Annual VA * DoD * PHS Federal [...]
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E-Media
Intouch Solutions’ share»send»save social sharing widget is designed especially for [...]
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What’s New
Ireland-based Firecrest has opened a facility in Princeton, N.J., that [...]
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PharmaTrax
Sales, Marketing, and R&D Trends from Industry   Analysts Featured [...]
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UpFront
Awards Digitas Health Wins OMMA Award Digitas Health was a [...]
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Letter from the Editor
The road ahead… Welcome to our annual Year in Preview [...]
By

Taren Grom, Editor

On The Cover

The Year Ahead – The Next Wave of Challenges
In this special issue of PharmaVOICE, industry leaders take a look at the challenges they expect to face in the coming year and beyond, as well as some of the strategies to deal with these issues. One trend identified by many is the influence of different markets around the world as countries continue to recover [...]
By

Denise Myshko

Features

The Reps of Tomorrow
Given the environmental and sales target changes, the sales model must change to a concierge model, our experts say. This requires a very different approach and even a different type of salesperson. “Pharma companies can learn much from management consulting and service-selling skills,” says Dave Ormesher, CEO of closerlook. “Selling to a policymaker or a [...]
By

Robin Robinson

Digital Sales Tools Open Physician Doors
Digital media touch all facets of the relationship between pharmaceutical companies and prescribers. The reliance on building and sustaining the customer relationship through face-to-face interactions is changing dramatically. The increase in multichannel communications with customers and in particular the significance of the digital channel have resulted in an evolved relationship management model that recognizes customer [...]
By

Robin Robinson

Unbranded Strategies Move From the Back Seat to the Driver’s Position
In the future, the use and the value of unbranded promotion and messaging will continue to grow. Leigh Householder GSW Worldwide “The second biggest metric in pharma —behind sales — is sustained behavioral change, which means inspiring people to adopt healthier behaviors and adhere to ­treatment.” We reported earlier this year (May 2010) that the [...]
By

Robin Robinson

Global R&D
The globalization of clinical studies has been driven by several factors, including the need to access larger patient populations for the larger Phase III, Phase IV, or safety trials, and the need to reduce the expense of conducting those trials by taking advantage of high-quality, lower-cost clinical resources available outside North America and Western Europe,” [...]
By

Denise Myshko

Showcases
Boomerang Pharmaceutical Communications 112 Main Rd., Bldg. 2 Ste. 6 Montville, NJ 07045 Phone: 973-265-8319 Fax: 973-265-8499 www.boomerangpharma.com Playful Name, Serious Results. Boomerang Pharmaceutical Communications is a global creative and results-driven, interactive ad agency. We define, design and deliver ­solutions that generate measurable value for your brand audience. With offices in the USA, UK, Germany, [...]
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External Experts: Optimal Engagement Strategies in a Digital Age
Organizations within the healthcare industry often work with external experts on an array of initiatives. These experts collaborate in a variety of ways, including working as advisory board members, investigators, media spokespeople, and speakers. Once a genuine need for expert engagement has been established, the process of engaging these experts has generally been standardized and [...]
By

Jon Hudson Vice President, Digital & Media Services and Steven M. Palmisano Sr. VP, Medical ­Communications, MedThink Communications

Are You Properly Equipped to Execute Risk-Based Site Monitoring?
As the life-science industry focuses on moving toward a risk-based site monitoring approach where partial source document verification (SDV) is employed, it is critical that the clinical organization have the right tools and processes in place to efficiently execute such a strategy. As is typical with the implementation of any new process, some sponsors and [...]
By

Ashwin Mundra, Director, Strategic ­Initiatives and Stephen Young, Senior Product ­Director, Medidata Solutions Worldwide

Measuring ROI in Digital and Social: Five Metrics That Matter Now
Every successful digital and social plan has three ­complementary parts: the strategy, the marketing plan, and the optimization commitment. Leigh Householder Digital Strategist very conversation about digital and social marketing should start with these six words: What do you want to accomplish? More often, those conversations start with: We need a website and an email [...]
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Leigh Householder, Digital Strategist, GSW Worldwide

Achieving Digital Marketing Success
VIEW on E-SOLUTIONS Reaching Your Target Audience R.J. Lewis, President & CEO Your target audience is on the Internet, using e-mail, and connected via mobile in greater numbers than ever before. Yet the pharmaceutical industry’s digital media expenditures still come nowhere close to correlating with your audiences’ digital media usage levels. The digital environment provides [...]
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R.J. Lewis President & CEO and Michele Trichter Managing Sales ­Director – Consumer Marketing, e-Healthcare Solutions Premium Advertising Network

View on E-Solutions: In the E-Driver’s Seat
Information Transformation In its report, Shaping the Future of Pharmaceutical R&D: Executing to a Vision of High Performance, Accenture noted that the leading-edge R&D groups are abandoning existing organizational barriers in favor of a networked, virtual, and flexible approach to R&D. Many thought leaders believe this approach can be best achieved through a shift from [...]
By

Carolyn Gretton

Healthcare Reform and Comparative Effectiveness
We all know that R&D focus, pharmaceutical promotion, pricing, and reimbursement are all, or will be, critically affected by the biggest U.S. healthcare reform to occur in 40 years. The impact is going to be disruptive, but overall, experts says it will be a positive gain for the pharmaceutical industry. According to several reports published [...]
By

Robin Robinson

The Sales Force of the Future
Of all the factors that will influence how sales reps perform their jobs tomorrow, experts outline training, specialty roles, and social media as the top three that will most influence the size, strategies, and success of sales forces in the future. Training is Crucial.  As new skill sets become necessary, training will become more crucial [...]
By

Robin Robinson

To Twitter and Beyond
For several years there has been much debate regarding whether pharma companies should even use social media as a means to communicate with its consumers. Our experts project that social media will move beyond Twiiter and support many functions within marketing strategies, thus securing a permanent place in the industry’s marketing channels. Unquestionably the role [...]
By

Robin Robinson

Marketing: What Was Old Is New Again
Patients, ROI, an evolving landscape, and so on have been on the minds of marketers for years; but today success will lie in new solutions and approaches to overcome these chronic issues through innovative technologies and adaptive strategies. Patients Take Center Stage Our experts tell us that the industry is moving back to its roots [...]
By

Robin Robinson

A Globally Focused Industry
There will be an overall shift in the pharmaceutical industry from a very Western-centric model to a global one. Disease areas that were once considered niche are now given priority and the more prevalent disease therapeutic areas in the mature markets have taken a backseat. Vaccines, biologics, over-the-counter (OTC) products, and generics are the principal [...]
By

Denise Myshko

A More Conservative Regulatory Landscape
In the last few years, the FDA has come under strong criticism for the rate of adverse events, high-profile drug recalls, and contamination of both food and drug products. Agency officials have made steps to address drug safety and provide a more open and transparent regulatory environment. For the pharmaceutical industry, this is likely to [...]
By

Denise Myshko

Continued Outsourcing Expected
While global spending on new drug development has been growing at an annual rate of 9.1% during this past decade, spending on contract clinical services has been growing almost 50% faster, at an annual rate of 13.4%, according to the Tufts Center for the Study of Drug Development. Even as the number of companies with [...]
By

Denise Myshko

A Renewed Focus on the Pipeline
Despite steady and significant increases in R&D spending, the number of new molecular entities (NMEs) and biologic license applications (BLAs) approved have been declining over recent years. Current biopharma R&D operating models lack the flexibility required to effectively apply research capacity to meet shifting demand, according to executives at Deloitte. As a result, R&D is [...]
By

Denise Myshko

Transforming R&D
Experts agree that new ways of working are needed if R&D is to continue producing innovative products now and in the future. The past generation of pharmaceutical R&D is over. Life-sciences companies are facing a perfect storm of challenges: eroding margins, decreasing R&D productivity, pressure to demonstrate health outcomes and cost effectiveness, and increased scrutiny [...]
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Denise Myshko

The Corner Office
Strategically Prepared for the Healthcare Market of the Coming Decade David E.I. Pyott, CBE Chairman of the Board and CEO Allergan Inc. With healthcare reform legislation being implemented in the United States as well as increasing efforts by governments all around the world to rein in the rising costs of reimbursed healthcare, driven by an [...]
By

Taren Grom, Editor

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