May 2009

Defining a Career Path in the New Pharmaceutical Era

April 27, 2009

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 […]

Creating Value through Personalized Medicine

April 27, 2009

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 […]

RX: A Prescription for a New Go-to-Market Strategy

April 27, 2009

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 […]

Making the Sales Rep Essential in Today’s Environment

April 27, 2009

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 […]

Creating Successful Service Models

April 27, 2009

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 […]

Showcase

April 27, 2009

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 […]

VIEW on Sales: Gaining Power Through Evidence-based Selling

April 23, 2009

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 […]

Improving the Odds of M&A Success

April 23, 2009

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. […]

Una Ryan, Ph.D.: Clear Intent

April 23, 2009

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 […]

HBA’s 2009 Rising Stars

April 23, 2009

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 […]

Last Word

April 23, 2009

The industry is outsourcing the activities that are going to be core to being prosperous in the future, while hanging on to activities that will provide less and less value. Disruption equals Opportunity Please explain the concept of disruptive innovation and the opportunities this poses for the pharmaceutical industry. Christensen: Disruptive innovation describes a process […]

Talent Pool

April 23, 2009

Pharmaceutical POOL Andy AJELLO Novo Nordisk Appoints Diabetes Sales VP Novo Nordisk, a global healthcare company focusing on diabetes care, has promoted Andy Ajello to VP for national diabetes sales, managed care, and government accounts. Previously, Mr. Ajello was associate VP of diabetes sales for the eastern area, where he led more than 600 sales […]

On the Calendar

April 23, 2009

May 1821 BIO 2009 Annual International Convention GeorgiaWorld Congress Center,Atlanta Biotechnology Industry Organization, bio.org May 1920 Multicultural Marketing Strategies for Life Sciences Doubletree Hotel,Princeton,N.J. ExL Pharma,exlpharma.com May 1920 The 4th Pharmaceutical Relationship Marketing & Sales Congress Doubletree Hotel,Princeton,N.J. ExL Pharma,exlpharma.com May 2728 CBI’s 4th Forum on Patient Reported Outcomes (PRO) Hilton Alexandria Mark Center,Alexandria,Va. Center […]

E-Media

April 23, 2009

New Electronic and Web-based Applications, Sites, and Technologies Featured Briefs: Model N Application Provides Strategic Insights to Life-Sciences Firms New Momentum Offers AntiCounterfeiting Software Novartis Launches Meningitis Website Website Highlights Pink Tank’s Expertise in Women’s Healthcare Thermo Scientific Connects Lab Info, Enterprise Management Follow up Model N offers an integrated suite of applications for analytics, […]

What’s New

April 23, 2009

New healthcare-related products, services, and companies Rosica Forms Healthcare Division New Healthcare-related Products, Services, and Companies Featured Briefs: Rosica Forms Healthcare Division Otsuka Unveils North American Restructuring Bio-Imaging and PDS Reorganize Under NEW Bioclinica brand Sidebar: Around the Globe New Unit Spotlights Curry Rockefeller’s Digital Offerings Follow up BioClinica Inc., a new company formed through […]

PharmaTrax

April 23, 2009

Sales, Marketing, and R&D Trends from Industry Analysts Featured Briefs: Electronic Delivery of CME Gains Popularity Sidebar: Average % of CME Delivered Via Internet Smaller, Refocused Salesforces Could Create Greater Value for Patients Sidebar: Pharma Job Cuts Announced as of October 2008 Effective Partnerships Key to Producing Targeted Treatment Solutions Sidebar: Deal Driver Economy Presents […]

PharmaOutlet

April 23, 2009

Contributed by Joe Gattuso Twelve minutes every three months When we consider marketing a new and/or existing medication, there are two numbers that are worth keeping in mind: 12 and 3 — 12 minutes and three months. In our analysis of thousands of physician-patient exam-room interactions over the past 12 years, we have found the […]

UpFront

April 23, 2009

Milestones 10th anniversary marked with rebranding GxP Consulting (formerly GxPi Ltd.), a provider of compliance services to the pharma and biopharma industries, has launched its newly designed and improved Website and a new name as it celebrates 10 years in business. The new Website, accessible at gxp.gpdev.co.uk, has been designed to provide a comprehensive overview […]

Letter from the Editor

April 23, 2009

Help Wanted: Are You Ready for Today’s Job Market? There’s no doubt about it, times are tough. The headlines scream with news about “right sizing,” major layoffs due to the economy, and major mergers and acquisitions that are creating redundancies across all functional areas. Even as this issue was going to press, it was reported […]

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