Nov./Dec. 2010

The Reps of Tomorrow

November 12, 2010

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 […]

Digital Sales Tools Open Physician Doors

November 12, 2010

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 […]

Unbranded Strategies Move From the Back Seat to the Driver’s Position

November 12, 2010

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 […]

Global R&D

November 12, 2010

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,” […]

The Year Ahead – The Next Wave of Challenges

November 10, 2010

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 […]

Showcases

November 10, 2010

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, […]

External Experts: Optimal Engagement Strategies in a Digital Age

November 10, 2010

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 […]

Are You Properly Equipped to Execute Risk-Based Site Monitoring?

November 10, 2010

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 […]

Measuring ROI in Digital and Social: Five Metrics That Matter Now

November 10, 2010

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 […]

Achieving Digital Marketing Success

November 10, 2010

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 […]

View on E-Solutions: In the E-Driver’s Seat

November 10, 2010

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 […]

Healthcare Reform and Comparative Effectiveness

November 10, 2010

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 […]

The Sales Force of the Future

November 10, 2010

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 […]

To Twitter and Beyond

November 10, 2010

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 […]

Marketing: What Was Old Is New Again

November 10, 2010

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 […]

A Globally Focused Industry

November 10, 2010

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 […]

A More Conservative Regulatory Landscape

November 10, 2010

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 […]

Continued Outsourcing Expected

November 10, 2010

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 […]

A Renewed Focus on the Pipeline

November 10, 2010

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 […]

Transforming R&D

November 10, 2010

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 […]

The Corner Office

November 10, 2010

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 […]

The Crystal Ball

November 10, 2010

Dr. John Arrowsmith Scientific Director Thomson Reuters, which delivers critical information to leading decision makers in the financial, legal, tax and accounting, healthcare, science, and media markets. For more information, visit lifesciencesconsulting.thomsonreuters.com. 1. Outsourcing. There is increasing focus on cost containment in R&D and it has resulted in many pharma companies outsourcing more services and […]

Last Word

November 9, 2010

The Drug Delivery Market Why do you think the drug delivery sector is growing faster than the pharmaceutical ­industry? Thornton: This trend is being driven by the challenges the pharma industry faces and the need for improved treatment options for patients as well as improved treatment options for healthcare systems. Productivity is declining in the […]

Talent Pool

November 9, 2010

Biopharmaceutical POOL Michael BAILEY Dr. Donna RADZIK Aveo Pharmaceuticals Bolsters Leadership Aveo Pharmaceuticals, a biopharmaceutical company focused on discovering, developing, and commercializing cancer therapeutics, has appointed Michael Bailey chief commercial officer. Mr. Bailey joins Aveo from Synta Pharmaceuticals, where he served as senior VP, business development and chief commercial officer. He received an MBA in […]

On the Calendar

November 9, 2010

November 18-19 2nd Annual VA * DoD * PHS Federal Pricing and ­Contracts for Bio/Pharmaceutical Companies Courtyard Philadelphia Downtown, Philadelphia PharmaVOICE subscribers receive $400 discount; register using keycode RGR396. Center for Business Intelligence, cbinet.com November 18-19 West Coast Life Sciences Compliance Congress The Westin San Diego, San Diego PharmaVOICE subscribers receive $400 discount; register using […]

E-Media

November 9, 2010

Intouch Solutions’ share»send»save social sharing widget is designed especially for the heavily regulated pharmaceutical industry, offering users control over what content is shared through social networks, sending links via e-mail, and saving or bookmarking information to Web browsers. Recent events in the pharmaceutical industry have heightened awareness of the need for control over how social […]

What’s New

November 9, 2010

Ireland-based Firecrest has opened a facility in Princeton, N.J., that implements the company’s site performance management systems to help U.S.-based companies solve the challenges faced during clinical trial management and site performance. Firecrest’s products help investigators run complex trials by specifically improving compliance, consistency, and quality of execution of all study-related procedures and activities conducted […]

PharmaTrax

November 9, 2010

Sales, Marketing, and R&D Trends from Industry   Analysts Featured Briefs: Market Education Should Start Early in Oncology Drug Development Sidebar: Developing Thought Leaders Sales Call Volume Posts Slight Decline in First Half of 2010 Sidebar: Sales Calls for Top Pharma Companies Companies Examine Drug Repurposing as Pipeline Strategy U.S. Physicians Online Visit Healthcare ­Professional […]

UpFront

November 9, 2010

Awards Digitas Health Wins OMMA Award Digitas Health was a named a winner in the OMMA Award in the Website Excellence in the Integrated Online Campaign, Health & Pharmaceutical category for the MedImmune Good to Share campaign. The OMMA Awards celebrate the year’s best in online media, marketing, and advertising. Genentech ­Scientist Wins 2010 Lasker […]

Letter from the Editor

November 9, 2010

The road ahead… Welcome to our annual Year in Preview special issue, which takes a forward-looking approach to identify the trends expected to impact all aspects of the life-sciences industry. We want to thank the almost 100 experts who took the time to raise their voice on the market forces they believe will impact discovery, […]

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