Commercialization: Page 77

PharmaVoice Team/PharmaVoice

Synchronizing Communications Educating Physicians, Priming Patients

Medical practice today is a dual process for healthcare providers who are charged with not only maintaining and improving the health and well being of their patients, but operating a business enterprise as well. By understanding the requirements of merging these two visions, it is easy to see why...
By PharmaVoice Team • May 4, 2009
PharmaVoice Team/PharmaVoice

Life-Cycle Management of Professional Healthcare Nonpersonal Promotion

two phases — introduction and growth — and possibly into the first year or twoof the maturity phase.After that, the emphasis is onmanaging for profit maximization.This, in turn,usually means disinvesting in promotion — espe cially nonpersonal promotion. In the face of the trends that are constrai...
By PharmaVoice Team • May 4, 2009
PharmaVoice Team/PharmaVoice

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. AstraZene...
By Robin Robinson • April 27, 2009
PharmaVoice Team/PharmaVoice

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...
By Celeste Mosby and Ed Emde • April 27, 2009
PharmaVoice Team/PharmaVoice

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. Pr...
By George Glatcz • April 27, 2009
PharmaVoice Team/PharmaVoice

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...
By Mark Sales • April 27, 2009
PharmaVoice Team/PharmaVoice

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 ...
By PharmaVoice Team • April 27, 2009
PharmaVoice Team/PharmaVoice

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,...
By Robin Robinson • April 23, 2009
PharmaVoice Team/PharmaVoice

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-deman...
By PharmaVoice Team • April 23, 2009
PharmaVoice Team/PharmaVoice

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 contribut...
By PharmaVoice Team • April 23, 2009
PharmaVoice Team/PharmaVoice

Talent Pool

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...
By PharmaVoice Team • April 23, 2009
PharmaVoice Team/PharmaVoice

On the Calendar

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 M...
By PharmaVoice Team • April 23, 2009
PharmaVoice Team/PharmaVoice

E-Media

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 Healt...
By PharmaVoice Team • April 23, 2009
PharmaVoice Team/PharmaVoice

What's New

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 bran...
By PharmaVoice Team • April 23, 2009
PharmaVoice Team/PharmaVoice

PharmaOutlet

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...
By Joe Gattuso • April 23, 2009
PharmaVoice Team/PharmaVoice

UpFront

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 ...
By PharmaVoice Team • April 23, 2009
PharmaVoice Team/PharmaVoice

Don't Let Global Branding Be Global Blanding

GLOBAL BRANDING consensus development process, including multimarket analysis, strategic assessment, positioning, branding, tactics, and a sharing of best practices. All communication starts with a core positioning statement.This statement may lead to a core selling message, but, in and of itsel...
By PharmaVoice Team • April 22, 2009
PharmaVoice Team/PharmaVoice

Building a Global Brand: Creating a Foundation Built on Global Commonality

The globalization of America’s consumer culture makes it easy for world travelers to get a familiar taste of home. Feeling homesick in Bangkok? Just stop and smell the latte at any of the city’s 34 Starbucks.You won’t need your English/Danish dictio nary to order your favorite sandwich at a McDon...
By PharmaVoice Team • April 22, 2009
PharmaVoice Team/PharmaVoice

Strategies Behind Creative Executions

“Award winning” may not be the best way to judge the potential of creative developed by your advertising agency. While personal opinions are important, the “I like it” approach shouldn’t be your ultimate criteria for judgment either. In fact, there are some industry insiders who will tell you tha...
By PharmaVoice Team • April 22, 2009
PharmaVoice Team/PharmaVoice

10 Immutable Laws of Great Advertising

Rule No. 1. Forget the rules. Yeah … forget them. But before you do, you’ve got to read them and under stand them.While rules and formality can foster a rigid environ ment, they also can be highly effective tools to drive thinking and justify innovation. Rule No. 2. Advertising is a contact sport...
By PharmaVoice Team • April 21, 2009
PharmaVoice Team/PharmaVoice

The Role of Independent Agencies

There are a growing number of “inde pendent” agencies around the country. In 2003, 25 of the top 50 medical advertising agencies in the United States were independent and, year by year, that number is rising. In fact, more and more, independent agencies are adding larger clients to their roster —...
By PharmaVoice Team • April 21, 2009
PharmaVoice Team/PharmaVoice

Is Your Global Agency Network Structured To Support Your Global Brand?

edges that each global market has unique needs that must be addressed. The foundation of this model is one worldwide agency with account and creative representatives from each major market.A global account and creative director, who may be based in the United States or abroad, leads the team and ...
By PharmaVoice Team • April 21, 2009
PharmaVoice Team/PharmaVoice

Defending the Last Bastion of Freethinking and Pure Ideas

THE AGENCY STRUCTURE I used to lie awake at night wondering how independent agencies could compete against big agency networks and the trend toward sole provider status. Watching people accept the transformation of a magical, idea driven advertising business into something that more closely resem...
By PharmaVoice Team • April 21, 2009
PharmaVoice Team/PharmaVoice

Managing Client Relations

AGENCY SERVICES Wishbone/ITP Inc. enough for account managers to say they left a message with the client to call them back.They must make it their responsibility to connect with the client and close the loop.This is an important trait that all of the best account people have in common. It is more...
By PharmaVoice Team • April 21, 2009
PharmaVoice Team/PharmaVoice

What a 4-Year-old Instinctively Knows About Pharma Marketing

Say your 4yearold son, daughter, niece, or nephew walked into your office one day and asked, “What are you doing?” “Working on my marketing plan,” you’d answer, hoping that would satisfy the child’s curiosity. Fat chance, as anyone who’s been around small children knows. “What’s that?,” the child...
By PharmaVoice Team • April 21, 2009