Pharma has traditionally been quite insular when it comes to recruiting, but John Hosken looks at whether new challenges require new skills from outside the industry.
Skills requirements in the pharma industry never stand still for long, but the pressures of patent expiries and revenues from blockbusters starting to dry up means…
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It’s time for more WAIMO logic and this week Mike Rea is exploring whether pharma marketing really understands the concept of segmentation.
Most of us understand segmentation at a gut level. We’re Coke people or Pepsi people, Huggies or Pampers, supermarket own-brand or branded…
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Continuing the theme of maintaining momentum with less resource, Andree Bates looks at seven key areas to focus on for improved sales force effectiveness.
Sales force costs are undeniably one of the largest costs for a pharmaceutical company. However, the effectiveness is clearly not standing up…
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Continuing the theme of downsizing, Steven Rosen looks at how to manage the difficult and emotional issue of managing realignment in your sales team.
Dan Smith is the VP of sales of a leading pharmaceutical company. He has been a sales leader in the Pharmaceutical Industry for the last 10 years. He has spent most of his pharmaceutical career…
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As brand leaders face greater demands but possess less resources, Kristiaan Van Woensel asks how share of noise can be maintained in an age of sales force downsizing.
As a communication consultant I come across the same situation over and over again these days. One message is consistent whether…
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