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		<title>Does DTC marketing have a future?</title>
		<link>http://www.pharmaphorum.com/2010/03/16/does-dtc-marketing-have-a-future/</link>
		<comments>http://www.pharmaphorum.com/2010/03/16/does-dtc-marketing-have-a-future/#comments</comments>
		<pubDate>Tue, 16 Mar 2010 09:08:14 +0000</pubDate>
		<dc:creator>Paul</dc:creator>
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		<guid isPermaLink="false">http://www.pharmaphorum.com/?p=1398</guid>
		<description><![CDATA[Following the piece last week asking whether pharma needs some new skills, Richard Meyer asks whether even DTC marketing is getting it right in today’s world.

I want to believe in America's pharmaceutical companies. I want to believe that people in these companies believe that the best strategy for success is...]]></description>
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		<slash:comments>1</slash:comments>
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		<title>The harmony of a triad: data – information – knowledge</title>
		<link>http://www.pharmaphorum.com/2010/03/12/the-harmony-of-a-triad-data-%e2%80%93-information-%e2%80%93-knowledge/</link>
		<comments>http://www.pharmaphorum.com/2010/03/12/the-harmony-of-a-triad-data-%e2%80%93-information-%e2%80%93-knowledge/#comments</comments>
		<pubDate>Fri, 12 Mar 2010 09:13:30 +0000</pubDate>
		<dc:creator>Paul</dc:creator>
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		<guid isPermaLink="false">http://www.pharmaphorum.com/?p=1383</guid>
		<description><![CDATA[In the first part of a (surprisingly!) three part series, Hanno Wolfram looks at the power of threes in his exploration of triads in the world of business.

In music, the harmony of triads is an important element to improve the quality of a piece...]]></description>
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		<slash:comments>3</slash:comments>
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		<title>Will pharma thrive on FMCG talent?</title>
		<link>http://www.pharmaphorum.com/2010/03/09/will-pharma-thrive-on-fmcg-talent/</link>
		<comments>http://www.pharmaphorum.com/2010/03/09/will-pharma-thrive-on-fmcg-talent/#comments</comments>
		<pubDate>Tue, 09 Mar 2010 09:23:08 +0000</pubDate>
		<dc:creator>Paul</dc:creator>
				<category><![CDATA[Articles]]></category>
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		<category><![CDATA[marketing]]></category>
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		<guid isPermaLink="false">http://www.pharmaphorum.com/?p=1368</guid>
		<description><![CDATA[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...]]></description>
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		<slash:comments>5</slash:comments>
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		<title>What Are IDEAs Made Of: Segmentation</title>
		<link>http://www.pharmaphorum.com/2010/03/05/what-are-ideas-made-of-segmentation/</link>
		<comments>http://www.pharmaphorum.com/2010/03/05/what-are-ideas-made-of-segmentation/#comments</comments>
		<pubDate>Fri, 05 Mar 2010 09:04:20 +0000</pubDate>
		<dc:creator>Paul</dc:creator>
				<category><![CDATA[Articles]]></category>
		<category><![CDATA[General]]></category>
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		<category><![CDATA[pharma]]></category>
		<category><![CDATA[strategy]]></category>

		<guid isPermaLink="false">http://www.pharmaphorum.com/?p=1353</guid>
		<description><![CDATA[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...]]></description>
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		<slash:comments>2</slash:comments>
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		<title>Seven quick fixes to sales force effectiveness</title>
		<link>http://www.pharmaphorum.com/2010/03/02/seven-quick-fixes-to-sales-force-effectiveness/</link>
		<comments>http://www.pharmaphorum.com/2010/03/02/seven-quick-fixes-to-sales-force-effectiveness/#comments</comments>
		<pubDate>Tue, 02 Mar 2010 09:15:00 +0000</pubDate>
		<dc:creator>Paul</dc:creator>
				<category><![CDATA[Articles]]></category>
		<category><![CDATA[Commercial]]></category>
		<category><![CDATA[marketing]]></category>
		<category><![CDATA[pharma]]></category>
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		<guid isPermaLink="false">http://www.pharmaphorum.com/?p=1339</guid>
		<description><![CDATA[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...]]></description>
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		<slash:comments>3</slash:comments>
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		<title>Sales leadership in turbulent times</title>
		<link>http://www.pharmaphorum.com/2010/02/26/sales-leadership-in-turbulent-times/</link>
		<comments>http://www.pharmaphorum.com/2010/02/26/sales-leadership-in-turbulent-times/#comments</comments>
		<pubDate>Fri, 26 Feb 2010 15:40:46 +0000</pubDate>
		<dc:creator>Paul</dc:creator>
				<category><![CDATA[Articles]]></category>
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		<guid isPermaLink="false">http://www.pharmaphorum.com/?p=1323</guid>
		<description><![CDATA[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...]]></description>
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		<slash:comments>3</slash:comments>
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		<title>Pharmaceutical Industry Debate Comes Online with pharmaphorum.com</title>
		<link>http://www.pharmaphorum.com/2010/02/24/pharmaceutical-industry-debate-comes-online-with-pharmaphorum-com/</link>
		<comments>http://www.pharmaphorum.com/2010/02/24/pharmaceutical-industry-debate-comes-online-with-pharmaphorum-com/#comments</comments>
		<pubDate>Wed, 24 Feb 2010 08:23:38 +0000</pubDate>
		<dc:creator>Paul</dc:creator>
				<category><![CDATA[Articles]]></category>
		<category><![CDATA[Press]]></category>
		<category><![CDATA[pharma]]></category>

		<guid isPermaLink="false">http://www.pharmaphorum.com/?p=1313</guid>
		<description><![CDATA[A new online portal for the pharmaceutical industry, www.pharmaphorum.com, has been launched to facilitate constructive debate and discussion for the next generation of pharma executives...]]></description>
		<wfw:commentRss>http://www.pharmaphorum.com/2010/02/24/pharmaceutical-industry-debate-comes-online-with-pharmaphorum-com/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
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		<title>How to create enough noise…with fewer reps</title>
		<link>http://www.pharmaphorum.com/2010/02/24/how-to-create-enough-noise%e2%80%a6with-fewer-reps/</link>
		<comments>http://www.pharmaphorum.com/2010/02/24/how-to-create-enough-noise%e2%80%a6with-fewer-reps/#comments</comments>
		<pubDate>Wed, 24 Feb 2010 07:46:54 +0000</pubDate>
		<dc:creator>Paul</dc:creator>
				<category><![CDATA[Articles]]></category>
		<category><![CDATA[Commercial]]></category>
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		<category><![CDATA[pharma]]></category>
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		<category><![CDATA[social media]]></category>
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		<guid isPermaLink="false">http://www.pharmaphorum.com/?p=1292</guid>
		<description><![CDATA[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...]]></description>
		<wfw:commentRss>http://www.pharmaphorum.com/2010/02/24/how-to-create-enough-noise%e2%80%a6with-fewer-reps/feed/</wfw:commentRss>
		<slash:comments>6</slash:comments>
		</item>
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		<title>What Are IDEAs Made Of: Emotions</title>
		<link>http://www.pharmaphorum.com/2010/02/19/what-are-ideas-made-of-emotions/</link>
		<comments>http://www.pharmaphorum.com/2010/02/19/what-are-ideas-made-of-emotions/#comments</comments>
		<pubDate>Fri, 19 Feb 2010 09:06:23 +0000</pubDate>
		<dc:creator>Paul</dc:creator>
				<category><![CDATA[Articles]]></category>
		<category><![CDATA[General]]></category>
		<category><![CDATA[marketing]]></category>
		<category><![CDATA[pharma]]></category>
		<category><![CDATA[strategy]]></category>

		<guid isPermaLink="false">http://www.pharmaphorum.com/?p=1267</guid>
		<description><![CDATA[In this week’s WAIMO Mike Rea is getting all emotional and questioning the value of how drugs make customers “feel” in the world of pharma.

To the annoyance of many, no pharmaceutical product has ever had an 'emotional' positioning*. They may have had, indeed should have had, some emotional component...]]></description>
		<wfw:commentRss>http://www.pharmaphorum.com/2010/02/19/what-are-ideas-made-of-emotions/feed/</wfw:commentRss>
		<slash:comments>3</slash:comments>
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		<title>A penny for your thoughts &#8211; how much value does an idea have today?</title>
		<link>http://www.pharmaphorum.com/2010/02/16/a-penny-for-your-thoughts-how-much-value-does-an-idea-have-today/</link>
		<comments>http://www.pharmaphorum.com/2010/02/16/a-penny-for-your-thoughts-how-much-value-does-an-idea-have-today/#comments</comments>
		<pubDate>Tue, 16 Feb 2010 08:41:12 +0000</pubDate>
		<dc:creator>Paul</dc:creator>
				<category><![CDATA[Articles]]></category>
		<category><![CDATA[Commercial]]></category>
		<category><![CDATA[biotech]]></category>
		<category><![CDATA[business development]]></category>
		<category><![CDATA[licensing]]></category>
		<category><![CDATA[pharma]]></category>

		<guid isPermaLink="false">http://www.pharmaphorum.com/?p=1249</guid>
		<description><![CDATA[As investors start 2010 in a nervous mood, David Grainger assesses how you can value novel ideas in the pharma and biotech industry.

I remember very well a meeting in the mid 1990s when a venture capital partner told me that “a good idea is worth a million”…]]></description>
		<wfw:commentRss>http://www.pharmaphorum.com/2010/02/16/a-penny-for-your-thoughts-how-much-value-does-an-idea-have-today/feed/</wfw:commentRss>
		<slash:comments>2</slash:comments>
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