• Grading Pharma’s Use of New Commercial Sales Models

    Feature Articles by on August 17th, 2014

    Almost every U.S. life sciences company is in the process of some form of commercial model review. A top consideration: Selecting a successful model. But giving the model a chance to succeed is just as important—and most at risk. As with most change management, success lies heavily in the process used to achieve success, and […]

  • Innovation by Design: How Big Pharma Can Deliver on its Patient-Centric Promise

    Guest Commentary by on December 10th, 2013

    The pharmaceutical industry has by most accounts adopted patient-centricity as their new business model. It is a keynote topic for most executives. Yet few can point to initiatives that have achieved results beyond the drug. When it comes to delivering on patient-centricity, innovation seems to be the greatest hurdle facing these leaders. I set out […]

  • Interactive Visual Aid Content Can Be Easy to Optimize and Target–If You Allow It

    E-Source by on October 23rd, 2013

    Historically, pharmaceutical companies have struggled with the un-trackable nature of field sales. Field force effectiveness has been measured based on outcomes alone: Rx share, growth and perhaps Professional Detail Equivalents. While these metrics tell the company a lot about the success of field professionals, and the territories in which they operate, it does little to […]

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