A typical pharmaceutical company is very complex. It is charged with the responsibility of bringing the latest, cutting-edge pharmaceutical products to the market, so that patients can get well and prosper. This involves a lengthy process from research through to delivery with many different individuals engaged. Following this lengthy process, a product is registered and [...]
Customer contribution must become a more important metric, when key account management designation is under consideration. It is no longer acceptable for traditional measures to be used and the pharmaceutical consultant must tell senior management that it needs a better definition of a client’s contribution. There certainly was a time when money was not as [...]
By now, pharmaceutical companies must appreciate the importance of key account management training and how they must always be in possession of the latest, cutting-edge marketing information to enable them to actively solicit and then cultivate major, important accounts. There may be a tendency to concentrate on the establishment of a “system,” where a large [...]
You could argue, in many respects, that pharmaceutical and healthcare consulting firms form the position of a referee, or maybe even an arbitrator, challenging conventions and bringing a real world perspective to bear, both in the boardroom and in the training class. Major challenges face the pharmaceutical company as its strives to exist in an [...]
Major change in the United States always bring global reverberations and the recent passage of health care reform in that country will no doubt have many repercussions for the global health industry, driving change that will impact all pharmaceutical companies and their marketing efforts. We have seen many changes in the marketing landscape in most [...]