LDRLB

AUGUST 24, 2011

It’s been over half a year since a potentially landmark event occurred in the pharmaceutical industry. Last January, GlaxoSmithKline announced it was eliminating its individual sales goals as an incentive compensation measure for sales representatives. However, I’m not convinced that’s the lone reason.

Pharmaceuticals 84

Pharmaceuticals Incentives Short-term Public Relations 84

Strategy Driven

JUNE 22, 2018

It’s a sure sign that the products or services that you are offering are quality and that you are providing customer satisfaction. When your operational and back office processes are aligned you work efficiently and productively. Here are 5 signs that you are ready to expand: 1. You have a loyal customer base. You identify gaps.

Audience 50

Audience Niche Marketing How To Marketing Strategy 50

Strategy Driven

SEPTEMBER 25, 2018

Is the general public familiar with your products and services? Your goal should be to have your audience share your business message and ideas, as this will further increase your visibility. One example is the SEO strategy provided by BCC Interactive (www.bccinteractive.com) as it is always customized to your specific goals.

Tips 57

Tips Audience Pharmaceuticals Engineering 57

Strategy Driven

APRIL 3, 2014

Crafting and writing a branded healthcare executive resume, that differs from the traditional medical resume, can make a significant difference in your executive job search results and improve the opportunities to land that next-level position in pharmaceutical, biotech and medical device industries. You must appeal to all of these audiences.

Tactics 51

Tactics Execution Pharmaceuticals Human Capital 51

N2Growth Blog

FEBRUARY 4, 2015

Here is the rub and the reason why adopting this principle is so critical: in our experience, the priority initiatives turn out to be on new product, service, customer, and technology initiatives accompanied by an assumption that the organization has the capabilities to execute them. Engineered to Win.

Process 150

Process Agility Competitive Advantage Strategy 150

Harvard Business Review

JUNE 13, 2016

No matter how you look at it, there have been terrible, unintended outcomes from the introduction and marketing of next-generation prescription opioids. Since 1999, three years after OxyContin was unveiled by Purdue Pharmaceuticals, the rate of drug overdoses in the U.S. And what can we learn from it?

Incentives 8

Incentives Pharmaceuticals Crisis P&L 8

Strategy Driven

MARCH 18, 2011

In The Essential Advantage : How to Win with a Capabilities-Driven Strategy , Booz & Company’s Paul Leinwand and Cesare Mainardi maintain that success in any market accrues to firms with a coherence premium – a tight match between their strategic direction and the capabilities that make them unique. Let’s go after it.”

Resources 51

Resources Industry System Strategy 51

Harvard Business Review

AUGUST 17, 2012

It has doubled its market cap in the five years and sales reached almost $1.5 You could argue that Cipla's formula is simply to piggyback on other companies' products, so it doesn't have to pay for R&D. What's more, these are markets that traditional developed market firms are increasingly targeting for their own growth goals.

Company 11

Company Pharmaceuticals Business Model Fixed Costs 11

Harvard Business Review

SEPTEMBER 4, 2017

Confronted with intense levels of stress amidst turbulent change or the headwinds of a harsh market, leaders’ fuses get short. During an onslaught of major change, sources of irritation can often be circumstances outside anyone’s control, like changing regulatory requirements or a market slow down.

Supply Chain 14

Supply Chain Self-aware Loyalty Stress 14

Harvard Business Review

SEPTEMBER 23, 2014

Take the case of Janssen, the pharmaceuticals arm of Johnson & Johnson, which created a breakthrough innovative program called Immersion. As part of this effort, they discovered that the majority of employees who were advising Janssen on emerging markets had never set foot in those countries. But it does happen.

Innovation 9

Innovation P&L Short-term Company 9

Harvard Business Review

APRIL 2, 2018

We invest billions of dollars each year in medicines, new technologies, doctors, and hospitals—all with the goal of improving health, arguably our most prized commodity. Mortgages exist to spread the costs of a home or a car out over a longer period of time, thereby allowing people to buy a product that they otherwise could not afford.

Health Care 8

Health Care Insurance Pharmaceuticals Incentives 8

Harvard Business Review

SEPTEMBER 14, 2017

The belief is that at-risk pay motivates salespeople to work hard and direct effort towards sales activities that encourage achievement of sales goals. Customers may buy from a firm because the company has superior products, great branding, effective digital marketing or favorable pricing.

Motivation 8

Motivation Incentives Franchising Short-term 8

Harvard Business Review

APRIL 5, 2012

If you spend much time around salespeople, it won't take long before you hear them griping about the issue that is the profession's biggest trouble spot: disagreement over the market potential of a group of accounts or a territory. In exit interviews, the people who leave imply they don't have enough market potential to succeed.".

Retail 9

Retail Incentives Tactics Pharmaceuticals 9

Harvard Business Review

NOVEMBER 30, 2017

A few outlier industries (notably pharmaceuticals, medical devices, and computers) prop up the sector’s aggregate performance; most others have experienced flat growth or outright declines in real GDP over the past two decades. It’s clear why pain in the domestic supplier base matters from a policy perspective.

Supply Chain 8

Supply Chain McKinsey Incentives Bottom-up 8

Harvard Business Review

OCTOBER 23, 2014

That’s why pharmaceutical, biotechnology, and medical device companies need to define their relevance in this new health care ecosystem, and soon. When predefined treatment goals are attained, both parties contractually benefit. They’re also sharing risk. The new business model has yet to solidify, and the leaders have yet to emerge.

Health Care 8

Health Care Pharmaceuticals Information Technology Supply Chain 8

Harvard Business Review

JUNE 16, 2016

In July 2015, Novartis launched its new heart failure drug, Entresto, which Forbes in 2014 predicted would be a blockbuster — with expected sales of $10 billion annually — as the potential market in the US exceeds 5 million people with a heart failure condition. The failure stemmed from resistance in the U.S.

Planning 8

Planning Competitive Intelligence Pharmaceuticals Brand 8

Harvard Business Review

NOVEMBER 24, 2015

The most common source of joint value is economies of scale , which allow for a reduction in the costs of either production or back-office operations. Economies of scale in production are often limited to the factory level; that is, they come from larger factories, not necessarily from larger firms.

Pharmaceuticals 8

Pharmaceuticals Cost Airlines Productivity 8

Harvard Business Review

JUNE 8, 2015

Pharmaceutical companies, buffeted by regulatory changes, new drug technologies that alter entry barriers and competition, price pressures, and an estimated 300,000 job cuts since 2000, seem to fit the popular narrative of large organizations unable to deal with disruptive forces. It’s not just products.

Health Care 8

Health Care Venture Capitalist Strategic Fit Pharmaceuticals 8

Harvard Business Review

MAY 1, 2013

While currently crippled by inadequate infrastructure in many countries, low- and middle-income countries will be the fastest-growing markets for pharmaceuticals and medical devices over the next decade. What can the health care industry do to help fight disease, while still maintaining its commitments to shareholders? Redefine ROI.

Health Care 8

Health Care ROI NGO Long-term 8

In the CEO Afterlife

JUNE 19, 2011

A Boomer’s Advice to Marketers: Go Ahead, Make My Day. by John • June 19, 2011 • Life , Marketing , Strategy • 1 Comment. Today, we represent a marvelous marketing opportunity. Aha,” say the savvy marketers. The world’s best marketers are on to us. They know we can well afford their products.

Advice 147

Advice Marketing Marketing Strategy Brand 147

Harvard Business Review

OCTOBER 13, 2011

Bank marketing materials focus on the dreams, anxieties and goals of consumers. The pharmaceutical industry also creates products with complex interactions and potentially dangerous side effects. Games can be used to understand consumer tastes and aspirations, as well as to tweak existing products and services.

Banking 10

Banking Pharmaceuticals Microfinance Risk Management 10

Harvard Business Review

SEPTEMBER 13, 2011

You either achieve your goals or you don't. Here are some common examples: When pharmaceutical companies announce that a new drug has been "approved," they are actually saying that their researchers made some breakthrough discoveries as far back as fifteen years ago. Most organizations take the same stance.

Short-term 14

Short-term Pharmaceuticals Long-term Maturity 14

Harvard Business Review

OCTOBER 26, 2017

” Your goal, therefore, is “ to make sure the interviewers don’t shy away from you.” A year later, Lauren was working as a temp to make ends meet when she applied to what was essentially a marketing assistant job. “I told the hiring manager that I had a very firm grasp of those products,” she says.

How To 11

How To Long-term Marketing Case Study 11

Harvard Business Review

SEPTEMBER 11, 2014

There’s a similar assumption underlying much of the discussion around how to measure the return on marketing investment, where it seems to be tacitly accepted that attitudinal insights are insufficient at senior decision-making levels, and behavioral insights represent today’s benchmarks. Customers Marketing'

CRM 8

CRM Pharmaceuticals Survey Benchmarking 8

Harvard Business Review

MARCH 12, 2012

Third, the company could earn goodwill from the local communities in which it manufactures its products. The basic goal of competition — companies need to out-compete in order to out-perform — is now holding back companies from financial success, such as the protected one described above.

Co-Opetition 13

Co-Opetition Company Brandenburger Game Theory 13

Harvard Business Review

SEPTEMBER 5, 2016

Pearson, the educational publisher, measures the efficacy of its products to improve educational outcomes. Cigna is the first insurance company to get pharmaceutical companies to agree to value pricing based on results for certain cholesterol-lowering drugs. ” Health care. ” Health care. Required Capabilities.

Incentives 8

Incentives Health Care Education Insurance 8

Harvard Business Review

SEPTEMBER 10, 2013

A good idea faces so many obstacles en route to market today that it''s a wonder we have any innovative products at all. That''s why it''s important that venture funds'' goals be aligned with corporate objectives, approvals for funding be streamlined, and compensation levels match those offered by independent venture groups.

Venture Capitalist 8

Venture Capitalist Venture Funding Innovation Incentives 8

Harvard Business Review

SEPTEMBER 10, 2013

A good idea faces so many obstacles en route to market today that it’s a wonder we have any innovative products at all. Companies should consider offering rewards for people who solve internal problems or create new products. It’s like that. Recognition is a powerful reward too. Five Ways to Innovate Faster.

Venture Capitalist 8

Venture Capitalist Venture Funding Innovation Incentives 8

Harvard Business Review

MAY 24, 2012

Pharmaceutical manufacturers, insurers, and retailers invest millions in risk avoidance. Every business day, companies cede hard evidence to the political agendas of a willful manager or department, and these companies span geographies, industries, revenues, and market segments. Risk management isn't exclusive to banking.

Merchandising 10

Merchandising Risk Management Supply Chain Retail 10

Harvard Business Review

NOVEMBER 9, 2011

COOs are relatively common in service industries such as financial services, energy, information technology and telecommunications, but in manufacturing sectors — such as automotive, chemical, and pharmaceutical companies — they are relatively rare.

COO 11

COO Sample Telecommunications Automotive 11

Harvard Business Review

SEPTEMBER 11, 2014

There’s a similar assumption underlying much of the discussion around how to measure the return on marketing investment, where it seems to be tacitly accepted that attitudinal insights are insufficient at senior decision-making levels, and behavioral insights represent today’s benchmarks.

CRM 8

CRM Pharmaceuticals Survey Benchmarking 8

Harvard Business Review

SEPTEMBER 15, 2014

A big goal requires a “thick we” network — a community of people who feel responsible for collaborating toward a shared purpose that they see as superseding their individual needs. The goal was to help one another get smarter, while collectively providing superior solutions for Pfizer.

Gilbert 8

Gilbert Participative Cooper Network Economy 8

Harvard Business Review

JUNE 16, 2016

To understand the nature of the problem, let’s look at how penicillin was brought to market. The private sector spends three times that , mostly on translational research intended to transform basic discoveries into new products. There is a wide chasm that separates an initial discovery and a viable product idea.

Technology 8

Technology Venture Capitalist Supply Chain Innovation 8

Harvard Business Review

MAY 16, 2011

True collaboration always has open-ended elements — ranging from precisely how new innovations will be implemented, to how products will fare in the market, and even to what priorities partners will pursue in the face of changes in the environment. Google uses a different approach to working with multiple external parties.

Software 14

Software Licensing Long-term Telecommunications 14

Harvard Business Review

JANUARY 30, 2014

No major and widely embraced employee productivity enhancement initiative has veered farther off course than wellness. Second, wellness has become a marketing tool for health plans, nowhere more so than at Aetna. Instead, let employees test if they want to, when they want to, which they can do for free at virtually any pharmacy.

Human Resources 8

Human Resources Guidelines Morale Insurance 8

Harvard Business Review

SEPTEMBER 22, 2015

As the ire over high prescription drug prices in the United States escalates , it’s easy to blame pharmaceutical companies. But pharmaceutical companies aren’t to blame. In fact, Congress has explicitly prohibited Medicare from negotiating drug prices with pharmaceutical companies. doesn’t.

Pharmaceuticals 8

Pharmaceuticals Price Budgeting Insurance 8

Harvard Business Review

JUNE 29, 2015

Second, the main goal of PE investors is to increase a firm’s value so that it can be sold for profit. “Since not all innovations are patented, it would also be interesting to analyze different types of innovation outputs, like new products and processes.” First, the effects on employment are mixed.

LBO 8

LBO Innovation Sample Short-term 8