Harvard Business Review

APRIL 5, 2012

Smart sales forces know that market potential is the keystone for both strategic and tactical sales force decision-making. If you know market potential by account segment, you can scale and deploy sales resources appropriately against opportunities and can develop segment-appropriate value propositions and sales processes.

Retail 9

Retail Incentives Tactics Pharmaceuticals 9

Harvard Business Review

JANUARY 26, 2016

and European corporations, from CI-trained analysts in marketing, business development, strategy, R&D, finance, and other fields. One analyst told us that their company had stopped development on a project that was consuming lots of local resources after the analysis indicated it wouldn’t be effective.

Competitive Intelligence 8

Competitive Intelligence Company CAPEX Analysis 8

Harvard Business Review

APRIL 3, 2017

The CEO of a large Australian company called me to relay a particular strategy development problem his firm was facing, and ask for my advice. P&G made a Where to Play choice to get into the huge, profitable, and growing pharmaceutical business with the acquisition of Norwich Eaton, in 1982.

First-mover Advantage 14

First-mover Advantage Retail Strategy Pharmaceuticals 14

Harvard Business Review

MAY 8, 2013

I recently conducted a study of 56 randomly selected companies involved in major change and innovation efforts in the high-tech, retail, pharmaceutical, banking, automotive, insurance, energy, non-profit, and health care industries. These MLMs were alienated and felt senior executives had used them as tactical tools.

Middle Management 9

Middle Management Management Automotive Pharmaceuticals 9

Harvard Business Review

DECEMBER 23, 2016

What distinguished successful from unsuccessful alliances was more of a “productive” irritation — creative tension between differing ideas about how to develop alliance products – reflected in disagreements about the strategy and tactics of how best to develop a particular molecule.

Productivity 8

Productivity Products Survey Strategic Fit 8

Harvard Business Review

OCTOBER 27, 2015

This is the most frequent complaint I hear from the competitive intelligence analysts in my certification classes: their marketing bosses are exceedingly tactical in their requests for competitive data. In other words, they’re taking a snapshot of the present, not coming up with a perspective on the future. And I understand the appeal.

Marketing 8

Marketing Competitive Intelligence Porter How To 8

Harvard Business Review

MARCH 24, 2017

You are the newly promoted vice president of business development at an oil company. Despite having solid internal anti-corruption rules in place, the pharmaceutical giant wound up facing criminal investigations for bribing doctors and foreign officials , eventually paying a $489 million fine. Picture this. Consider the case of GSK.

Ethics 8

Ethics Company Incentives Policies 8

Harvard Business Review

JUNE 20, 2017

Prasad, CEO of Dr. Reddy’s, a 33-year-old global pharmaceutical company headquartered in India that produces affordable generic medication. A comprehensive internal data platform was developed to help Dr. Reddy’s employees be proactive with their customer requests and solve any problems in an agile way.

Company 15

Company Agility Innovation Learning-by-Doing 15

Strategy Driven

OCTOBER 10, 2016

Not only does this exposure enhance employees’ perspectives and further their professional development, it also helps to fortify a consistent company-wide culture of service. What’s next? The spotlight on customer service recognition during these five days shouldn’t just be a moment in time. Did the team have a blast with the superheroes?

Strategy 50

Strategy Pharmaceuticals Learning-by-Doing Outsourcing 50

Harvard Business Review

MARCH 5, 2015

“But there’s an art to the ask,” says Diana Faison, a partner with leadership development firm Flynn Heath Holt Leadership. You should also avoid “implicitly or explicitly threatening to leave” as a negotiating tactic, says McGinn. What the Experts Say. Look forward, not backward. .

How To 8

How To Case Study Restructuring Pharmaceuticals 8

Strategy Driven

JANUARY 24, 2011

It developed the NOOK and has devoted significant space in its retail stores to display and promote it, and it has a broad online library. Barnes & Noble appears to be doing a lot of the right things. The big question is whether the company is fully committed to this change.

Execution 67

Execution Company 360-Degree Feedback Cooper 67

Harvard Business Review

JUNE 12, 2018

For example, Whole Foods developed geo-fences around its stores, as well as its competitors’ stores, to target relevant audiences and achieved a post-click conversion rate that was three times higher than the national average. It measures both promotional tactics and audience characteristics of targeted audiences who have opted in.

Short-term 8

Short-term Brand Long-term Media 8

Harvard Business Review

APRIL 6, 2017

The 1984 Drug Price Competition and Patent Term Restoration Act gave pharmaceutical companies exclusive protections for innovating a new drug. That was the payoff for shouldering the high risk and high costs of developing new drugs. “Authorized generics” are another tactic to limit competition.

System 13

System Pharmaceuticals Company Sample 13