New Paths to Blaze and New Commercial Models to Embrace in the Bio-pharmaceuticals industry. The metamorphosis continues. Across the world, biotech, biopharmaceuticals, generics and the increasingly complex web of providers and payers are continually exploring new...
Strategic Account Management (SAM) is one of the most important changes in selling that has emerged in the past twenty years. Unfortunately, many SAM implementations fail and are abandoned. The good news is that many of these failures are unnecessary. SAM is a major...
What impact does the health care ecosystem have in the midst of these hard times? Like everything else in health care these days, the approach pharmaceutical account management teams must take in more thoroughly, is understanding customer and patient needs. The...
As much press as there’s been lately on issues like pricing transparency, regulatory pressures and the digitization of patient empowerment, these are not strategic imperatives. Big headaches for Pharma executives maybe; but they’re the not the forward-looking,...
Why crunching the numbers will never replace building relationships. The world of Big Data has penetrated the daily workflow for commercial teams in a multitude of ways. Many patient data companies have merged with clinical research organizations. The resulting...
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