physician relationships

3.21.2014 KOL Management

Selecting the Right Key Opinion Leader is Imperative in an Era of Increased Transparency

By Jennifer Harrell, Research Analyst GlaxoSmithKline recently announced that it will create an internal team of doctors tasked with educating peers about its products. In December 2013, GSK decided to stop hiring external speakers. The company...
 

10.23.2013 Sales

‘Customer-Centric’ Sales Strategies: How Will This Benefit Pharma?

By Christie Shilling, Research Analyst The latest buzzword among pharma sales management is “customer-centric.”  Especially with the Sunshine Act legislation having finally been implemented, companies are looking for any way to remodel their...
 

8.8.2013 Sales

The Key to Key Account Management: Unlocking the Potential of Pharma Sales Forces

By Christie Shilling, Research Analyst It’s old news: Gone are the days of the massive pharmaceutical rep armies.  Pharma companies have been trimming down their sales forces and looking for new ways to make the most of their physician relationships. ...
 

7.24.2013 Sales

Defining the Audience: Customer-Centric Sales Strategies and Physician Segmentation

By Victoria Cavicchi, Research Analyst Target segmentation is a key marketing tool across all industries — from pharmaceuticals to software to food.  When commercial groups reach out to the community, it pays to be specific.  Even the smallest...
 

6.21.2013 KOL Management

Drug Companies Pay More for Research Than for Promotional Speeches

By Elio Evangelista, Director of Operations Although the government has varying motivations for requiring drug and device companies to disclose the payments they make to physicians, one consequence — intended or otherwise — is that companies...
 

1.24.2013 Sales

Closed Loop Systems: Empowering Sales Reps and Building Physician Relationships

Closed loop systems help pharmaceutical companies drive their sales effectiveness by improving existing physicians and sales reps’ relationships.  Closed loop system marketing structures — supported by audience feedback — help companies track physicians’...
 

1.18.2013 Medical Affairs

Medical Publications Teams Worthy of Funding

With tightening restrictions on how marketing and sales reps can interact with physicians, medical publication has become a vital task for communicating clinical information from drug companies to physicians. While publications help companies reach anywhere from...
 

1.14.2013 Sales

Price Accountability Comes to Sales Reps via Affordable Care Act

The Affordable Care Act’ (ACA) ride through legislative and judicial hurdles has focused on the high profile aspects of the law including the insurance mandate and state Medicaid responsibilities.  However, one part of the law that will have a major impact on...
 

12.19.2012 Medical Affairs

Proactive MSL Strategy Promotes Engaging Thought Leaders Early

As pharmaceutical companies expand their MSL functions worldwide, companies are placing additional emphasis on thought leader identification.  Identifying potential new thought leaders has always been a point of emphasis, but it has certainly increased in the...
 

12.18.2012 Marketing

Applications in Diagnostic Radiology for Physician-Facing Mobile Initiatives

The game has changed for many medical fields as digital technology has overtaken the world’s storage and communication systems.  Recently, I wrote about mobile health applications targeting patients through adherence programs.  But it turns out that physicians...