Featured Opinions
Personalized Medicine: New Technologies Improve Personalization and Precision
by Jeff Elton
As new personalized medicine technologies such as next generation sequencing find increased clinical use, two key challenges will emerge, Jeff Elton discusses these new hurdles and also how - and why - you need to overcome them.
Patient Services: We Have Nothing to Fear but Fear Itself
by Kevin Dolgin
Kevin Dolgin examines the current reluctant attitude towards heavy investment in patient services and asks, what's stopping us and what do we have to lose?
Removing the Roadblocks to Effective Patient Treatment
How can pharma benefit from improved patient understanding? Welcome to a new column in which Mary Assimakopoulos, Founding Director of pharma market research specialist the Research Partnership reveals findings from the patient research series “Living with chronic illness”.
Big Data and the Convergence of R&D and the Commercial Organization
In previous columns, I’ve discussed a number of aspects of market access, like market segmentation, use of real world evidence, and changing payer perspectives. This month, I focus on another topic that’s become popular across the healthcare industry recently: big data.
Branding is for Cattle…and Pharmaceutical Marketing
Branding is everywhere, and physicians and medical consumers are now faced with more choices than ever before. But what makes someone choose one brand over another?
by Graham Young
I am a firm believer in the power of the National Health Service to render unto a country that is in the midst of depression a beacon of hope, light and whatever the third thing is.
by Marie Crespo
Marie Crespo explains that the sustained sales performance required for a customer-led approach can only be achieved by aligning market, talent and sales process.
Biosimilars: The new iPad or Sony Betamax?
Globally, while the total sales of biological agents continue to grow, branded biologic manufacturers are facing increasing competition from biosimilars, and while some biosimilars are having runaway success, others entering the market are having a tough time succeeding.
Retooling Your Sales Function To Ensure Market Access
Rita Numerof explains why you'll need a more nuanced sales approach in this new age of payer supremacy and budget cuts to maximise succes.
Personalized Medicine Brings Value Globally
by Jeff Elton
Jeff Elton highlights the differing market access strategies for personalized medicine around the globe.
by Kevin Dolgin
Before we dive with a solid splash into the sea of patient considerations, let's stop for a moment to consider the most discrete, the least considered of our four P's - providers.
Key Account Management – Silver Bullet or KAMikaze?
by Marie Crespo
Marie Crespo asks whether we’ve truly understood, and fully adopted a true key account management (KAM) strategy.
Healthcare Policy Impact - What the Next Four Years Mean for the Global Pharmaceutical Industry
With the introduction of the Patient Protection and Affordable Care Act and Obama's victory in the 2012 Presidential Elections, Rita Numerof looks at what this will do to the wider healthcare landscape and set a few predictions for the next four years.
Can Your Pharma Brand Become A Religion?
Dr. Andree Bates examines the phenomena of religious obsession, how it applies to consumer products and how it too can apply to your pharma brand...
“TRAINING IS A WASTE OF MONEY” or How to be an Asilone...
by Graham Young
Graham Young explores the gradual erosion of pharma sales as a respectable profession, the untrained masses who replaced the experts and what over-reliance on Contract Sales Organisations could be doing to your reputation in the field...
Life Sciences Companies, Partners Play Key Roles in Enabling Personalized Medicine
by Jeff Elton
In today's market there are many masters to please when bringing a new therapy to market. Jeff Elton covers some of the key bases you'll need to hit, and offers advice on the best possible approach.
by Kevin Dolgin
Before jumping back into whatever overall narrative thread I was planning on building through this column, I think this first effort for 2013 should be more of a tone-setting kind of thing. So here's the tone...
It’s Time to Learn the Value of Everything
by Marie Crespo
The concept of value is central to your sales strategy, and both buyers and sellers need to understand what that really is, argues Marie Crespo.
by Kevin Dolgin
This month Kevin Dolgin discusses pharma's innate fear of complexity, and how it prevents the industry from fully realizing the potential of an advanced, dare we say complex, CLM system.
Would You Recognise a Good Sales Manager If You Saw One?
by Marie Crespo
Marie Crespo explains why the role of the sales manager is fundamental to improving sales performance.
What is Your Social Media Strategy for China?
With internet usage tightly controlled in China, you may be hesitant to embark on a social media campaign, however Dr. Andre Bates explains how a regional approach can pay dividends.
Healthcare Consolidation and What It Means for Manufacturers
Rita Numerof discussed the recent trends in mergers and acquisitions, and points out that bigger doesn't neccisarily mean better...
by Graham Young
In order to stay fashionable in the mercurial and quixotic pharmaceutical industry of today, you need to blend in.
Making Personalized Medicine Value Medicine
by Jeff Elton
How personalized medicine becomes functional is key to making it practical and valuable in clinical settings.
by Kevin Dolgin
In the first of Kevin's four-part "P" series, he talks to Peder Anderssen of ALK Abello about payers, the shift in decision-making power and pharma's initial reluctance to come along for the ride...