Featured Opinions
Opportunity Doesn’t Come Knocking
You've heard the saying "The harder I work, the luckier I get"? Opportunity spaces are the same: "The harder you look, the more opportunities you see".
What is a High-Performance Organization?
Psychology and culture are the most important drivers and both have to be properly managed to drive long-term, sustainable success.
“Selling Isn’t a Bad Word If It’s Done Right”
Victoria Williams, Vice President and Sales Director, discusses her role in the transformation of GSK to a Patient-Focused Selling Model.
12 Challenges Big Pharma Faces in China
by Marc Yates
What challenges must pharma companies overcome in order to successfully leverage the opportunity China offers?
To truly improve patient engagement and support, we must start by understanding their journey.
What's TRUST got to do with it?
by Jill Donahue
Trustworthiness is certainly something that we think about a lot in pharma, but how crucial is it to our success?
What Information Doctors Really Want from Pharma
by David Laws
I hope we are all finally agreed that doctors don’t want and don’t need more information and data.
Being Human, Being Flawed, Being a Patient, Being Pharma
Have we gone too far with patient centricity?
Preparing for Population Health Management
How can pharma prepare for this new value-driven environment?
Understanding Patient Willingness to Pay
by Marc Yates
What steps should pharma and medical device companies take to ensure they get their pricing strategy right in self-pay markets?
Artificial Intelligence: Changing the Rules of Marketing
AI is a game-changer in transforming pharma marketing.
What My Burned Desk Taught Me about Pharma Growth
by Jill Donahue
Are you poised for growth through a focus on the patient?
Focus on the Fundamentals not the Tools
"It’s not the technology that entertains people; it’s what you do with the technology" - John Lasseter, Pixar.
7 Account Management Best Practices That Will Make a Difference
by David Laws
Account Management is a proven, sophisticated tactic to work differently with customers.
Do We Really Understand How Physicians and Patients Make Decisions?
How do human beings make decisions and how do those decisions lead to actions?
Marriage, Mood Disorders and Managing a Chronic Condition
The reality of living with cyclothymia and GAD is far from alluring but I'm married to it..for better, for worse.
Can Patient Centricity Help Drive Innovation?
A patient-driven R&D model is able to deliver the same results much faster, and much cheaper.
Reference Pricing on the Horizon
Reference pricing is not widely used in the US, but it has been on the radar for some time as a promising mechanism to limit cost.
A Soldier of the Patients’ Will
Anne Beal at Sanofi knows that listening to patients is the key for pharma.
The Reality Behind Real-World Data and Real-World Evidence
by Jeff Elton
Pharmaceutical companies must stay on top of advances in real-world evidence.
Could this ONE IDEA increase your sales by 10X?
by Jill Donahue
Before you are influenced by others, you must know their why.
The Seductive Allure of the E-Patient
by Paul Ivsin
New columnist Paul Ivsin charts the rise of the e-patient & the future of patient-assisted trial design.
Getting the Most from Account Management
by David Laws
Customer Account Plans can lead to stronger customer relationships, a focus on patients, plus increased sales as an outcome.
Do You Understand that Adherence Statistic?
Measuring adherence is fraught with difficulties explains Katrina Firlik.
by Marc Yates
To what extent can Big Pharma expect to face an increasing challenge from globalizing pharmaceutical companies based in emerging markets?