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Pharmaceutical Executive June 1, 2005 Patrick Burns	Sales Management: A Sample Plan One of the pharma industry's most important promotional tools is also one of its least understood. Here are new approaches to measuring the impact of sampling--and giving reps the tools they need to use samples better.
Pharmaceutical Executive May 1, 2005 Steven Tarnoff	How to Keep Out of Regulatory Quicksand Pharma sales teams may soon need law degrees just to keep up with the changes in federal and state mandates.
Pharmaceutical Executive April 1, 2006 David Duplay	Marketing to Professionals: A Sample Plan Sure, pharmaceutical e-sampling can save money. But there are plenty of other reasons to use it.
Pharmaceutical Executive January 1, 2012	Compliance: Getting Those Ducks in a Row Pharma must coordinate the efforts of medical, legal, HR, global partners and many other players in the regulatory compliance space to keep itself afloat in choppy seas.
Pharmaceutical Executive September 1, 2005 Eaton & Levy	Fair Market Value Pharmaceutical companies may soon come under close scrutiny from the Office of the Inspector General, which sees in promotional speaking and advisory services a high potential for fraud and abuse.
Pharmaceutical Executive March 1, 2013 Al Topin	Less Selling, More Time What can happen when pharmaceutical reps focus on the physician-patient conversation?
Pharmaceutical Executive June 1, 2006 Ron Buzzeo	Sales Management: Gifting Laws Cause Regulatory Woe New legislation forces drug companies to rethink marketing and sales initiatives.
Pharmaceutical Executive September 1, 2006	Sewing Up New Sales Simple, elegant lines are the backbone of any good design, including a new sales model. Get that right, and your model can be tailored to fit any customer.
BusinessWeek February 5, 2007	The Doctor Won't See You Now A host of forces is now converging to clamp down on hard-driving, gift-toting pharmaceutical pitchmasters who have been ambushing physicians for the last decade.
Pharmaceutical Executive October 1, 2006 Scott Hull	Back to the Future? Some states want to block access to doctor-level prescribing data. And the AMA helps members keep prescription records away from sales reps. An "old timer" remembers how he sold before databases came along.
BusinessWeek October 23, 2006 Arlene Weintraub	Cracking Down on Pharma Swag Several medical centers are barring their doctors from accepting freebies like pens and lunches from any vendor. Here's why.
Pharmaceutical Executive October 1, 2011	Arming up for the Digital Revolution As a longtime advocate of new approaches to meeting customer needs in pharma, Martin Wygod sees the biggest change as the coming growth of digital platforms as the principal source of information and communication in healthcare.
Pharmaceutical Executive October 1, 2005 Mike Iafolla & Steve Greco	Under the Influence The number of influences that affect physicians' prescribing has increased and rep saturation has reached the tipping point, resulting in "customer fatigue." Companies must now take into account a plethora of influences when planning their sales and marketing efforts.
Pharmaceutical Executive June 1, 2007 Breitstein & Armstrong	Fixing the Sales Model Pharma's new commercialization strategy is, uh, in the works. But what did you expect? Getting it right takes time.
Pharmaceutical Executive March 1, 2009 Jill Wechsler	Through the Looking Glass Pharma relations with researchers are critical for developing new technology, and reformers will discourage inappropriate relationships by making any links to pharmaceutical marketing known to all.
Bio-IT World January 12, 2004	PDMA Compliance in 12 Steps Prescription Drug Marketing Act violations can cost millions. To save that money, follow this program.
Pharmaceutical Executive October 1, 2005 Chaudhry & Love	Key Opinion Leaders Interactions with Pharma Big pharmaceutical companies are paying the same key opinion leaders for many different services. All at the same time. And firms don't notice it because key opinion leaders are hidden in silos.
Pharmaceutical Executive January 1, 2013 Al Topin	The Doctor-Patient Disconnect Doctor-patient conversations aren't always what we think; this basic interaction represents both a problem and an opportunity for today's drug marketers, says the author.
Pharmaceutical Executive March 1, 2009 Brittany Agro	The New Sales Force The arms race is over, and it's time to reinvent pharma sales. Here's what forward-looking companies are experimenting with, and how it's working.
Pharmaceutical Executive September 1, 2005 Nickum & Kelly	Missing the Mark(et) Pharmaceutical companies spend billions on data. Sales reps crowd the waiting rooms. So why is the doctor out?
Pharmaceutical Executive June 1, 2007 Michael Goodman	A Very Specialty Moment Big Pharma is on a shopping spree for biologics and other specialty products. It has the money to buy them. But does it have the mojo to develop and market them successfully - or will the mid-size biopharmas make their big move?
Pharmaceutical Executive June 1, 2005 Zimmerman & Fay	Marketing to Professionals: Dr. Ambassador The pharma industry is under siege in the news media. Smart companies must create a role for physicians as ambassadors who can raise patient confidence in drugs and the pharma industry as a whole.
Pharmaceutical Executive August 1, 2013 Jill Wechsler	Costs and Coverage Challenge Medicare Drug Plans Rate cuts and fraud concerns create problems for Part D plans and Part B providers.
Pharmaceutical Executive December 1, 2005 Patrick Clinton	PharmExec's 2006 Forecast The 2006 pharmaceutical industry is under assault from Congress, the press and the public, add a complex government program that will unimaginably change industry economics, and subtract revenues from off-patent products.
Pharmaceutical Executive November 1, 2014	Sales Reps and the New Commercial Organization By rethinking the role of the sales rep and the new skills it demands, pharma companies can put themselves in a prime competitive position.
Managed Care January 2001 Mark D. Abruzzo	When Claims Are Audited, Following Compliance Laws Matters Ever since the government intensified its efforts to crack down on medical fraud, and asked the health care community to assist, compliance and compliance planning are the buzzwords. Unfortunately, compliance efforts are often misguided and can put the practice in an awkward position...
Pharmaceutical Executive October 1, 2005 Andy Bender	Orchestrating Compliance Product managers at pharmaceuticals are not always happy to see their compliance officers. That may be changing.
Pharmaceutical Executive September 1, 2005 Wilkenfeld & Braun-Davis	50 5 2005 Five things pharmaceutical companies can do to prepare for compliance in all 50 states.
Pharmaceutical Executive September 1, 2005 Patrick Clinton	Introduction An overview of new threats and new solutions in the pharmaceutical industry.
Managed Care July 2001 John Otrompke	Stark Allows Federal Regulators To Review Claims Records Fully HMO executives, as well as the providers and physicians who contract with them, should have by now felt the changes in their daily work lives resulting from the government's increased scrutiny of health plans' operations under the fraud-and-abuse compliance laws...
Pharmaceutical Executive September 1, 2005 Diane West	Be Our Guest From training employees to forgoing lobster tail, hotels are putting the PhRMA Code on their menus.
Pharmaceutical Executive January 1, 2009 Ann Brandt	Fair Market Value Daryl Johnson, founder of HealthCare Appraisers, talks about fair market value in both the hospital sector and the life sciences.
American Family Physician September 15, 2006 Liz Smith	Newsletter CMS Issues Guidance on Part D vs. Part B Coverage Determination... Residents, Students Adopt Resolutions on Drug Samples, Universal Care... CMS Proposes Changes to Outpatient Services Policies and Payment... etc.
Pharmaceutical Executive January 1, 2006 Bill Shearer	Patient Assistant Programs and Medicare Part D About 2.5 million low-income seniors who participate in prescription access programs are eligible for drug coverage under Medicare Part D - but the programs are out of alignment.
Pharmaceutical Executive January 1, 2013 Ben Comer	Compliance in the C-Suite Compliance officers have risen into pharmaceutical management's highest ranks, by choice in some organizations, and by government decree in others. Either way, their importance as a strategic partner can hardly be understated.
Managed Care January 2002 Michael Levin-Epstein	HHS Seems To Soften Hard Line on Kickbacks Do two recent advisory opinions from the Health and Human Services Office of the Inspector General signal some moderation in federal policy on what constitutes a kickback? Maybe. Or then again, maybe not...
Bio-IT World January 12, 2004 Steve Lefar	Systematize Your Regulatory Info! Want better protection against regulation breaches? Build a system that engenders 'grassroots' compliance.
Managed Care August 2001 John Carroll	Info on Questionable Physicians Languishes in National Data Bank A clearinghouse was created that stores details about malpractice suits and disciplinary actions. So how come HMOs don't use it?
Managed Care May 2000 Michael Levin-Epstein	Marketing Medicare+Choice? Mind Your Ps and Qs, Says OIG A lot of Medicare HMOs' marketing materials don't cut it, says a report by the Office of the Inspector General. It adds that the Health Care Financing Administration is partly to blame....