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Pharmaceutical Executive January 1, 2007 Jeffrey Zornitsky	Sales Management: Get Committed By better managing relationships with physicians, pharma companies can develop a base of dedicated prescribers.
Pharmaceutical Executive May 1, 2009	Why All the Bad Buzz? European docs have always been down on pharma - but now the US is catching on. Perhaps pharma has oversold the "service model."
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 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 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 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.
Pharmaceutical Executive May 1, 2005 Jason Hogg	Marketing to Professionals: Diagnosing MD Behavior A centralized database allows pharma marketers to truly know doctors.
Managed Care January 2005	Private Practice Physicians Find Dual Role Challenging When it comes to balancing the role of business owner and practicing physician, many private practice doctors are having a tough time of it.
Pharmaceutical Executive March 1, 2011 Jerry Coamey	Engage the Physician! New research shows that gauging the mind of the clinician is crucial to timely uptake of the new diagnostic tools offered by the genomic revolution
Pharmaceutical Executive October 1, 2005 Christopher Lisanti	Physician Frustration Doctors have had enough. But reps can still redeem themselves. As the industry thinks about new sales force models, it should look beyond ROI numbers, toward a new paradigm that not only works for pharma, but also for its customers.
Pharmaceutical Executive May 1, 2005 Ame Wadler	PR: In the Loop Pharma marketers can help doctors stay abreast of the news.
Pharmaceutical Executive May 1, 2012	The Personal Touch in Digital Promotion The shift from sales rep meetings to digital selling methods must include innovation and a physician-centered mindset in order to be successful.
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 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.
Managed Care July 2001 Harry L. Leider	HMOs Need To Share Gains of DM Programs Physicians are more likely to buy in if they see better outcomes -- and financial rewards that go with them...
Pharmaceutical Executive June 1, 2005 Boschwitz et al.	Track Patients, Not Prescriptions Why pharma companies reject anonymous patient-level data, and why they can't do without it for long.
Pharmaceutical Executive June 1, 2006 Anne Goodrich	Marketing to Professionals: Doctors Get Jump on Continuing Education Doctors turn to multiple CME channels for more than just credits.
Pharmaceutical Executive July 1, 2011 Cabacungan & Clark	New Ways to Gain New Brand Insights If you can learn to understand patient and physician behavior, you are well on your way to strengthening the position of your product.
Managed Care July 2002	Money isn't everything Physicians are fairly happy with their incomes, but unhappy with the number of hours they have to work, as well as with the ancillary duties involved in practicing medicine, according to a survey.
Managed Care August 2001	In Calif., Bonuses Based on Quality, Not Cost Savings Blue Cross of California has decided to move away from the traditional managed care incentive of rewarding physicians for controlling medical costs, and instead will implement a program in which physicians receive bonuses for quality of care and patient satisfaction...
Pharmaceutical Executive July 3, 2007 LeVine & Zucker	Marketing to Professionals: Professional Promotion Through Patient Understanding Patient-feedback programs can go a long way in helping physicians understand which drugs work.
Pharmaceutical Executive September 1, 2006 Richard B. Vanderveer	The Information Diet How, when, and why physicians consume information.
Pharmaceutical Executive May 1, 2005 Sibyl Shalo	Out to Lunch? For the average pharma rep, a 13-minute sales oriented meal trumps a 60-second office visit, any day of the week.
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.
Managed Care April 2000 Tim Olsen	Physician, Tarnish Not Thine Image Doctors who use the news media to criticize others, rather than initiate a constructive dialog about difficult issues such as antibiotic resistance, help erode the profession's influence.
Pharmaceutical Executive May 1, 2006 Musacchio & Hunkler	More Than a Game of Keep Away The Prescribing Data Restriction Program takes effect in July. The AMA explains how individual doctors can keep their prescribing habits safe from reps, and how pharma can keep using the anonymous data -- if the industry polices itself.
Managed Care February 2008 Frank Diamond	Program Lets Patients Rate Doctors Online Regence's effort gets nod of approval from physician organization because it allows providers to respond.
Pharmaceutical Executive August 1, 2011 Ben Comer	An IOU to Big Pharma Regarding EHR It's a work in progress among electronic health records providers to offer a clear bridge between pharma and physicians.
Pharmaceutical Executive September 1, 2013 Ben Comer	Share of Screen: Prioritizing Electronic Health Records Are electronic health records a viable channel for engagement?
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?
Managed Care June 2007	Docs Don't Exploit Electronic Prescribing While physicians were positive about the basic features of e-prescribing, products often lacked advanced features, or if they had them, physicians often did not use them because of implementation hurdles or their perceptions that the features did not add value.
Pharmaceutical Executive March 1, 2006 Dorfman & Maynor	Marketing to Professionals: Under the Influence Pharmaceutical marketers should target the doctors who affect change in the medical community.
Managed Care June 2005 Martin Sipkoff	The Re-Emergence of the Primary Care Physician A new model of care developed by the American Academy of Family Physicians places primary care physicians back at the center of care delivery.
InternetNews April 29, 2004 Susan Kuchinskas	Health Could Mean Wealth for Microsoft A partnership with WellPoint Health Networks aims to persuade doctors to go wireless on PocketPCs.
Managed Care July 2006	Physician Satisfaction Study Surprises A new study suggests that physicians working in areas where there is an extensive medical infrastructure are less happy with the quality of the care they provide than doctors working elsewhere.
Pharmaceutical Executive January 1, 2006 Gene Guselli	Marketing to Professionals: The Power of Positive Feedback Boost doctors' confidence in your brand by validating their prescription decisions.
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.
Financial Planning August 1, 2008 David A. Twibell	House Calls Working with physicians can be rewarding, but to be successful, advisors need to develop the skills to tackle the unique problems facing doctors.
Managed Care March 2007 Martin Sipkoff	Plans, PBMs, Employers Prod Docs To E-Prescribe Widespread adoption of electronic prescribing is inevitable, yet physicians still resist. Various coalitions and initiatives are trying to make adoption easier.
Fast Company April 2006	"MD" Doesn't Mean "Mostly Digital" How technologically backward are U.S. doctors? Here are some statistics.
Pharmaceutical Executive December 1, 2006 White & Macchio	Marketing to Professionals: Fax Me! Don't throw away that machine just yet. All docs haven't switched to e-mail.
Pharmaceutical Executive October 1, 2006 Gary Norman	Direct to Consumer: If These Walls Had Ears New research shows how DTC affects patients' conversations with physicians.
Pharmaceutical Executive March 1, 2006 Sharyn Lee	Invisible Prescribers: What You Do and Don't Know About NPs and PAs How many prescriptions are written each year by nurse practitioners and physician assistants? Pharmaceutical companies not only fail to market to this sector, they neglect to invite nurse practitioners and physician assistants to meetings or to include them in plans for continuing medical education.
Pharmaceutical Executive September 1, 2012 Al Topin	Doctors' Words No Longer Gospel In the digital age, physicians don't call the shots when it comes to healthcare guidance. Marketers must appeal to multiple sources in seeking ways to garner patient adherence and loyalty.
Managed Care September 1999	Physicians Seen As Next in Line For NCQA Review The National Committee for Quality Assurance says it will begin an accreditation program for medical groups two years from now....
Pharmaceutical Executive July 30, 2007 Stewart Young	Marketing to Professionals: The Essence of a Brand Beyond good messaging, marketers must establish a brand that is forever etched into physicians' minds.
Managed Care March 2005 Martin Sipkoff	Direct-to-Consumer Ads Garner Mixed Outcomes DTC advertising's reputation as a bully may be largely overstated. There's little evidence that sales of specific drugs increase, and there may be some benefit.
Pharmaceutical Executive September 1, 2010 Marylyn Donahue	With a Little Help from their Peers Physician meetings drive prescribing behavior, but what are the marketing meetings doctors prefer, and who are they listening to?
BusinessWeek April 23, 2009 Catherine Arnst	Doctors' Pride: A Hurdle to Digital Medicine A forerunner in New England found that some physicians would sooner cut ties than see their elite status threatened.
Managed Care July 2000 John Carroll	Physicians Reconsider Taking On Pharmacy Risk They've been burned here in the past, but physicians - and the HMOs that they contract with - may have learned some lessons.