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Pharmaceutical Executive June 1, 2005 Ian Wilcox	Raising Renaissance Managers The leaders of pharma lack vision because of the industry's practice of promoting specialists to top positions. Talent management strategies can reverse this trend and lead to greater success.
Global Services August 14, 2008 Mehra & Singh	A Comprehensive Talent Strategy for Services Outsourcing Outsourced service operations in India, China, and other developing countries face a war for talent that will ultimately determine their competitiveness. Win this war by pursuing a comprehensive talent-management strategy.
Pharmaceutical Executive March 1, 2011	Creating Customer Value: New Horizons on the Managed Markets Journey A highlight of the Hay Group's annual study of Sales Force Effectiveness, focusing on managed care markets.
Pharmaceutical Executive November 1, 2013	Roundtable on Market Access Market Access is a window on what matters in the real world of soaring patient expectations and crimped payer budgets for innovation.
Pharmaceutical Executive February 1, 2011 Stan Bernard	Are You Trained to Compete and Win? With the impact of the sales rep in decline, it's time to beef up training for other pharma functions to fill the gap in a competitive marketplace
Pharmaceutical Executive March 1, 2012 Paolo De Marino	Registering Value: Always in the Eye of the Beholder The organizational disconnect between marketing and market access is curable if both groups focus on what counts: who's making the final purchase.
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.
Pharmaceutical Executive October 1, 2010	When the Payer IS the Player As Medicare, Medicaid, and the nation's web of private payers gain market power, how can pharma stay ahead of the cost-containment curve?
Pharmaceutical Executive June 1, 2011	Emerging Pharma Leaders 2011 Meet 2011's Emerging Pharma Leaders. Can these 30 trendsetters build competitive scale from scarcity?
Pharmaceutical Executive July 1, 2012	Emerging Pharma Leaders 2012 Meet 2012's Emerging Pharma Leaders. Can these 15 global trend setters set the mark on their time in history by doing better with less while tapping new opportunities from science and technology to build competitive scale?
Pharmaceutical Executive December 1, 2012 Hager & Temme	Germany's Price Reform Revolution At two years and counting, what's the secret of success in negotiating pricing under the new Act on Reform of the Market for Pharmaceutical Products legislation?
Pharmaceutical Executive February 1, 2014 Anbil et al.	Managed Markets: Positioning Your Product For Success with Pull Through Strategies A patient-centric approach to drug development delivers the benefits that actually create value
Pharmaceutical Executive January 1, 2009 Stan Bernard	Pharma vs. Pharma The most successful pharmaceutical companies will be those that can transform as the industry itself transforms.
Pharmaceutical Executive February 1, 2012 Wilcox et al.	Sales Force Survey: Still Too Much Business as Usual? In the global battle for market share, the ability to adapt and mobilize your human assets around a responsive commercial model is a key variable of success.
HBS Working Knowledge July 25, 2005 Robert Simons	An Organization Your Customers Understand Addressing the most obvious -- and most vexing -- problem of organization design: grouping work units according to specific criteria.
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 July 1, 2012 William Looney	The Learning Curve In a wake up call to this year's Emerging Leaders a group of St. Joseph's Business School Health Management alumni say time has no limit on surprises; change for pharma is here and it's good.
Pharmaceutical Executive June 1, 2011 Mike O'Neill	Optimizing your Value with Payers The skill set of the future -- competently and carefully negotiating with payers -- will continue to grow.
Pharmaceutical Executive September 1, 2012 Stan Bernard	The Payer C Change: From Customers to Competitors "Payers have evolved to become powerful global contenders with pharma for increasingly limited funding of drug budgets." Understanding why and how this payer shift to dominance occurred is critical for pharmaceutical professionals in adjusting their business model.
Pharmaceutical Executive November 1, 2012 Greg Lovas	The Battle's on for HR Success in China Chinese start-ups have realized that they need to recruit highly skilled and globally oriented general managers from foreign multinationals when they reach a critical size.
Pharmaceutical Executive December 1, 2011	UK Report: Keep Calm and Carry On ... Differently Even as the global economic roller coaster affects one of the country's dearest public institutions, the National Health Service, there is still reason for optimism in these times of austerity.
Pharmaceutical Executive May 1, 2012	Super-Size Me Finding opportunities in the information explosion: big data, big challenges and big rewards.
CIO August 13, 2008 Karan Sorenson	Why Mentoring Creates Competitive Advantage Mentoring your team creates an IT department that is better able to compete for talent and business advantage, says the CIO of Johnson & Johnson Pharmaceutical Research & Development.
Pharmaceutical Executive January 1, 2012 William Looney	Pharma 2012: Hard Times Before the Harvest 2012 will be a transition year for pharma, one of the most important in its history. The challenge is that many new treatments may not complete the move from 'bench to bedside' in time to plug the yawning revenue gap.
Pharmaceutical Executive August 1, 2012 Andrea Sobrio	Innovative Contracting: What is the Verdict? Industry is finding it harder to secure market access and payer uptake for new products. Innovative contracting may offer a solution. Is it working?
Pharmaceutical Executive November 1, 2013 William Looney	Payers: Late for the Party? Pharm Exec's two key features this month illustrate the strategic contradiction facing today's industry.
Pharmaceutical Executive October 1, 2010 Kristen Brill	Roles, Resources In Conflict Results from a 2010 benchmarking study provides industry companies with an unbiased view of how other organizations are budgeting, delivering, and measuring training. Understanding current approaches can help better determine how to develop effective leaders and drive business.
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 July 1, 2005 Ellen H. Julian	What Pharma Wants From IT Today Indications that compliance and productivity issues reign over information technology (IT) budgets at pharma companies were verified in the 2005 Pharmaceutical Executive/Life Science Insights Information Technology Survey of nearly 850 US pharma companies.
Insurance & Technology October 20, 2009 Chuck Cornelio	Secrets of IT Talent Management: Workforce Risks Worth Taking Sometimes the less obvious candidates are the right ones when it comes to selecting your IT leadership team.
Pharmaceutical Executive October 1, 2011	Pharma Futures: The Next 30 Years Success for the next 30 years in the pharmaceutical industry depends significantly on navigating the myths and mental traps of emerging market strategy.
Pharmaceutical Executive June 1, 2012	2012 Dealmakers Outlook With Yankee Stadium as the backdrop, Pharm Exec convened on its annual panel of heavy hitters in business development to crack the bat on best practices in licensing and for the year ahead.
Pharmaceutical Executive May 1, 2007	Thoughtleader: Thomas Nagle, Strategic Pricing Group This industry consultant believes the U.S. government will soon follow Europe's lead in taking a greater hand in price negotiations, and pharma will need to be able to communicate the value that products offer. Here he discusses how pharma can meet that challenge.
Managed Care September 2007 Frank Diamond	Pay for Performance in Pharmacy Is More Theory Than Reality Even if the the goal of pay-for-performance pharmacy programs is unattainable in this country, working toward it might produce interesting experiments in cost efficiency.
Job Journal January 14, 2007 James E. Challenger	Change Industries, Not Careers If you've been laid off, cut back or downsized, or perhaps just plain burned out, consider applying you skills in a different industry.
Pharmaceutical Executive January 1, 2007 Glass & Poli	Forecast 2007: Connecting the Dots How do execs rank the issues facing the pharmaceutical industry? And what are the links they see between them? A new study reveals the industry's mental map of today's challenges.
Pharmaceutical Executive September 1, 2013 William Looney	Trying to Control Pharma Costs? A key issue for biopharma marketers today is balancing cost and value factors around specialty biologic drugs, particularly those for cancer and other high profile, life altering diseases.
IndustryWeek August 18, 2010	Identifying Your Future Leaders Sustained, committed leadership development can be a key differentiator between the most successful manufacturers and the also-rans. Are you taking care of your talent pipeline?
Global Services October 2, 2008 Schweyer & Marzulli	Placing Talent at the Center of Integrated Talent Management For effective Talent Management (TM), integrated talent management solution platform is required. An employee-centric mindset too is necessary; one that makes talent a partner in the lifecycle. But is that followed in organizations?
Pharmaceutical Executive October 1, 2010	Taking a Less-Generic Route to Generics A leading pharmaceutical industry player speaks out on what is fueling success in the sector.
Managed Care February 2002 Ira Studin	Reframing the Pharmaceutical Manufacturer/Health Plan Relationship in Managed Care It is suggested that health plans address "total cost-of-care savings" in their budget process, and the pharmaceutical manufacturers establish a "consultative service function" in their managed care divisions...
Pharmaceutical Executive March 3, 2014 Mason Tenaglia	The New Metrics of Market Success Profitability now depends on metrics to help companies answer a key strategic question: "stay the course" with more investment in sales and marketing? Or "stand down" and deploy those scarce assets somewhere else?
Pharmaceutical Executive August 1, 2008	Harbingers of Change The pharmaceutical industry is changing. Here are eight seminal events that describe how.
Pharmaceutical Executive February 1, 2013 William Looney	Pathways to Progress Cancer is increasingly understood as a collection of rare and mostly treatable conditions rather than the impregnable, monolith portrayed in popular culture. Industry experts review current and pending efforts to turn great science into good practice.
Bio-IT World December 10, 2002 Jim Hall	21st Century R&D Strategy: Atlantic or Pacific? The biopharmaceutical sector is divided by two strategic perspectives.
Pharmaceutical Executive October 1, 2008 Christian Marcazzo	Remodeling Your Sales Force It's management makeover time and micromanaging is so last year.
Pharmaceutical Executive October 1, 2006 Ray Hill	China: Big Rewards. Bigger Risks? The world's fastest growing pharmaceutical market may one day be the largest. Breaking in could be industry's greatest challenge.
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.
Job Journal February 1, 2009 James E. Challenger	Career Pros: Change Careers Only as Last Resort Look for opportunities in other industries before fleeing your field.
CIO October 25, 2012 Michael Friedenberg	CIOs Must Face the Talent Challenge The IT talent wars are intensifying. CIOs are using several approaches to attract and nurture top talent.