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Unlearning Old Programming

Albert Einstein is widely credited with saying, “The definition of insanity is doing the same thing over and over again, but expecting different results.” While I do not view that choice as insane, I do see it as a common trap that most, if not all, in pharmaceutical sales seem to make. Here is how […]

In Pharma…Without Digital, It’s not a Strategy

LIFE SCIENCES FORCES OF CHANGE New and often asymmetrical competition is reshaping the market. Disruption is the new normal, the pace of innovation is accelerating, and data more important than ever. Furthermore, we have entered the era of the Millennial healthcare providers (HCPs) & patients with technology-dependent expectations and empowerment regarding care treatment, research and […]

Off-Label Prescribing – A New Worry for the Pharmaceutical Industry

By Neil Grubert, market access specialist, analyst and author. EU Study on Off-Label Prescribing In recent years, the pharmaceutical industry has been concerned by the precedent set by the off-label use on purely economic grounds of Roche/Genentech/Chugai’s Avastin (bevacizumab) as a replacement for Roche/Novartis’s Lucentis (ranibizumab) in the management of wet age-related macular degeneration (AMD). The […]

Complicated vs. Complex Challenges in Pharma

By Steve Figman The pace, scope, and variety of challenges we face as executives in Pharma are both invigorating and overwhelming. They span macro trends such as personalized medicine, real-world-evidence (RWE), onerous regulatory pressures, collaborative R&D and Digital health, as well as those specific to our businesses including post-merger integration, loss of exclusivity, market access […]

10 Best Selling Drugs 2018 – Oncology

The Complete List and Analysis of the Best Selling Oncology Drugs in 2017. All the Top Oncology Products in the Pharmaceutical and Biotechnology Industry with detailed performance and future trends Oncology remains the largest disease area in the pharmaceutical business followed by diabetology, rheumatology, anti-virals, and others. Total revenues for the 10 best selling oncology […]

Time to Leave the Rivalry Behind?

Sales and marketing functions within the pharmaceutical and biotech industries, at times, can resemble the social hierarchy at your old high school. Cliques posturing to be the cool kids on campus, each jockeying to lead, plan, and control the budget for the prom or class trip. While a healthy rivalry can be an effective driver […]

Need to predict the competitive behavior in the pharmaceutical market

Pharmaceutical companies, in general, tend to neglect the role of competition in strategic analysis, in spite of being in markets where competition plays a significant role, as, usually, two or three players have 80%-90% combined market share per therapeutic category. To be fair, pharmaceutical companies are not alone in this, according to a McKinsey survey[1], […]

Pre-sale Questions