Harvard Business

JUNE 13, 2016

Since 1999, three years after OxyContin was unveiled by Purdue Pharmaceuticals, the rate of drug overdoses in the U.S. Meanwhile, the amount of prescription opioids sold by pharmaceutical companies has quadrupled, despite no proliferation in the amount of reported pain.

Pharmaceuticals 28

Pharmaceuticals Sales Marketing Industry 28

Claris Consulting

JUNE 3, 2019

You see, the job they applied for was in pharmaceutical sales. What this smart and talented professional neglected to consider was that in most overscheduled and overburdened Dr’s offices is a receptionist acting as a gatekeeper that determines whether sales reps ever meet the doctor. Sound harsh?

Strategy 74

Strategy Strategy Strategy& Case Interview 74

Harvard Business

JULY 6, 2016

For 78-year-old Tony, 3,4 DAP — which can be obtained at low cost from compounding pharmacies or for free through a compassionate-use program supported by a small privately held company, Jacobus Pharmaceuticals — is a lifesaver. Pharmaceutical companies traditionally invest heavily in research and development.

Pharmaceuticals 43

Pharmaceuticals Company Government Insurance 43

Management Consulted

DECEMBER 11, 2016

Though the firm’s background is exclusively in pricing, in more recent years it has been breaking into other practice areas such as strategy, marketing, and sales. In 1996, Simon-Kucher opened an office in Boston and began to put more of a focus on its other three practice areas: strategy, marketing, and sales. Practice Areas.

Interviews 100

Interviews Culture Case Interview Automotive 100

Rick Conlow

FEBRUARY 15, 2021

” Since Price implemented his plan sales growth and profits doubled. In contrast, is Martin Shkreli a pharmaceutical executive. Yahoo corporate executive Tammi Kroll quit her high paying job to work at Gravity because she said, “I spent many years chasing the money. Now I am look for something meaningful and fun.”

eBook 52

eBook Pharmaceuticals Leadership Fashion 52

MishTalk

AUGUST 18, 2014

In the US, as long as cars sales remain strong, it appears auto jobs will stay. Contrast that with the three lowest usages of pharmaceuticals, food, and plastics. Robot Sales Robot sales are up, and so is job growth in the US. How long will that be? Social concerns may also be at play.

Automotive 78

Automotive Pharmaceuticals Sales Industry 78

Harvard Business

AUGUST 3, 2016

Regulators try to model how prices, sales, and even the combining parties’ research and development efforts will change after a merger. This is especially true in pharmaceutical markets where new and affordable drugs can improve and even save the lives of many people. If not, it gets the nod. What’s the reason for this?

Research 28

Research Pharmaceuticals Company Development 28

Harvard Business

APRIL 6, 2017

The 1984 Drug Price Competition and Patent Term Restoration Act gave pharmaceutical companies exclusive protections for innovating a new drug. ” By selling a drug they’re already making under a different name, pharmaceutical firms are effectively extending their monopoly for another six months. Ways to Fix the System.

System 34

System Company Pharmaceuticals Productivity 34

freshminds

FEBRUARY 16, 2015

Consultants often offer advice on how to cut costs and therefore drive profits up as well as analyse sales and stocks to work out the most efficient ways of selling products. A short pharmaceutical study on volume and price in this sector of industry - includes a BCG growth share matrix. So what does the consultant need to know?

Pharmaceuticals 40

Pharmaceuticals Finance Efficiency Tools 40

Management Consulted

OCTOBER 16, 2016

BTS Group specializes in digital technology, leadership development, sales training, and assessments. However, the firm operates in five main practice areas: Assessments, Business Acumen, Leadership Development, Sales Training, and Strategy Execution. Pharmaceutical and Biotech. Marketing & Sales. BTS GROUP KEY STATS.

Groups 100

Groups Interviews Culture Case Interview 100

LSA Global

APRIL 18, 2017

Yes, the “old fashioned” bookstores all struggle to compete with online book sales but Borders had additional challenges they failed to meet. For one, instead of establishing their own online sales site, they partnered with Amazon, a formidable rival. The company failed on multiple fronts. They were caught behind the times.

Change Management 34

Change Management Management Film Pharmaceuticals 34

Management Consulted

OCTOBER 18, 2013

Although it started as a tiny group, paling in comparison to the bohemoth revenues of the firm’s hardware sales, this group is now known as IBM Global Services (IGS) which is responsible for 50% of IBM’s revenue globally. Marketing Sales & Service. Howe created the IBM Consulting Group in 1992. Finance Risk.

IBM GBS 203

IBM GBS Interviews Consulting Case Interview 203

Confessions of a Consultant

APRIL 30, 2017

While it’s not an exact science, see what you make of the following story… Doug Meyer: In North America, a pharmaceutical company manufactured and marketed Consumer Health Products. The Coalface: He quickly moved into the field – completing store checks in Chicago and Philadelphia with the sales force.

Management 40

Management Pharmaceuticals Groups Turnaround 40

Harvard Business

JUNE 16, 2016

In July 2015, Novartis launched its new heart failure drug, Entresto, which Forbes in 2014 predicted would be a blockbuster — with expected sales of $10 billion annually — as the potential market in the US exceeds 5 million people with a heart failure condition. Maggi’s sales accounted for quarter of Nestlé’s $1.6

Pharmaceuticals 28

Pharmaceuticals Sales Insurance Insurance 28

Harvard Business

FEBRUARY 16, 2017

When pharmaceutical companies launch a life-saving drug, they regularly spend twice as much on marketing as on the drug development. Develop and fund a sales and marketing capability from the outset. Build sales and marketing capabilities is the third principle. Great need doesn’t necessarily equal great demand.

Nonprofit 29

Nonprofit Wireless Training Training 29

Harvard Business

JANUARY 4, 2017

There are similar stories in the electronics industry, pet food, pharmaceuticals, and even national security. First, the more global the company (in terms of the range of countries it operated in and the proportion of its sales made outside the U.S.), But are businesses any better informed than their customers?

Productivity 29

Productivity Company Pharmaceuticals Survey 29

Harvard Business

JULY 4, 2017

Perhaps even more critical to its success was the the billions of dollars of subsidy provided by the telecom companies to drive the sales of iPhones. The iPhone is the best example of this—its success hinged not only on the device, but its connection to iTunes and the App store. How about a man cave on wheels? Or a kitchen?

Sports 29

Sports Transportation Pharmaceuticals Sales 29

Harvard Business

MARCH 24, 2017

Despite having solid internal anti-corruption rules in place, the pharmaceutical giant wound up facing criminal investigations for bribing doctors and foreign officials , eventually paying a $489 million fine. Yet it resulted in a corporate mentality focused on making the sale at any cost. At first glance, this policy looks reasonable.

Ethics 28

Ethics Company Policies Sales 28

Harvard Business

OCTOBER 24, 2017

In Minnesota, a baker named Shelley Erickson mobilized customer support through two petitions on Change.org to challenge “cottage laws” that prohibited the sale of food made by independent bakers in their homes. Small businesses and entrepreneurs have also effectively deployed online petitions.

Government 29

Government Retail Sales Pharmaceuticals 29

Consulting Success

FEBRUARY 19, 2018

From pharmaceutical companies to financial firms, government agencies to educational institutions, any company that you focus on needs to have a desire for change. Mindy shares one experience in which these efforts worked for her, even though it took four years to complete the sale.

Company 103

Company Consulting Marketing Industry 103

Harvard Business

SEPTEMBER 11, 2014

The survey asked the doctors, for example, to rate the product’s performance and to assess to what level they agreed or disagreed with statements made by the firm’s salespeople during sales calls in light of their experience with the drug.

Survey 28

Survey Pharmaceuticals ROI Benchmarking 28

Harvard Business

NOVEMBER 30, 2017

A few outlier industries (notably pharmaceuticals, medical devices, and computers) prop up the sector’s aggregate performance; most others have experienced flat growth or outright declines in real GDP over the past two decades.

McKinsey 28

McKinsey Turnaround Pharmaceuticals Benchmarking 28

Harvard Business

MAY 10, 2018

Copying techniques have improved so much that some counterfeits now look just like the originals, while online sales make fakes even harder to spot. In order to improve product safety, China’s pharmaceutical, alcohol, and food industries already use QR codes and RFID tags to track products as they move from factory to consumer.

Intellectual Property 28

Intellectual Property Pharmaceuticals Government Accenture 28

Harvard Business

JUNE 14, 2017

Some firms have managed it, in healthcare and in other arenas — think of QuintilesIMS as a source of pharmaceutical sales data, Nielsen as the authority on TV viewer habits, and the U.S. One solution is to become the authoritative source for a particular kind of information. Census for information about U.S. demographics.

Data 29

Data Healthcare Pharmaceuticals Insurance 29

Harvard Business

JANUARY 5, 2018

In sales-driven companies (think pharmaceuticals and industrial equipment), they are often field sales managers who direct dozens of salespeople in the highest-volume regions. The jobs are in sales, customer contact centers, and field service positions. Or they may be people who interact with customers after the sale.

Talent 28

Talent McKinsey Apparel Sales 28

Harvard Business

JUNE 22, 2016

For example, do you make and sell things, hire skilled employees and provide services, develop and new IP like software or pharmaceuticals, or build and manage digital networks, be they transactional, informational, or social? That includes identifying your current mix of assets and the business model that your asset portfolio creates.

How To 29

How To Metrics Pharmaceuticals Hotels 29

MishTalk

JANUARY 22, 2016

Bio-engineering critical to pharmaceuticals, plastics and polymers, biofuels. But gains in financial operations? Everything Rosy but Healthcare Curiously, the following chart from the report makes everything look rosy except healthcare. The last column is my set of abbreviated notes, condensed from descriptions in the report.

Industry 28

Industry Biotechnology Transportation Healthcare 28

Harvard Business

OCTOBER 26, 2017

Pharmaceutical companies have also been implicated. Several investigations have established that drug makers fueled the epidemic to increase their own sales. Many experts at the time contended that pain had previously been undertreated in routine medical practice.

Insurance 28

Insurance Insurance Survey Pharmaceuticals 28

Harvard Business

JUNE 12, 2018

This entails identifying whether exposure to a certain promotion, ad, or specific touchpoint (such as a sales encounter) for a demographic can generate future sales. This can help increase short-term sales as well as build long-term brand loyalty. Mapping adds a new layer to this type of monitoring.

Data 28

Data Media Guidelines Travel 28

Harvard Business

JUNE 20, 2017

While consumer spending has proven resilient, with same-store retail sales rising 6% YOY in April , most multinational corporations are developing contingency plans to mitigate risks to their businesses and reassessing the country’s role in their global market portfolio and supply chains. A tit-for-tat trade war.

Intellectual Property 28

Intellectual Property Industry Marketing Policies 28

Harvard Business

MARCH 21, 2018

The term “safety culture” is misleading because it suggests organizations have multiple cultures: one for safety, another for production, and perhaps others for quality and for sales. Each firm needs to select or develop its own, appropriate to its functions and products.

Operations 51

Operations Chemicals Metrics System 51

Consulting Success

FEBRUARY 19, 2018

We have expertise about how you make change work regardless of whether you’re a pharmaceutical or a financial or a CPG type of firm. If we’re not at the epicenter of the sale and where the change needs to take place, it’s unlikely it’s going to happen. We go across that spectrum. How do you do that?

Consulting 100

Consulting Company Sales System 100

Harvard Business

NOVEMBER 24, 2016

Through my research for this project, I found that most companies take an extremely sales-oriented approach to their web presence. If I was conflicted between an offer from Acme Pharmaceuticals and MegaSource Software, the chance to talk to a real employee might make the difference. Why wouldn’t we do this at a large company?

Marketing 28

Marketing Recruiting Recruitment Talent 28

Harvard Business

NOVEMBER 1, 2017

Such was the case when I was working a grueling pharmaceutical sales job. Do this repeatedly, for at least three to five days, and then observe any perceivable patterns. Often, our discomfort can’t be attributed to a specific source; it is simply a result of a career mismatch.

Exercises 28

Exercises Chemicals Pharmaceuticals Journal 28

Harvard Business

NOVEMBER 19, 2018

” Suppose that you run a pharmaceutical company and that you use a linear model to projects sales of recently patented drugs. Say that the contagion model results in similar long-terms sales but a slower initial uptake, but that the systems dynamics model leads to a much different forecast.

Data 33

Data Construction Guidelines Financial 33

Harvard Business

OCTOBER 23, 2017

In a project for a pharmaceutical company, we were able to isolate the specific information sources that drove positive and negative sentiment toward the client’s brand. Organizations often seem obsessed by measuring fractional shifts in operational performance, capturing data on sales, inventory turns, and manufacturing efficiency.

Change Management 28

Change Management Data Company Management 28

Harvard Business

JUNE 23, 2016

A global pharmaceutical company was about to lose the strategic advantage of several blockbuster drugs coming off patent. Within the circle, each member holds equal status and should not feel that he or she is being asked to represent the point of view of accounting, sales, shipping, or whatever the home department.

Leadership 30

Leadership Pharmaceuticals Groups Operations 30