Healthcare Market Perceptions create Expectations for Pharmaceutical Companies
The pharmaceutical industry has created market perceptions, right or wrong, that have been transformed into market expectations. Like for any business meeting market expectations is a critical...
View ArticleWe Hate Your Financial Influence but we Like Your Money
A change of heart at Stanford Medical School allowed it to accept $3 million from Pfizer for CME after having publicly denounced the inappropriate financial influence of industry on CME. The draconian...
View ArticleWho is Killing the Pharmaceutical Sales Position?
The role of the pharmaceutical sales representative (Chapter 9 in Pharmaplasia™) has been waning for some time. The internet is full of discussions about the sales representative (“detail person”,...
View ArticlePharmaplasia™, Kindle Edition now available at Amazon.com
As word spreads and the popularity of Pharmaplasia increases so do the requests for more format options. For those who have been waiting for the convenience of an e-book version of Pharmaplasia, it is...
View ArticleAre Pharmaceutical Executives Hampering the Ability of their Companies to...
For professional representatives to flourish in the evolving new healthcare market executives must create a corporate environment that understands the importance of and is committed to changing the...
View ArticleHave pharmaceutical representatives been expected to fill label claim and...
So what keeps representatives from having more engaging, more informative, and more credible discussions with physicians? One of the most frequent reasons, or excuses, I hear about is the regulatory...
View ArticleTime to Take Pharmaceutical Manufacturing Serious
It is alarming to see prominent pharmaceutical industry names in the headlines these days regarding manufacturing issues serious enough to require recalls and plant closings, and for the DOJ to be...
View ArticleWhy do Pharmaceutical Sales Representatives hate Scripted Sales Presentations?
For some pharmaceutical companies scripted sales presentations have become a necessity to assure compliance with Corporate Integrity Agreements. For others it is a way to ensure consistent delivery of...
View ArticleDeploying Pharmaceutical Sales Representatives to Drive Product Sales
So what would you do in the previously described post? If you wanted to continue the sales representative role, could you justify the expense and the return on investment? What would your justification...
View ArticleQuit Blaming Drug Companies for Healthcare Market Prescribing and...
Pharmaceutical industry marketing and sales are often blamed for promoting “off label” prescribing and have been highlighted in prescription drug fraud and product liability cases. If the healthcare...
View ArticleBranded Prescription Drugs at Generic Drug Prices
Over 70% of prescriptions today are filled with generic drugs. Once a branded product loses patent protection, they experience generic erosion and a rapid decline in market share of prescriptions....
View ArticleThe Clinical Pharmacist: A Powerful Role in Accountable Care Organizations
The clinical pharmacist has gradually evolved in influence from the early 1980’s to a new point of power with healthcare reform, especially in anticipation of Accountable Care Organizations. While...
View ArticleSuccessful Pharmaceutical Marketing needs the Support of Clinical Pharmacists
The increasingly influential role of clinical pharmacists in the evolving new healthcare market represents an opportunity for pharmaceutical marketers. At the same time, to take advantage of this...
View ArticlePharmaceutical Industry Implications of Accountable Care Organization...
The Patient Protection and Affordable Care Act has prompted CMS (Centers for Medicare and Medicaid Services) in the US to draft a proposal for establishing Accountable Care Organizations (ACO’s). This...
View ArticleGetting Accountable Care Organizations to Promote your Prescription Drugs
In the previous post we discussed the CMS proposed ACO concept for developing healthcare provider systems that engage individual healthcare providers with “shared savings” incentives to improve the...
View ArticleHealthcare Failure Statistics can Identify ACO Opportunities for...
When I first read through the 65 performance metrics outlined in the ACO draft proposal from CMS (Table 1, pages 174-194) it was easy to imagine how drug treatment could help healthcare providers in an...
View ArticleAre Pharmaceutical Marketing and Sales Targeting Pharmacists?
In an earlier post we discussed the role of the clinical pharmacist in the evolving new healthcare market. Medication therapy management as required by CMS as a part of Medicare Part D plans is a good...
View ArticleDo Prescription Drugs Add to, Shift, or Reduce Healthcare Costs?
One would think that by implying your prescription drugs keep people healthy and out of the hospital you could also imply and conclude that drug treatment will lower overall healthcare costs for those...
View ArticleDivining the Future from JP Morgan Healthcare Conference Presentations
The J P Morgan Healthcare Conference is, among other things, an annual four days of back to back 30 minute presentations by Pharma, biotech, device companies, CROs, and a diversity of healthcare...
View ArticleHow to Stop “Off-Label” Marketing and Sales of Prescription Drugs
I’m a little tired of reading about “off-label” promotion of prescription drugs, especially in the context of whistleblower instigated fraud cases and lawyer/patient driven product liability cases....
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