Human Capital Optimization Although leadership development has been cited as the most urgent human capital need, many organizations face decreasing budgets...
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Commercial Excellence
Best Practices for Developing Business Acumen & Planning Skills in Field Organizations
Best-in-class pharmaceutical companies realize that the dedication of time and resources to developing business acumen is critical to...
Commercial Excellence
Boosting Sales Effectiveness with Better Field Collaboration
In response to the rapidly changing healthcare marketplace, pharmaceutical companies are reevaluating how to utilize their field forces.
Strategic Change
Driving Cultural Transformation During Large-Scale Change
Large-scale change efforts have a greater likelihood of success if the organizational culture, including individual values and beliefs,...
Strategic Change
Mitigating Compliance Risks Across the Sales Execution Cycle
Companies need to identify and mitigate risks across the full range of sales’ job functions, not just when...
Commercial Excellence
What the Buzz is About: As companies demand more from their reps,...
The healthcare industry is undergoing rapid transformations due to declining government and payer reimbursement, consolidation, and federal healthcare...
Commercial Excellence
Inspect What You Expect: Field based monitoring programs can help companies avoid...
Biopharmaceutical companies need to proactively monitor compliance trends to keep themselves in safe harbor and avoid damaging prosecutions...
Commercial Excellence
A Sturdy Framework: Improving field force business planning requires managers to run...
With the healthcare environment continuing to change, sales managers and sales representatives must understand what drives both their...
Strategic Change
Leveraging Diversity: A Case for Change
During the winter of 2005, Pfizer Animal Health’s Cattle business unit moved to take advantage of changes in...
Strategic Change
Jump Starting a Corporate Merger
As a result of the April 2003 merger between Pfizer, Inc and Pharmacia, leadership in the newly merged...