Healthcare Reform raises the bar for Pharmaceutical R & D
Meeting regulatory requirements for approval of an innovative new product is challenging enough but with healthcare reform, it will be the new minimum acceptable standard. Past marketing and sales...
View ArticleElectronic information implications for pharmaceutical companies
Drug information sharing in the past provided an important role for sales reps, Medical Science Liaisons, and even journal advertising. Even back in the mid-1980’s I remember doing online research...
View ArticleStrong science makes for more credible marketing and sales
We live in the reality of a world where skillful chemistry and quick structural modifications can develop new but similar drugs. Some of these new products may provide benefits such as avoiding side...
View ArticleHealthcare Reform Comparative Effectiveness will really mean Comparative Value
Most Big Pharma development programs focus on regulatory requirements for FDA approval. Makes sense. There is no commercial value in a product that can’t get approved. Healthcare reform and the...
View ArticleDelivering on Comparative Value Expectations for the Healthcare Market
Pharmaceutical and biotech company marketers have always appreciated the impact they could have with pharmacoeconomic data to support the advertising and promotion of their products. Unfortunately, it...
View ArticleCommercially Successful Off-label Promotion Should be an Embarrassment to the...
While there are legitimate cases of last resort off-label prescribing (especially in oncology), many examples that have been brought to the attention of the courts that are not desperate attempts to...
View ArticleCan Pharmaceutical Sales Representatives Still Add Value?
If we are trying to figure out how sales representatives can add value, we must start with those who will determine whether or not there is value being added… the customer. This may be obvious to...
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 ArticleWas Antibiotic Development a Casualty of Comparative Effectiveness Expectations?
As early as the mid- to late- 1980s the market started to become increasingly managed (think formularies) and the availability of many inexpensive generic antibiotics even then made it easy to set...
View ArticleComparative Effectiveness and the SATURN study Comparing Crestor with Lipitor
Comparative effectiveness studies like the recently reported SATURN study comparing Crestor® (rosuvastatin) with Lipitor® (atorvastatin) sponsored by AstraZeneca may on the surface appear to be a big...
View ArticleWhy so many Surprising Disappointments from Pharmaceutical R & D?
FDA rejections of new drug applications (insufficient efficacy or safety data), totally unexpected drug failures in Phase III trials, bewildering “no significant differences” demonstrated in...
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