Business Gap Rebates and Discounts represent one of the largest line items on Financial Statements of Pharmaceutical Manufacturers, yet the criteria for assessing contracting decisions often lacks the analytical rigor that match the financial exposure. Pre-deal analysis uses inputs from …
While my colleague posts that bio-pharmaceutical sales operations staff are working too hard, I think managed markets operations and analytics staff members are simultaneously more over-whelmed and under-resourced. For too long, too many bio-pharmaceutical firms have under-invested in analytics and …
Day of Reckoning: “the time when one is called to account for one’s actions, to pay one’s debts, or to fulfill one’s promises or obligations.” April 15 marks an important, but frequently overlooked “forward inflection point” in the annual cadence …
Recall that this blog series focuses on Sales Operations, and hence the sales force. However, one cannot consider the sales force in isolation. Over the past several decades, we have experienced a proliferation of channels, including direct sales, mass media …
The flavour of the season, nay the flavour of the year in India is heavy discounting. If you look at online retail, there are deep discounts being offered on goods and services. The discounts are no longer restricted to FMCG …
Welcome to Axtria’s blog series on sales strategy and operations. This series will examine a ‘year in the life’ of sales operations. In the process, we will highlight the major ‘seasons’ throughout the year as the annual cadence goes through …
I have always been inspired by the image of Archimedes and how excited he might have been running out of his medieval bath tub in his birthday suit with his now famous war cry of ‘Eureka’. It is equally interesting …
I like Thomas Friedman. While some of his metaphors are twisted, he totally “gets” globalization and the unambiguous virtues of entrepreneurial-based economies. You may be familiar with Friedman … he has written the best-selling books “The World is Flat”, “Hot, …
An ACO is a group of providers willing and capable of accepting accountability for the total cost and quality of care for a defined population. The goal of the ACO is to deliver coordinated and efficient care. ACOs that achieve …
Over the past several years a number of Pharma companies have developed processes and procedures to ensure that promotional activities, personal and non-personal, are targeted appropriately. Customers are either “included or excluded” based on the specialty of a healthcare professional …
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