Managing the Middle

Lurker, Nancy
August 2010
Pharmaceutical Representative;Aug2010, Vol. 40 Issue 8, p18
The article reports that the pharmaceutical industries have shifted their focus away from revenues toward driving profits to address the cost drivers and to boost the rate of investment (ROI) in the U.S. It states that several companies are turning to outsourcing to build flexibility into their sales organization. It emphasizes that outsourced promotional service providers have shifted in perception since their inception, when they have been viewed as Contract Sales Organizations (CSOs).


Related Articles

  • BIG DATA. Leddy, Peter E. // Contract Pharma;May2015, Vol. 17 Issue 4, p70 

    The article talks about the use of big data by the pharmaceutical companies to improve its contracting strategies. It discusses growth in big data in terms of volume, velocity and variety. It informs that pharmaceutical manufacturers have implemented revenue management system to increase returns...

  • 10 Years of Bio-Outsourcing. Langer, Eric S. // Contract Pharma;2009, Vol. 11 Issue 8, p46 

    The article discusses the financial performance of the biomanufacturing industry in biopharmaceutical outsourcing. It notes that in the year 1999, ensuring the production of biologics coming through the pipeline is the primary focus of the industry. It mentions that in 2009, growth and rise in...

  • Smart Outsourcing: Strategic Alignment, Risk Management, and New Relationships. Schmit, Willam; Uydess, Ian // BioPharm International;Mar2012 Supplement, ps35 

    The article offers information on the smart outsourcing in pharmaceutical industry. It says that pharmaceutical's outsourcing is being confined to clinical trial support, drug packaging, and commercial manufacturing. It mentions several business and operational benefits of smart outsourcing,...

  • Costs, Controversies Frame 2005. Shaw, Gina // Drug Discovery & Development;Dec2005, Vol. 8 Issue 12, p16 

    The article examines major trends and stories in the American drug industry in 2005. Drug production costs increased while productivity declined. One reason for decreased profits is the safety controversy related to some drugs. Genentech popularized pharmacogenomics through its breast cancer...

  • Direct Mail, Done Right. Bolling, Jay // Pharmaceutical Executive;Feb2005, Vol. 25 Issue 2, p92 

    Focuses on the significance of direct mail campaigns in improving the sales of various pharmaceutical firms. Way of attracting more customers; Increase on the level of competitive advantage; Rise of the returns on investment.

  • HOW NOT TO HANDLE REBATES. Still, John; Carlson, David // Pharmaceutical Executive;May2008, Vol. 28 Issue 5, p125 

    The article discusses various approaches on how pharmaceutical companies could minimize return on investment (ROI). They include determination of accounts that offer discounts, calculation of incremental profits on discount investments and cost/benefit analysis of payment for formulary and...

  • Bank Outsourcing Biz Helped Fiserv Meet Targets for '01 . Fung, Amanda // American Banker;1/28/2002, Vol. 167 Issue 18, p23 

    Reports the role of bank outsourcing on the corporate earnings of Fiserv Inc. in Brookfield, Wisconsin. Percentage of total revenues generated from outsourcing; Achievement of per-share earnings target; Growth in securities processing business.

  • Disintermediation cuts both ways. Heller, Robert // Management Today;Jan2000, p28 

    Discusses the impact of the outsourcing trend on companies' profitability and operations. Shift from manufacturing operations to product development, sales and marketing; Expansion into after-sales service and pre-sales design; Pros and cons of running virtual corporations.

  • Management standards. de Klerk, Vic // Finance Week;4/19/2004, p34 

    Focuses on the management of return on equity (ROE). Achievement of ROE in the U.S. and South Africa; Calculation of ROE; Ways a company do with profits.


Read the Article


Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics