Pharmaceutical industry

Identify, quantify, and manage the risks to your company’s reputation long before a problem or crisis strikes.

In many companies, sales forces and marketers feud like Capulets and Montagues—with disastrous results. Here’s how to get them to lay down their swords.

Decisions are the coin of the realm in business. But even in highly respected companies, decisions can get stuck inside the organization like loose change....

Corporate treasurers and chief financial officers have become adept at quantifying and managing a wide variety of risks: financial, hazard, and operational....

Companies aggressively research what customers want. Yet most vendors just don't understand what customers expect of their salespeople.

From December 2000 to February 2008, the top 15 companies in the pharmaceutical industry lost roughly $850 billion in shareholder value. Although a number...

David Martin, chief operating officer of Lexington Labs, was apprehensive about the upcoming meeting with his senior sales executives. Just a few years...

Don’t settle for just making your product better. Let your customers make it great.

Managing in my homeland taught me to treasure the provincial as well as the universal.

A more complete picture of pharmaceutical pricing and value.

Bryant Pharmaceutical's flagship product, a popular arthritis medicine called Seflex, is selling well--but not well enough. With generic versions due...

Few managers of high-technology companies view manufacturing as a primary souce of competitive advantage. Indeed, companies in high-tech industries increasingly...

A unique probiotic formulation, L-39, has great promise as a pharmaceutical treatment for a common illness. When it hits a stumbling block in its latest...

When the biotech pioneer had to get a blockbuster drug to market fast, it didn’t lock itself into a rigid supply chain. It joined with partners to become a virtual manufacturer.

On March 19, 2020, as Covid-19 swept across the world, Bourla challenged everyone at Pfizer and its partner BioNTech--a German company focused on cancer...

When Joseph Jimenez joined Novartis, in 2007, the company was facing a big challenge: Its blockbuster drug Diovan, which accounted for more than 20% of...

There are two ways of doing business, and any given company is as adroit at the one as it is awkward at the other. Understanding your own organization’s handedness will guide you to the right strategic moves.

What stands between you and the yes you want? According to negotiation experts David Lax and James Sebenius, executives face obstacles in three common...

Bryant Pharmaceuticals is looking for alternatives to traditional advertising—including product placements in TV shows and other media. But when does clever marketing become trickery?

Drug companies need the skills sets to use it.