Posts by Beth Ralphs

Bio/Pharmaceutical Outsourcing Report – Special DCAT 2017 Edition

PharmSource has published a special DCAT Edition of our proprietary industry briefing, Bio/Pharmaceutical Outsourcing Report. This monthly report reports on and analyzes major developments throughout the CMO industry. It provides expert insight into the significance of industry trends and what they mean for your business. Deepen your understanding of what’s happening in commercial and clinical […]

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Territory Watch:
Look Beyond the Usual to Capture New Business

The majority of bio/pharma funding events in the U.S. during 2014 and 2015 occurred outside the high-profile hubs of the San Francisco Bay Area and Boston. However, contract research organizations (CROs) and Contract Development and Manufacturing Organizations (CDMOs) looking to capture new business will find substantial opportunities in geographically concentrated areas far beyond those more […]

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Lead Generation: Two Cardinal Rules for CRM Success

Customer Relationship Management (CRM) software should measurably improve business outcomes. When well implemented and expertly managed, it can yield significant gains in internal productivity and promote company-wide collaboration. Data is the linchpin on which CRMs rest, and this foundation needs to be soundly built and maintained. This requires that marketing, inside sales and field sales […]

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Sales Analytics: Strategic Territory Assignments

It’s common to organize sales staff by geographic territory. This may seem to make sense in terms of controlling travel time and costs, and developing expertise by region, but it can leave room for hidden workload imbalances: Should you take steps to equalize the “opportunity quotient” of different territories? This takes into account differences in […]

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Bio/Pharmaceutical Outsourcing Report – Special DCAT 2016 Edition

PharmSource has published a special DCAT Edition of our proprietary industry briefing, Bio/Pharmaceutical Outsourcing Report. This monthly report reports on and analyzes major developments throughout the CMO industry. It provides expert insight into the significance of industry trends and what they mean for your business. Deepen your understanding of what’s happening in commercial and clinical […]

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Capturing CRO Opportunities in the Medical Device and Diagnostic Market

Contract research organizations (CROs) seeking to capture business in the medical device and diagnostic segment face a unique range of challenges, most prominently the lack of information shared by medical device companies during the development process. There are ways to overcome the obstacles and win contract research business in the growing medical device and diagnostic […]

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Lead Generation:
Robots Vs. Humans—And the Winner is…

    Occasionally, we hear about companies that use robotic methods to find bio/pharma business leads. What about the quality of information that’s harvested by automatons–and the coverage that gets missed using this method? There are some potential shortcomings of significance: Coverage of specialty medical conferences (like ASCO, AACR and many others).Many abstracts at these events […]

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3-Step Rx for Overcoming CRM Dysfunction

“Don’t care if a salesperson isn’t paying attention to the [CRM] system? Then suffer the consequences. The most successful CRM systems are at companies where the system is the culture. Do what’s necessary to help your people adapt. Give them training and support. But in return require them to use the system. Because if it’s […]

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Valuable Sales Performance Info Hides in Plain Sight

“It’s not enough to look at aggregate performance across the sales force; aggregation hides insight.”1. A useful approach to assessing individual sales behaviors—and the conduct of small teams—is to identify what works among different customer segments, or what works for selling certain types of products or services. An HBR blog posting on this topic cites […]

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Early Phase Chemical API Product Development Opportunities

This is a snapshot of new business opportunities likely to surface soon in specific companies with small molecule API drug candidates that are currently in the earliest phases of clinical development. It also points to opportunities arising from newly funded early stage drug companies whose focus is on chemical APIs, but don’t yet have products. […]

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