Leadership Perspectives

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  • Information Sheets (8) info
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    Information Sheets

  • Publications & Viewpoints (32) info
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    Publications & Viewpoints

    TGaS Advisors Management Advisors regularly offer top-line data and insights in white papers, advisory briefs, VHows (mini-benchmarks on a single issue) and commentary to business and industry publications and websites.

  • Landscape Studies (1) info
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    Landscape Studies

    TGaS Advisors' cross-disciplinary studies give you an industry-wide view of the Commercial Operations landscape. These landscape studies gather facts and observations through interviews, interactive presentations and TGaS Advisors' extensive database, providing insights on such areas as industry confidence, pharmaceutical industry trends, technology deployment, key issues and preparation for the future in times of radical change.

  • Research Studies (1) info
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    Research Studies

    TGaS Advisors' research studies gather facts and observations through interviews, interactive presentations and their extensive database. TGaS provides data, insights and operational perspectives on pharmaceutical trends and partner with higher learning institutions and several key associations to develop and present findings and other top-line data.

  • Presentations (1) info
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    Presentations

    TGaS Advisors Management Advisors are invited to present data, insights and operational perspectives on pharmaceutical industry trends at major industry conferences. They also partner with several key associations to develop and present State of the Industry surveys and other top-line data.

  • Case Studies (4) info
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    Case Studies

    TGaS Advisors works with clients to produce measurable advances in efficiency, effectiveness and profitability. Selected case studies demonstrate real-world application of TGaS benchmarking and advisory services.

Articles. Papers. Studies. Solutions.

The following resources provide examples of TGaS' thought leadership on a variety of pharmaceutical operations and business topics.

Showing 47 out of 47 available documents

Information Sheets, Sales

Incentive Compensation Diagnostics Information Sheet

June 2014

Information Sheets, Executive Commercial Operations

Commercial Process Blueprint Information Sheet

June 2014

Publications & Viewpoints, Digital Marketing

Multichannel Marketing: State of the Data

March 2014

By Donna Wray
Vice President, Management Advisor

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How companies deal with the process of managing new data and where they locate along the continuum from "Sparse Data" to "Big Smart Data."

Publications & Viewpoints, Marketing Sciences

Managing the New Mix

March 2014

By John Kain
Vice President, Management Advisor

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How companies are (or aren’t) using more sophisticated data and analytics as they wrestle with the challenges of multichannel marketing and the proliferation of new, nontraditional data.

Publications & Viewpoints, Global Marketing

Global/U.S. Collaboration: It’s not the When, it’s the How

October 2013

By Steve Vitale
Director, Management Advisor

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Collaborative interaction between Global and U.S. teams for commercializing and marketing new pharmaceutical products is critical to industry success.

Information Sheets, Organization Alignment 360°™

Organization Alignment 360°

August 2013

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TGaS® Advisors Organization Alignment 360° defines specific and practical actions that help you to achieve and maintain “indispensable business partner status” with your stakeholders.

Information Sheets, Organization Alignment 360°™

Organization Alignment 360° Action Planning Workshop

August 2013

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TGaS® Advisors Organization Alignment 360° (OA 360°) Action Planning Workshop is a full day, department-wide workshop using results and insights from the OA 360° Assessment to identify a roadmap for improving organization alignment.

Information Sheets, Sales

Inside Sales Team Assessment Information Sheet

August 2013

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TGaS® Advisors Inside Sales Team Assessment addresses current industry practices to provide unbiased, timely insights into the effective use, deployment and management of inside sales teams.

Information Sheets, Sales

Field Technology Assessment Information Sheet

August 2013

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TGaS® Advisors Field Technology Assessment evaluates the usability and functionality of your Field Technology (from the field’s point of view) by providing essential insights on strategy, governance and resources in order to improve your sales force effectiveness.

Information Sheets, Marketing

U.S. Marketing Information Sheet

June 2013

Information Sheets, Training & Development

Training Innovation & Learning Technology Assessment Information Sheet

June 2013

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Optimize the use of learning technology in your organization.

Publications & Viewpoints, Training & Development

Training and Technology: Leveraging the Power of Digital (Article)

May 2013

By Rich Waite
Executive Director, Management Advisor

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Article

The innovative use of training technology is making profound changes the pharmaceutical industry. At the same time, day-to-day demands keep increasing, while shrinking budgets and limited resources add to the challenge. Training leaders must become more creative, ...

Publications & Viewpoints, Training & Development

Training: A New Way FORWARD (Article)

May 2013

By Rich Waite
Executive Director, Management Advisor

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Article

Traditional training techniques, once centered on the learner's needs, are now being turned around to account for what's good for the business. Rich Waite and other industry experts provide their viewpoints.

Research Studies, Organization Alignment 360°™

What Aspects of Commercial Operations Impact Pharmaceutical Company Business Performance? (Temple Study)

April 2013

By George Chressanthis, Ph.D, Temple University

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An independent study measuring the impact of investment in pharma Comm Ops on company performance shows that innovative orientation, employee engagement, organizational alignment and first-line manager span of control correlate with improved sales revenue.

Publications & Viewpoints, Organization Alignment 360°™

Reflections on a Research Study Conducted by the Temple University Fox School of Business

April 2013

By Anna McClafferty
Senior Vice President, Management Advisor

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TGaS reflects on the recent independent study conducted by Temple University, "What Aspects of Commercial Operations Impact Pharmaceutical Company Business Performance?"

Publications & Viewpoints, Managed Markets

Managed Markets' Contract Management Teams: Going Beyond Efficiency to Increase Capabilities and Strategic Partnerships (White Paper)

March 2013

By Brian Deppen
Executive Director, Management Advisor

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White Paper

Although Contract Management teams are typically associated with transactional processing, they are assuming a new prominence with the growth of managed care.

Publications & Viewpoints, Sales

Sales Operations: Strengthen Amid Tighter Budgeting (Article)

January 2013

By PharmaVOICE

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Article

In the midst of a changing commercial landscape, pharma sales operations leaders are striving to produce vibrant organizations that develop and reward team members.

Publications & Viewpoints, Managed Markets

The Managed Markets Organization: A Function in Transition (White Paper)

November 2012

By Joe Falcon
Senior Vice President, Management Advisor

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White Paper

The TGaS Managed Markets Practice sets out priorities and challenges faced by Managed Markets in working with Brand teams.

Publications & Viewpoints, Managed Markets

A Changing Mindset: Managing Managed Markets (PharmaVOICE)

October 2012

By Joe Falcon
Senior Vice President, Management Advisor

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Joe Falcon is a featured expert in this article about what companies must do going forward to incorporate the payer perspective into brand strategy and demonstrate value from the very beginning.

Publications & Viewpoints, Marketing Sciences

Becoming Indispensable as a Marketing Science Professional: Focus on the Forecast (Advisory Brief)

August 2012

By John Kain
Vice President, Management Advisor

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Advisory Brief

TGaS Marketing Sciences leaders advise on how to add value to the organization and to your own career.

Publications & Viewpoints, Sales

Sales Operations: Creating a Vibrant, Career-Driven Organization (Advisory Brief)

August 2012

By Curt Staab
Vice President, Management Advisor

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Advisory Brief

TGaS Sales Operations presents a three-part prescription for planning, training and communications to convey value.

Publications & Viewpoints, Sales

Putting the Incentive Back into Sales Force Incentive Compensation (Advisory Brief)

April 2012

By James Castello
Executive Director, Management Advisor

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Advisory Brief

Reps fear going from "hero to zero," but, say TGaS Sales Operations leaders, the real issues are perception and communication.

Publications & Viewpoints, Med/Reg/Legal Review

A Bridge to Better Outcomes (PharmaVOICE)

April 2012

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Medical Affairs, says Jim Mercante, who is quoted in this article, has become a global group serving as a conduit between internal stakeholders and their external clients.

Publications & Viewpoints, Digital Marketing

Marketing on a Two-Way Street (PharmaVOICE)

October 2011

By PharmaVOICE

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Donna Wray and other industry experts provide their views on the cost of avoiding social media as well as the importance of the business justification for doing so.

Publications & Viewpoints, Marketing

From Operational Excellence to Strategic Partner: A Call to Action for Pharmaceutical Marketing Operations (PharmaVOICE)

October 2011

By Don Paras
Vice President, Management Advisor

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As Brand teams shrink and demands grow, pharma is turning increasingly to Marketing Operations for help. TGaS asks: Are you ready?

Publications & Viewpoints, Marketing

From Operational Excellence to Strategic Partner: A Call to Action for Pharmaceutical Marketing Operations (White Paper)

September 2011

By Don Paras
Vice President, Management Advisor

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White Paper

This TGaS Marketing Operations White Paper outlines what it takes to become a strategic partner to marketing in several areas.

Publications & Viewpoints, Sales

When Budgets Loom: Five Steps to Finding Your Sales Operations "Efficient Frontier" (White Paper)

August 2011

By James Castello
Executive Director, Management Advisor

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White Paper

The search for efficiencies doesn't have to mean cuts. Viewed differently, it can strengthen operations and demonstrate value, says TGaS.

Publications & Viewpoints, Executive Commercial Operations

Fact vs. Fiction (Pharmaceutical Commerce)

June 2011

By Anna McClafferty
Senior Vice President, Management Advisor

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Industry observers invariably describe the commercial model as broken. A new TGaS study reveals what's really happening, says Anna McClafferty.

Landscape Studies, Executive Commercial Operations

The New Commercial Model: Reality or Rhetoric? (White Paper)

April 2011

By Anna McClafferty
Senior Vice President, Management Advisor

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White Paper

TGaS Landscape Study, sorting fact from fiction in this look at the drivers of change and the demands of the new commercial models.

Publications & Viewpoints, Training & Development

Reinventing Training & Development (Pharmaceutical Representative)

April 2011

By John Carro
Senior Vice President, Management Advisor

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In a rapidly evolving commercial environment, training departments would do well to go back to the drawing board, say TGaS Training & Development specialists.

Publications & Viewpoints, Training & Development

Focus on Specialty Reps: From Information Source to Information Connector (PharmaVOICE)

April 2011

By TGaS Training & Development Practice

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As primary care recedes, companies are focusing on high-performance specialty brands, with significant implications for training, according to TGaS experts.

Publications & Viewpoints, Training & Development

Sales Training in Transition (PharmaVOICE)

April 2011

By PharmaVOICE

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As traditional sales reps roles shift, training models must evolve accordingly. TGaS contributes "5 Steps to Reinventing Training & Development" to this article.

Publications & Viewpoints, Managed Markets

Shifting Sands in Managed Markets: New Environment, New Skills, New Direction (HBA Bulletin)

April 2011

By Joe Falcon
Senior Vice President, Management Advisor

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Managed Markets is becoming a major focus as industry prepares for healthcare reform; according to TGaS data. Joe Falcon offers expert advice on the transition.

Publications & Viewpoints, Training & Development

Reinventing Training and Development as a Key Player in the New Commercial Environment (White Paper)

January 2011

By John Carro
Senior Vice President, Management Advisor

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White Paper

TGaS specialists advise aligning Training and Development with the larger business and driving the necessary changes.

Publications & Viewpoints, Executive Commercial Operations

The Five Things We Need to Do to Re-invent Commercial Operations (Pharmaceutical Commerce)

July 2010

By Stephen Gerard
Executive Vice President and Founder

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Article

By running commercial operations like a stand-alone business, executives can sharpen their focus on strategy, tactics and overall performance.

Publications & Viewpoints, Canada: Access & Reimbursement

The Five Things We Need to Do to Re-invent Commercial Operations (White Paper)

April 2010

By Stephen Gerard
Executive Vice President and Founder

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White Paper

A fundamental shift is under way throughout the pharmaceutical industry – we can all agree on that. What used to take decades to change and years to measure now seems to happen at the speed of light. Every functional area in almost every pharmaceutical company is ...

Publications & Viewpoints, Digital Marketing

TGaS Advisors Comments to FDA on Social Media

February 2010

By Donna Wray
Vice President, Management Advisor

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This summary of opinions on FDA areas of inquiry are based on our experience, data and comments from our member companies, including GlaxoSmithKline, Novo Nordisk, Ortho-McNeil Janssen, Sanofi-aventis, Shire, Takeda, and others.

Case Studies, PDMA

PDMA Benchmark - Reconciliation Optimization

January 2010

Case Studies, Digital Marketing

The Value of Increasing Enrollments

January 2010

Case Studies, Med/Reg/Legal Review

The Value of Automation

January 2010

Case Studies, Sales

Incentive Compensation Processing

January 2010

Presentations, Digital Marketing

DDMAC Public Hearing: Promotion of FDA-Regulated Medical Products Using the Internet and Social Media Tools

November 2009

By Donna Wray
Vice President, Management Advisor

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TGaS Advisors brought together the top digital pharma marketing executives to develop consensus on key aspects of FDA Guidelines on social media.

Publications & Viewpoints, Digital Marketing

Social Networking: Not Just a Fad! (PM360)

January 2009

By Donna Wray
Vice President, Management Advisor

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Article

How are marketers using social networking now, and what will it mean for the future?

Publications & Viewpoints, Executive Commercial Operations

Pharma Be Nimble. Quick! (Pharmaceutical Executive)

November 2008

By Pharmaceutical Executive

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Article

TGaS Advisors was part of a select group of 8 consultants asked to share their ideas on the ever-changing environment.

Publications & Viewpoints, Sales

Redefining the Salesforce Landscape to Navigate New Territories (PharmaVOICE)

June 2008

By PharmaVOICE

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PharmaVOICE talks to experts, inlcuding TGaS, about the need for a dramatic shift in thinking around processes, that will occur slowly as companies are forced to deal with market-shaping factors.

Publications & Viewpoints, Digital Marketing

Mobile Marketing is Gaining Ground in Pharma (PharmaVOICE)

May 2008

By PharmaVOICE

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Article

Donna Wray from TGaS provide her expert commentary on consumer and HCP mobile marketing.

Publications & Viewpoints, Digital Marketing

Meaningful Metrics are Essential to Coping with the Speed of Change in Online Marketing (HBA)

January 2008

By Donna Wray
Vice President, Management Advisor

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Article

Donna Wray from TGaS shares her advice on choosing metrics to obtain a range of actionable information. Posted with permission from HBA.

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