February 04, 2016

TGaS Expands Commercial Offerings to Add Contract Management , IC Excellence, MRL Operations

East Norriton, Penn. Feb. 4, 2016. TGaS® Advisors is expanding its roster of commercial solutions with the addition of Contract Management, Incentive Compensation Excellence (ICE) and Medical Regulatory Legal (MRL) Operations. The new solutions, formerly part of existing practices, reflect high client demand in these three areas. 

The benchmarking and advisory firm also appointed Dori Revness, MSEd, as an Executive Director in Training & Development. Brian Deppen was promoted to Vice President, with responsibility for the new Contract Management practice. Executive Director promotions include Tim Burke, Managed Markets Account Management and Marketing; Sharon Getty, Marketing Sciences; Karl Kraft, MRL Operations; Sue Lipinski, Digital & Multichannel Marketing; and Brian Voellmecke, Sales Operations.

Revness brings to TGaS her background in training and performance consulting in healthcare and pharmaceuticals. At Merck & Co., Inc., she led a team in the development of strategic account management techniques and curriculum designed to transform traditional account selling into Key Account Management. Her most recent post was with HealthAnswers Education, a sales training agency.

New Solutions

TGaS President Gary McWalters said, “TGaS is constantly looking for ways to meet the changing needs of life sciences companies, whether established, emerging or startup. We expanded our offerings to reflect the growing importance of Contract Management, Incentive Compensation and MRL to companies who are being challenged to optimize their contracting in a radically new healthcare environment, incentivize a new generation of sales professionals and streamline a review process critical to every company’s success.”

Contract Management. The new Contract Management Practice, formerly part of TGaS Managed Markets, is designed to help companies evaluate the structure and alignment, resources, systems, processes and capabilities of their entire contracting organization, according to Deppen. TGaS can share best practices within the functions of contract strategy, proposal development and approval, contract administration and government pricing to help clients achieve best in class capabilities.

Incentive Compensation Excellence (ICE). Traditional incentive compensation (IC) plans are much less viable in today’s sales environment. According to James Castello, who heads the new practice, companies are seeking to measure and incentivize high performance while maintaining fairness and simplicity. Formerly part of TGaS Sales Operations, ICE is designed to share best practices with companies and support their implementation.

Medical/Regulatory/Legal (MRL) Operations. MRL Operations, formerly part of Marketing Operations, is in growing demand as companies seek to make this critical process shorter, more efficient, more strategic and less costly, according to Kraft. The MRL benchmark looks at comparative strategy, structure, systems, management and measurement with the goal of helping clients reduce overall cycle time and costs while improving quality, compliance, satisfaction and capacity.

For more information, contact Carolyn Subers, csubers@tgas.com.

About TGaS Advisors

TGaS Advisors, TGaS Insights and the Emerging Life Sciences Network constitute the leading benchmarking and advisory services firm for commercial organizations in the life sciences industry. With a roster of established, emerging and precommercial life sciences companies, TGaS provides robust comparative intelligence and collaborative network membership services. Clients can access the TGaS Advisors/TGaS Insights/Emerging Life Sciences Network database, client network and industry experts to establish and improve commercial effectiveness and demonstrate its impact on business results. The team includes more than 50 professionals, most with senior level experience in the life sciences and related industries.