February 20th-21st - TGaS Advisors Conducts Two Client Forums

Observations that emerged from briefings and group discussions included:

The Current State of Commercial Operations

Strategic tasks, increasing productivity and enabling their employees to be more proactive and customer-centric. A recent TGaS Advisors benchmark showed that about 60% of respondents believe it is at least somewhat likely that some sales and marketing sciences operations will be offshored.
Career Planning for Commercial Operations Personnel

Executives discussed the kind of training and skill sets that operations people need to advance their careers.
Supporting Business Units-How?

If client “buzz” were benchmarked, a recent winner would be company-based physician portals. TGaS Advisors data show that 37% of client companies have one, 50% are planning one, while no portal is planned by the remaining 13%.

Observations that emerged from briefings and group discussions included:

Incentive Compensation Management

Mid-Tier companies attending the Forum estimated that overall spend to manage the IC programs has increased by 17%.
Field Sales Reports (Best Practices)

Over the last two years, the lag time for delivery of monthly information to the field has increased by five days.
SFA Landscape & Observations

On data restriction, participants concluded that the increasing granularity of data may be unnecessary and tends to detract from focusing on the business.

For more information about this event, please contact Gary McWalters gmcwalters@tgas.com

Other TGaS Advisors Client Summits:: TGaS Advisors Commercial Operations Fall Summit; TGaS Advisor Managed Markets Round Table; TGaS Advisors 2011 Commercial Operations Summit; TGaS Advisors 2010 Commercial Operations Summit; TGaS Advisors 2010 Managed Markets Summit; TGaS Advisors 2010 Leadership Summit; November 4th - TGaS Advisors Commercial Operations Summit in Princeton, NJ; April 16th - TGaS Advisors Conducted a Marketing Science Client Forum for the Pharma Industry in Princeton, NJ; May 13th - TGaS Advisors Commercial Operations Client Summit; September 24th - Commercial Operations Executive Client Forum Held; November 13th - West Coast Operations Forum Held; October 15th-16th - TGaS Advisors Commercial Operations Client Forum Held; November 12th - Pharmaceutical and BioPharmaceutical Client Forum for Sales and Marketing Held; Sep 8th-9th - TGaS at CBI’s Leadership Summit on Evolving the Pharma Sales Model; TGaS^® Advisors Internet Marketing Forum for the Pharma Industry, Princeton, NJ

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