TGaS^® Advisors Conducts Two Client Forums in February

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

TGaS® Advisors provides pharmaceutical companies with tools for continuous improvement, and with fact-based answers to the question: “How do other pharmaceutical companies do ‘it’?”®