September 24th - Commercial Operations Executive Client Forum Held
“Back to the future” regionalization plans and trends in outsourcing were two of the hot issues discussed by senior-level pharmaceutical commercial operations executives at an invitation-only forum convened by TGaS® Advisors on September 24, 2008 in Chicago.
Observations that emerged from briefings and group discussions included:
Key Areas for Increase and Decrease
If executives could increase expenditures in 2009, they would opt for sales operations and training, analytics, promotional effectiveness and innovation development. Marketing operations, training and development, meetings and data would decrease.
Areas Offering Greatest Strategic Value to Commercial Operations
Sales and commercial analytics, field force support, market research and training, primary research and innovation development.
2009 Forecasts
Half the executives said they expected their expense budgets to increase by more than 10%, while others expect to stay the same or decrease. Executives also split on headcount, with half estimating a 10% increase and the rest looking at an 11% decrease.
Code on Interactions with Healthcare Professionals
All participating companies have planned policy changes for field sales representatives and most have done so for managed markets account directors as well.
Incentive Compensation (IC)
About half the group saw incentive compensation plans becoming more complex, while others felt they would stay the same. All executives conduct IC review sessions with field leadership prior to general distribution to mitigate issues and questions and gain support. A little over half said they plan to use new sources for IC.
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
- February 20th-21st - TGaS Advisors Conducts Two Client Forums
- 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