Press Release

Solving Managed Markets Staffing Dilemma: New Account Manager Sizing Model from TGaS^® Advisors

East Norriton, Penn., February 24, 2010 – Matching resources to customers is one of the most challenging areas for pharmaceutical companies in the current environment, particularly for Managed Markets. A pressing question for this increasingly influential sector is the number of Account Managers needed to maximize opportunities in today’s changing market. A new Account Manager Sizing Model, customized to each organization, has been developed by TGaS^® Advisors, a benchmarking and advisory services firm to the pharmaceutical industry, to meet this need.

Using industry data and information specific to an organization’s products and requirements, the TGaS Advisors Sizing Model is designed to help Managed Markets leadership plan for the future needs of the organization. It also provides fact-based information to support staffing and resource investment requests as heads of Managed Markets seek to implement new capabilities and manage the changes transforming healthcare. Using the Account Manager Sizing Model, TGaS Advisors can advise companies on staffing needs now and in the future based on a company’s own scenarios, including such issues as launches, loss of patent exclusivity, complexity of products in medical benefit reimbursement, sales force downsizing and company mergers and acquisitions.

The Account Manager Sizing Model provides an “outside-in” perspective to predict a company’s needs based on current conditions and future outlook, according to Brian Bamberger, Managed Markets Practice Leader, TGaS Advisors. The statistically significant model was developed to answer the question, “How do other pharmaceutical companies do ‘it’?”^® and is based on information from 20 organizations in the firm’s extensive database, including large-tier, mid-tier and specialty companies.

“Our experience with Managed Markets organizations at the leading pharmaceutical companies showed us that a ‘one size fits all’ model won’t work. We developed the Account Manager Sizing Model to meet the need for an instrument equal to the complexities of Managed Markets environments while maintaining statistical significance.” The Sizing Model is critical to another area of concern — the changing role of Account Managers. The TGaS Advisors 2010 Future Issues in Managed Markets study shows this as the highest priority for Managed Markets leaders. According to Bamberger, “The 21st century Account Manager needs to demonstrate a stronger emphasis on account relationships, new levels of productivity against changing goals, a better understanding of the changing customer environment and an in-depth knowledge of health economics and outcomes research.”

The Account Manager Sizing Model is available to companies participating in a comprehensive set of TGaS Advisors Managed Markets benchmark and advisory services or as a separate project.

More info on the Account Manager Sizing Model

About TGaS^® Advisors

TGaS Advisors, ranked in the top 50 among U.S. Business Products & Services companies by the Inc. 500, is the leader in benchmarking and advisory services to the pharmaceutical and biopharmaceutical industry. The TGaS Advisors roster includes the top 10 and the majority of the top 50 pharmaceutical companies with operations in the U.S. market. The firm’s benchmarking and advisory services suite of solutions, PharmaStance^®, provides clients with a way to measure where they stand with respect to their organizations and answers the question, “How do other pharmaceutical companies do ‘it’?”^® TGaS Advisors is based in East Norriton, Pennsylvania.