Articles

• Does the life cycle of an organisation determine success of key account management?

  The pharmaceutical journals are awash with articles about changing the model of selling in the industry to one which is more customer centric key account focused one.

  (Jul 25, 2009)
• The ladder of adoption- a different approach

  Currently there are many discussions online and articles written about the need to change the model of selling in the pharmaceutical industry.

  (Aug 1, 2009)
• What is Key Account Management?

    I recently read a debate on a website which asked the question what is KAM in the pharmaceutical industry?

  (Aug 9, 2009)
• Can we build learning organisations and create knowledge management systems in the industry?

  During the course of my MBA studies I have been drawn to the subject of building learning organisations and managing the knowledge acquired through the learning process.  This led me to consid

  (Aug 14, 2009)
• Key account management planning

  Key account management continues to be a topic of hot debate, with Hanno last week asking the question are we doing it or just talking about it?

  (Aug 23, 2009)
• Is the industry suffering from entrapment

  Consistent changes within the NHS have continued to increase the distance between purchasers, prescribers and end users of medicines.

  (Sep 6, 2009)
• Reducing work force numbers, do we enlarge jobs or enrich them?

  Companies continue to down size reducing work force numbers for what ever reason, be it patent loss, contract loss or none approval of products by NICE or local bodies.

  (Sep 13, 2009)
• Is the industry right to cut spending in market research?

  Cited in Pharma Time this month are the results of the 2009 Survey of Market Research undertaken by QED Studios.

  (Sep 21, 2009)
• Is Key Account Management Applicable to All Markets

  The debate about Key Account Management (KAM) and its application within the pharmaceutical industry continues to evolve.

  (Nov 12, 2009)

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