Tag Archives : pharma brand strategy


4 specific areas to leverage when engaging “Key Practice Influencers”

Because the brand innovation team at a company will want to build relationships at many levels, we recommend taking a collaborative approach to this initiative, tapping people and skills at many levels of the organization. There are four specific areas to leverage when connecting with Key Practice Influencers (KPIs):         Experience Advantages of Cross-Disciplinary Collaboration: Not only researching and identifying KOLs, but also aligning their expertise with special programs & events. Key Strategic Insights Gained: Knowing the content is a prerequisite for selecting proper opinion leaders. Expand knowledge of condition and risk factors. Application to N-of-8 Initiatives: […]


N-of-8 exercises extend to include multiple cultures

In many cases, our N-of-8 exercises go beyond just different viewpoints – they extend to multiple countries and cultures being represented. Using our N-of-8 model, we’ve worked for many years with EMD Chemicals, a global life science research products company.  Hans Ahl, Senior Sales Director of International Sales  regularly engaged us to develop global sales strategy and training for the European, Asia Pacific, and Latin America markets. Part of the sales strategy has been to create opportunities for country managers to exchange their best practices and sales success stories. For three consecutive annual managers’ meeting, we helped facilitate N-of-8 exercises.  […]


Reporting the outcomes of N-of-8 story development

From the outset of starting my N-of-8 book, I wanted to dedicate a chapter on finding appropriate ways to create impact through interactions between brand innovators and KOLs. Now, I’d like to share experience on the documentation of the sessions, including putting the action steps in writing. Remember that advisory boards are not sales occasions, but rather opportunities to build relationships based on science, mutual collaboration, and engagement.  Certainly that demands follow-up for the long-term, and therefore the demand for relevant documentation. So let’s progress from identifying the right advisors, maintaining the practice focus, creating an agenda, and producing actionable […]


Why McKesson acquired CoverMyMeds: “untapped treasure trove”

Drug distributor and health care technology firm, McKesson, recently announced it would acquire CoverMyMeds for $1.1 billion. This is a company that automates prior authorizations online through electronic health record systems but this is only one way the company is developing new analytic tools to help solve problems for specialists. McKesson says it’s also creating a new analytics tool for oncologists using advanced algorithms and natural language processing technology to read and re-format previously unstructured information. This helps healthcare companies that are collecting more data on patients but struggling to realize the full value of this data because much of […]