Sales and Marketing Best Practices
Best Practices, LLC has conducted extensive research in the field of Sales and Marketing. Browse through and sample our published Sales and Marketing research in the topics below:
| |  | Ensuring Brand & Health Safety from Parallel Importation and Counterfeits  
Study Overview
This 66-slide presentation examines how companies organize Brand Security functions to safeguard against unauthorized parallel imports and counterfeit products across business units and geographies. Pharmaceutical, biotech and manufacturing companies can benefit from this presentation as it details operational tactics to safeguard brands, as well as potential pitfalls to those tactics.
Key Topics
Key Findings
Operational Tactics to Safeguard brands
Structure, Staff and Resource Investment in the Brand Security Function
Brand Security Processes and Procedures
Top Lessons Learned
Key Findings
The supply chain rates as an area of key concern for most pharmaceutical companies. Those companies that can deal with potential problems at the supply chain level are better positioned to control brand security.
Tamper-evident packaging is seen as one of the best manufacturing approaches to safeguard pharmaceutical products as 91% find it to be an effective tactic. Ongoing expense and regulatory concerns were the most frequently cited implementation elements to be managed for this tactic.
Below are two examples of safeguards that proved to be useful to many companies:
Trademark Safeguards: Trademark and name differentiation are the highest rated safeguards on this brand security front.
Regulatory Safeguards: Proper labeling showing that the drug adheres to manufacturing standards is the preferred regulatory safeguard.
Methodology
This document is the result of a Best Practices, LLC project for a pharmaceutical Business Excellence Board client. It is based on the survey responses of 11 leading benchmark partners in the pharmaceutical, biotech and manufacturing industries.
Medical Science Liaison Services Excellence: Emerging Trends and Mitigating Risks
Non-members: Click here to review a complimentary excerpt from " Medical Science Liaison Services Excellence: Emerging Trends and Mitigating Risk"
STUDY OVERVIEW
Concerns about compliance and legal limitations are forcing companies to re-examine how they utilize Medical Science Liasons (MSLs). For many companies under a Corporate Integrity Agreement, there is a greater perceived risk over the next few years when it comes to everything from regulatory bodies to changing industry standards.
Best Practices, LLC conducted this study to the provide information on how the roles of MSLs are evolving in the changing pharmaceutical environment and how regulatory concerns are affecting the MSL landscape. This research presents benchmarks around risk factors influencing MSL services in the future, different changes companies are making to MSL policies based on their risk aversion, and the level of support MSLs provide government and advocacy groups. Biopharmaceutical and medical device executives can use this study to determine the best practices for facing the upcoming industry challenges.
Note: Data are presented in two segments: The total benchmark class and a U.S. only segment.
KEY TOPICS
Restrictiveness of MSL Interaction
Risk Factors Challenging MSL Services
Key Pitfalls Disrupting MSL Effectiveness
Relationships with Government Affairs and MSL services
SAMPLE KEY METRICS
How restrictive are companies now compared to 12-24 months ago in regards to MSL interaction with health care providers
How restrictive will companies be in the next 12-24 months
Risk that varying scenarios will impact MSL ability to serve KOLs in the next 24 months
Current and future risk aversion compared to how likely companies will be to make changes to MSL policies going forward
Pitfalls faced that disrupt or threaten MSLs effectiveness in serving KOLs
Structures that work best to provide MSL services in coordination with Government Affairs services
Frequency with which MSLs support policy and advocacy group
Expected changes that will most effect MSLs abilities to access and serve next 12-24 months
SAMPLE KEY FINDING
Corporate Integrity Agreements and Lawsuits Viewed With Minimal Concern: Only 25% of companies see a “high risk” that a CIA or lawsuit will discourage companies from providing services to KOLs and attempting to collaborate with them in the next two years.
Restrictions on MSL Interactions with Physicians Stabilizing: After many companies became more restrictive in the past two years (48% reported doing so), only 38% expect greater restriction on MSL activities with doctors in the next two years. Only 39% of companies with existing CIAs said they expect restrictions to tighten in the next two years.
METHODOLOGY
Thirty-five research Pharmaceutical and Medical Device executives from 30 companies participated in this project. The benchmark class, of global pharmaceutical and medical device companies, has been segmented into two classes based on geographic coverage (Total Benchmark and U.S. focus).
External Communication Excellence: Tactics Used by BioPharma Executives to Increase Organizational Effectiveness
Non-members: Click here to review a complimentary excerpt from "External Communication Excellence: Tactics Used by Biopharma Executives to Increase Organizational Effectiveness"
STUDY OVERVIEW
Technological advances have dramatically increased the amount and frequency of communication in the biopharma workplace - in particular external communication involving the Internet. However, the diversity of communication tools, sources, and platforms makes it difficult to ascertain the preferred and most effective external communication tactics and strategies in the biopharmaceutical sector.
Best Practices, LLC conducted this research to identify the most effective external communication strategies and tactics in the biopharma sector and how people best utilize various communication formats to achieve organizational objectives. Specifically, this study reviews the frequency and type of Internet tools used for work-related information, and the type of work-related external communications viewed and forwarded with mobile devices. The largest portion of the study focuses on the interest level, and preferred time and formats for receiving more than a dozen types of external communications, including general, competitor analysis, technology updates, new product launch, legal, research, supplier, strategic guidance, vendor and others.
This study explores the most effective and preferred channels and tools of external communication and the optimum frequency for external communications. Professionals who use and send external communications can use this report to identify the most effective external communication strategies and tactics and how people best utilize various communication formats to achieve organizational success.
This study presents a Total Benchmark Class perspective on some slides. A vast majority of the data slides present the perspective of the Pharmaceutical Segment.
KEY TOPICS
External Communication: Tools and Usage Frequency
External Communication: Preference and Effectiveness
Voices from the Field
SAMPLE KEY METRICS
Usage Frequency of Internet Tools – Pharma segment
Online Communities Visited Most Regularly – Overall & Pharmaceutical Segment
Methods Used to Gather Information – Pharma segment
Average Searches per Day – Overall
Frequency of Visits/Clicks – Overall
Value Derived from Business Information Sources – Pharma Segment
Interest and Preferred Time of Checking General Communication –Pharma Segment
Preferred Formats & Effective Tools for General Information – Pharma Segment
Interest and Preferred Time of Checking Competitor Analysis – Pharma Segment
Preferred Formats & Effective Tools for Competitor Analysis – Pharma Segment l
Interest and Preferred Time of Checking Performance Indicators – Pharma Segment
Preferred Formats & Effective Tools for Performance Indicators – Pharma Segment
Impact of Marketing Communications on Purchase Decision – Pharma Segment
Percentage of Redundant Emails Received – Pharma Segment
Checking External Communication Through Mobile – Pharma Segment
Forwarding External Communication Through Mobile – Pharma Segment
SAMPLE KEY FINDING
Send Communications Before Lunch: The majority of respondents prefer to receive external information before 1 p.m.
METHODOLOGY
The benchmark class of participants includes total of 183 representatives from different industry segments and across six continents Qualitative and quantitative data for this report were collected through an online survey instrument. The pharmaceutical segment included 51 organizations.
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