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.
External Communication Excellence: Tactics to Increase Organizational Effectiveness
Non-members: Click here to review a complimentary excerpt from "External Communication Excellence: Tactics to Increase Organizational Effectiveness"
STUDY OVERVIEW
Technological advances have dramatically increased the amount and frequency of communication in the 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.
Best Practices, LLC conducted this research to identify the most effective external communication strategies and tactics 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.
KEY TOPICS
External Communication: Tools and Usage Frequency
External Communication: Preference and Effectiveness
SAMPLE KEY METRICS
Usage Frequency of Internet Tools – Overall
Online Communities Visited Most Regularly – Overall & Pharmaceutical Segment
Methods Used to Gather Information – Overall
Average Searches per Day – Overall
Frequency of Visits/Clicks – Overall
Value Derived from Business Information Sources – Overall
Interest and Preferred Time of Checking General Communication – Overall
Preferred Formats & Effective Tools for General Information – Overall
Interest and Preferred Time of Checking Competitor Analysis – Overall
Preferred Formats & Effective Tools for Competitor Analysis – Overall
Interest and Preferred Time of Checking Performance Indicators – Overall
Preferred Formats & Effective Tools for Performance Indicators – Overall
Impact of Marketing Communications on Purchase Decision – Overall
Percentage of Redundant Emails Received – Overall & Pharmaceutical Segment
Checking External Communication Through Mobile – Overall
Forwarding External Communication Through Mobile – Overall
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.
Medical Science Liaison Services Excellence: Managing Internal Activities and Providing Oversight
Non-members: Click here to review a complimentary excerpt from " Medical Science Liaison Services Excellence: Managing Internal Activities and Providing Oversight"
STUDY OVERVIEW
Medical Science Liaisons are the bridge between a company's science and critical stakeholders in the marketplace. Recently, the responsibilities and services of MSLs have drawn more attention from executives due to the changing pharmaceutical environment. This study offers powerful insights that Medical Affairs leaders can use in the organization and deployment of MSLs. Additionally, this research provides information on how MSLs are targeting different customer bases and the oversight different companies provide to monitor their activities.
Specifically, Best Practices, LLC conducted this study to identify valuable insights into the organizational structure of MSLs and the level to which these MSLs provide services to different customer groups. The research explores FTE levels and span of control for MSLs as well as how they must adapt to regional idiosyncrasises. Biopharmaceutical and medical device executives can use this study to identify areas of internal weakness, as they try to globally standardized their organization of MSLs.
KEY TOPICS
MSLs Serving Different Customer Bases (e.g., Clinical Development Groups)
Future High Value Activities for MSLs
MSL Organization and Structure
Obstacles and Idiosyncrasies surrounding regional standardization
SAMPLE KEY METRICS
Ranking of most valuable MSL services when serving Medical Affairs, Clinical Development, Health Outcomes and Brand Team customers
Number of groups with functional responsibility for MSL and KOL management
Geographic span of responsibility for Medical Affairs
Number of MSL FTEs within your organization
Who has oversight responsibility for the MSL Function
How do you organize and provide KOL services through MSLs
Structures that work best to provide MSL services to Clinical Research Associates
Approach to developing global standards for MSLs across different regions
SAMPLE KEY FINDING
Medical Affairs POV -- KOLs Should Be Focus of MSLs: Medical Affairs wants MSLs to find and work with KOLs, as well as respond to unsolicited product information requests. Other highly rated activities are delivering presentations and speeches and gathering competitive intelligence
Span-of-Control of 9.5-to-1 for MSLs to Managers; Of the companies that had at least 6 FTEs for any of the following groups, respondents stated that they had on average 9.5 MSL FTEs for each MSL Manager and 11 for each MSL Director.
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).
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