Best Practices in Pharmaceutical Alliances and Co-Promotions
Table of Contents
Executive Summary
• Project Background
• Benchmark Class
• Key Project Findings
• Process Map
Chapter 1: Deal Making
• Strategic Alignment and Evaluation
• Partner Evaluation
• Deal Process and Communication
• Incentives and Performance Management
• Drug Evaluation
Chapter 2: Pre-Launch and Launch Leadership and Message
• Planning
• Training Material Development
• Distribution
Chapter 3: Sales Management
• Territory Management
• Relationship Management with Health Care Professionals
• Sample Management
• Incentive Management
• Performance Measurement & Management
• Training and Career Development of Reps
• System Support
Chapter 4: Marketing Management
• Roles and Responsibilities
• Internal Reviews
• Message and Positioning
• Packaging
Chapter 5: Relationship Management
• Leadership
• Team Building
• Performance Management
• Levels of Interaction
• Communication Frequency
• Partner Communication Content
• Dispute Resolution
• Communication Systems
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List of Charts & Exhibits
Pharmaceutical Co-Promotion Process Map
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