1<!DOCTYPE html>
2
3Anonymous
4/bestp
5/bestp/domrep.nsf
6FF23DAC61D6C5B5785256EAF005E97D9
8
9
10
11
12
13
140
15
16
17/bestp/domrep.nsf/products/the-management-of-partner-relationships-in-a-pharmaceutical-co-promotion-effort?opendocument
18
19opendocument
2034.236.216.93
21
22
23www.best-in-class.com
24/bestp/domrep.nsf
25DB




Products & Services Sales and Marketing Strategic Alliances Developing Conflict Resolution Mechanisms

The Management of Partner Relationships in a Pharmaceutical Co-Promotion Effort

DB Image

ID: 4669


Features:


Pages/Slides: 14


Published: Pre-2014


Delivery Format: Online PDF Document


 

License Options:
close

Single User: Authorizes use by the person who places the order or for whom the order was placed.

Sitewide: Authorizes use of the report for a geographic site. All people at site can view the report for a year and copies can be printed.

Corporate: Authorizes use for the entire company for a year and copies can be printed. No limitations for usage inside the company.




Buy Now

 

919-403-0251

  • STUDY OVERVIEW
  • BENCHMARK CLASS
  • SPECIAL OFFER
Study Overview

Without a well-managed relationship between partners, co-promotion efforts in the pharmaceutical industry are bound to fail. Managing the development and maintenance of partner relations is critical to successful joint ventures. The following practices shed light on proven successful practices for managing partner relationships in a co-promotion effort, taking into account the problems that arise when trying to build one team from two companies who would otherwise be competitors. This 14-page document details the ways pharmaceutical companies have succeeded at fostering a positive relationship with partner companies, emphasizing the importance of strong leadership and team building through constant communication at various levels, mutual respect for the role of each partner, and a clear path for conflict resolution as the relationship changes.

Key Topics

  • involvement by senior leadership
  • creation of co-promotion implementation and management teams
  • trust and team building
  • relationship structure and management
  • communication levels, frequency, and content
  • dispute resolution

Sample Best Practices
  • Involve senior management in communicating the strategic importance of the partnership.
    *Seasoned sales managers state that if both CEOs come out and shake hands at the launch meeting and say why the co-promotion is important, it goes a long way towards success.
  • Establish the optimal frequency of communications to build a strong partnership and ensure effective plan execution.
    *One seasoned sales executive observes that effective communications must be managed. First, he claims, both partners should determine the optimal frequency of communication by taking into account employment level and product life cycle stage. Next, partners should carefully plan and execute communication activities.
  • Identify and emphasize the key drivers of team-building to each individual involved in the co-promotion effort.
    *One executive noted six characteristics that are essential in team building. These characteristics include purpose, roles, goals, structure, procedure, and measurement. These characteristics must be identified, negotiated, and communicated to each level of both partner organizations in order to overcome the industry's naturally competitive nature.

Methodology
This research originated from a Best Practices, LLC consulting project. It was conducted for a pharmaceutical client and was based on interviews with pharmaceutical benchmark companies.

Industries Profiled:
Health Care; Pharmaceutical; Diagnostic; Biotech; Consumer Products; Chemical; Medical Device


Companies Profiled:
Abbott; Sanofi-aventis; Daiichi Pharmaceutical Co.; AstraZeneca; Cephalon; Boehringer-Ingelheim; Elan Corporation; Bristol-Myers Squibb; Menarini Group; GlaxoSmithKline; Eisai; Procter & Gamble; Genentech; Pfizer; Johnson & Johnson; Merck; Roche; Pharmacia & Upjohn; Boehringer Mannheim; Sanofi-Synthelabo Inc.; Solvay America; Sandoz; Novartis; UCB Pharma; Amgen; Parke-Davis

If you purchase Best Practice Database document(s), you will have 30 days from the date of purchase to apply some or all of the cost of the document(s) toward the cost of a Full Access Individual, Pharma, Group or University Membership. Write us at DatabaseTeam@bestpracticesllc.com or call David Guinn at 919-767-9179 if you have any questions.