ACKNOWLEDGEMENTS We are indebted to Bryce Davis for his organization and leadership, which made this compendium possible. Thank you also to Geoff Lewis, Kate Spears, and Patrick Taaffe, our editors, and to Alizah Herman for design. And finally, we would like to thank our clients and friends, for sharing with us their stories on where they’ve been and their thoughts on the path ahead, as they lead their companies and colleagues through this period of change. Global/NA Head of Pharmaceutical and Medical Products (PMP) Michael Silber EU/HEAD OF PMP Vivian Hunt ASIA PACIFIC/HEAD OF PMP Rajesh Parekh For questions or more information, please contact Bryce Davis (
[email protected]) Chicago Office New Jersey Office Orange County Office Stamford Office 21 South Clark Street 600 Campus Drive 131 Innovation Drive Three Landmark Suite 2900 Florham Park, NJ Suite 200 Square Chicago, IL 60603 07932 Irvine, CA 92617 Suite 100 Stamford, CT 06901 Los Angeles Office New York Office Silicon Valley Office 400 South Hope Street 5 East 52nd Street 3075A Hansen Way Suite 800 21st Floor Palo Alto, CA 94304 Los Angeles, CA 90071 New York, NY 10022 CONTENTS Preface 02 Introduction David Quigley Articles 03 The Few, The Proud, The Super-Productive How a ‘smart field force’ can better drive sales Laura Moran and David Quigley 09 Organization Men Understanding the challenges and serving the needs of corporatized healthcare providers Bhawana Malhotra, Nick Mills, Laura Moran, and David Quigley 15 The More the Merrier? ‘Account ownership’ and other engagement