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Current Perspectives On The Biopharma Go-To-Market Model
First Word, January 2016

Mind the gap! Why the disparity between the go-to-market strategies companies should be implementing and are implementing...

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Severe Weather Warning – Shaping a market access strategy to navigate choppy local waters
PME September 2015

For many pharma companies, the level of local country uptake of global market access tools is remarkably low. … ...

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Stakeholder and KOL Management: Taking the pulse
Executive Insight report, August 2015

The term ‘Stakeholder management’ is used a lot in the pharma industry, but what exactly does it mean in the context...

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Opposites Attract: Pairing R&D and Commercial Teams
Pharmaceutical Executive, May 2015

Without insights from Commercial functions at an earlier stage of drug development, R&D teams can miss crucial information...

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Overcoming quantitative pricing limitations with payer insights
PME, April 2015

Choosing an accurate price for a product without a therapeutic equivalent can feel like a leap in the dark… ...

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Personalized Medicine at a Crossroads
Pharmaceutical Executive, March 2015

Personalized Medicine at a Crossroads- where to now? ...

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A difficult journey-The pursuit of excellence in Key Account Management
PME, December 2014

The quest for customer centricity with key healthcare accounts triggers significant changes across a pharma organization…...

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Beyond the Pill – A Global Study
Journal of Medical Marketing, November 2014

Offering value-added services alongside products, as a means to improve health outcomes and provide a competitive advantage,...

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Access to personalized medicine: building a multi-stakeholder roadmap
Executive Insight report, November 14

This report outlines the key conclusions from each stakeholder category, and demonstrates how these can feed into an overall...

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Dive in - Therapeutic area leadership
PME, September 2014

The race of therapeutic area leadership is one you need to win...

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Pan-European Specialty Pharma Businesses
Executive Insight report, July 2014

This report summarizes our experience as pioneers of pan-European customer-driven specialty niche organizations, starting...

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Accelerating Transformation for Success
2nd Global Medtech Industry Report, 2014

This report builds on the 2nd World Medtech Forum Lucerne (WMTF) in September 2013 and 1:1 interviews with 21 Medtech executives…...

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Five Steps to Find your ‘Beyond the Pill’ Strategy
Pharmaceutical Physician Journal, May 2014

A short window of opportunity exists for pharmaceutical companies to establish indispensable beyond the pill services, which...

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Market Access for Specialty Products in Latin America
PME, April 2014

Andrea Sobrio and Dr. Sandra Schoenes examine the market access challenges and opportunities specifically for premium, specialty...

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Personalised medicine-Uptake challenges
PME, March 2014

Are healthcare systems ready for the personalised medicines and companion diagnostics?...

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New Shores -The shift from just selling pills to developing value-added services has only just begun
PME, November 2013

Biopharma companies are discovering that compelling and aligned services underpinned by a core strategy are providing them...

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Initiating Early Access Programs: 5 Things to Consider
Pharmaceutical Executive, August 2013

Executive Insight’s Morteza Yazdani and Francesca Boggio look at the the specific considerations for launching an Early...

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Personalised Medicine
Executive Insight Publication,
June 2013

How ready is the market for you and how ready are you for the market?...

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Going Beyond The Pill: The Big Questions
Executive Insight Publication,
8 March 2013

Debraj Dasgupta (Novartis) and Meike Wenzel (Executive Insight) examine the big questions surrounding the adding value beyond...

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Biologics: The Next Patent Cliff
Pharmaceutical Executive, March 2013

How can biologics brands prepare for their own imminent patent cliff?...

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Beyond The Pill: More than Just a Slogan
Executive Insight Publication,
21 February 2013

Debraj Dasgupta (Novartis) and Meike Wenzel (Executive Insight) discuss the concept of "value beyond the pill", what it really...

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Going Beyond The Pill Series: Why Services are the Next Blockbuster
Pharmafocus, Issues 9 - 12, 2012

In this article series Executive Insight examines the increasing requirement for pharmaceutical companies to provide 'value...

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How to commercialise narrow indication products
Pharma Magazine, Nov/Dec 2012

With the blockbuster model wearing thin, the pharmaceutical industry has needed to diversify its go-to-market approach. Narrow-indication...

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Rebirth of a Salesman: Why Sales Forces Are Due for a Revival
Pharmaceutical Executive,
Global Digest September 2012

Eric Janvier and Wendy van der Lubbe ask how traditional sales forces can be best utilized in a new model of customer-centric...

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Innovative Contracting: A Review
Executive Insight Publication,
July 2012

Executive Insight has conducted in-depth research into recent innovative contracts implemented across Europe to assess their...

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10 Essential Questions for Successful KOL Management
Executive Insight Publication,
March 2012

Here we present 10 questions to ask yourself when planning your KOL management strategy. In questions one to five, we first...

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Customer deepdive®: using co-innovation to add value beyond the pill
Executive Insight Publication,
March 2012

Adding value beyond the pill has turned from a nice-to-have into a key requirement in today’s healthcare market. Executive...

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Five powerful Ideas on KOL Network Management
The Pharmaceutical Executive,
Global Digest December 2011

Many pharmaceutical companies still prefer to deal with their stakeholders one-by-one in a controlled way. They are often...

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Have You Optimized Your Market Access Efforts?
The Pharmaceutical Executive Global Digest, November 2011

Market access has been a hot topic in pharma for several years now. But while most companies have made the leap to putting...

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German Law Has Companies Weighing Whether to Sell New Drugs in Europe's Largest Market (Podcast)
The Burrill Report, October 2011

The drug reorganization act in Germany known as AMNOG places new requirements on pharmaceutical companies to provide justification...

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Kundenorientierung - ein leeres Versprechen?
Pharma Marketing Journal 06/2011

Auch in der Pharmabranche rückt der Kunden immer weiter in den Vordergrund. Aber von der formulierten zur tatsächlich umgesetzten...

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AMNOG - Ein tektonisches Beben
Pharmaceutical Marketing E-Journal, March 2011

Dr. Hans-Joachim Diedenhofen and Klarissa Hoday show what industry can do to avoid the worst when dealing with AMNOG...

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Has the AMNOG aftermath been underestimated by the Pharmaceutical Industry?
Handelsblatt, February 22nd 2011

Dr. Hans-Joachim Diedenhofen discusses the effects of AMNOG on the price of medicine in Germany and beyond (article in German)....

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Market Access in Germany
Pharmaceutical Marketing Europe, January/February 2011

Meike Wenzel and Klarissa Hoday describe the access challenges and the regulatory process in Germany...

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Market Access in Switzerland
Pharmaceutical Marketing Europe, January/February 2009

The article summarises the Swiss approval process and the interaction between doctors and industry in Switzerland ...

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Organisational Polygamy
Pharmaceutical Executive Europe, December 2008

Paul Gardiner and Andrea Sobrio explain why most companies need ‘organisational polygamy’ to maximise profit and best...

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Share of Voice to Share of Care
Pharmaceutical Executive Europe, March 2008

The article looks at how changes to German healthcare regulation have created a need for effective go-to-market sales models....

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Addressing the trust issue
Journal of Medical Marketing (2007), Vol. 7, 4

Using networks as a framework to understand the changing nature of the healthcare environment, the paper proposes a shift...

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Integration through Sustainable Value Creation (Series Part 4)
Journal of Medical Marketing (2007), Vol. 7, 2

Pharmaceutical companies need to find better ways of integrating into the healthcare network to address challenges such as...

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Netzwerke im Healthcare Markt
Pharma Marketing Journal, 3/2007

Network analysis of healthcare professionals allow a company to move away from a fragmented perspective on individual doctors...

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Organising for Networked Healthcare (Series Part 3)
Journal of Medical Marketing (2007), Vol. 7, 1

The paper provides an organisational design framework and ideas of how companies can re-organise their commercial operations...

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A Practical Guide to Influence Networks (Series Part 2)
Journal of Medical Marketing (2006), Vol. 6, 4

A practical guide to understanding influence networks in the healthcare industry describing a systematic approach, explaining...

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Entscheider verstehen
Pharma Relations, August 2006

A role-based segmentation can help to identify decision makers in pharma networks (article in German)....

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The Network is the Customer (Series Part 1)
Journal of Medical Marketing (2006), Vol. 6, 3

This article explains the concept of networked healthcare, demonstrate how the industry is becoming more networked and outline...

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Re-thinking SFE
European Pharmaceutical Executive, March/April 2006

Understanding the implications of an increasingly networked healthcare environment will help pharmaceutical companies to...

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Approach for assessing the value of non-prescribers
Journal of Medical Marketing (2005), Vol. 5, 4

With customer needs being more associated with their role than their profession, this article proposes an approach that can...

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