Publications

Debraj Dasgupta, Head of Specialty Commercialization and Adherence at Novartis and Meike Wenzel, Associate Partner at Executive...

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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