GrantProSearch

Aggregators Using Other Jobsite Postings

2009-08-11T20:54:00.000-07:00

I not sure you are all aware of the prevalence of the new model where companies aggregate job postings from other job boards to solicit resumes. Apparently not wanting to attempt to entice their own audience or to drive down costs, some job boards are merely a compilation of other sites that a job seeking can create an alert and have jobs sent to them. While it is an obvious cost savings for the aggregator and they may in fact be making money off the original posting (unsure at this point) in this writer's opinion they seem to have muddied the water. How does a job seeker really know who they are dealing with or if the actual job opening organization ever gets their application? With the amount of companies no longer acknowledging a candidates submission it may be an enormous waste of an applicants time and the benefits seem only to accrue to the aggregator. For an example check out Indeed.com.

That is why a legitimate recruiter using the sound industry method of searching out referrals via the telephone still is the most effective way to find and discuss career opportunities with passive high performing candidates.

If you calculate your time spend ferreting out the thousands of applicants from the multiple sources, maybe your money would be better spent firing your recruiting staff and let a professional help you save time, money and locate that candidate that will add to your bottom line.

Is decentralizing the key to sales team success?

2008-11-24T21:48:00.000-08:00

"Remodeling Your Sales Force" an article by Christian Marcazzo in Pharmaceutical Executive Magazine suggests a less micro managed and decentralized sales force where the managers are seen more as CEOs of their region. Decentralizisation means for Christian, not doing "busy work" such as sales reports but rather letting managers manage (not headquarters) and setting clearer and precise goals. To read his article and to learn more about his suggestions and ways to implement them: Click Here.
Do you think this "model" works? Or do you think it could lead to problems of not enough motivation or accountability?

Love to hate Pharma? Most of America does...

2008-09-16T10:28:00.000-07:00

So, what happened? In the last two years pharma's image has declined. With safety questions heightening people's fear of drugs, big pharma's has taken a public relations dumpster dive, despite their continual efforts to quell fears and help communities in need.

Another reason: "People don't want to be sick enough to take drugs." It already puts a negative image in their head.

To read more Click Here

What do you think big pharma should do to change this negative image?

Pharm Exec Magazine says: "Hey Sales Team, Let's DO SOMETHING!"

2008-09-16T10:27:00.000-07:00

The article "Do Something" from Pharmaceutical Executive Magazine discusses 7 new steps to put your sales force on the right track. William Schieman number one piece of advice: have a sales strategy and stick to it. He also harps on the sales team's overall alignment with the company. This means sharing the beliefs of the company, and consistently acting as the ambassador for the company. In order to fix sales problem areas, he says to look for the root causes (which is much easier said than done.) His final words of wisdom are about keeping the best and loosing the rest. He argues for constant weeding out of the sales team, but making sure to have a system in place to keep the best, as well as hiring top performers. (We can help you with hiring the best!)

What steps do you think are missing?

Finding the Perfect Candidate

2008-08-06T10:16:00.000-07:00

In our summer edition of our newsletter, we featured an interview with Cynthia Grant and an article by one of Lou Adler's colleagues. Now we want to know your opinion:

What attributes do you look for in the perfect candidate?
What is one of your deal makers?
How do you feel about the two articles, do you agree or disagree with some of the points made?
We look forward to hearing your response.

In addition, here is the link to the Bryan Johanson's article:
http://www.adlerconcepts.com/resources/column/newsletter/three_common_sense_secrets_to.php

News to Know: Lay Off = Rebounds (for some...)

2008-07-10T16:42:00.000-07:00

Wall Street Journal Health Blog reports that despite the numerous lay offs, big pharma employees are finding jobs. The health bog states that: About 73% of the employees found jobs at the same or higher pay level, and 84% found work without having to relocate, the Newark Star-Ledger reports.

What do you think of these numbers? Are they indicative of a recovering industry or one in the process of restructuring?

FDA Says Safety First

2008-07-10T16:31:00.000-07:00

Both the Wall Street Journal, their affiliated health blog and Pharm. Executive Magazine addresses the slowing down of drugs approved. Pharm. Executive Magazine tells us of the FDA's new policy, from labeling regulations and post marketing strategies. While, the Wall Street Journal's article gives a sweeping historical overview of the FDA's "swinging pendulum" between more lax or more conservative acceptance of drugs. Currently, with a more safety-oriented approach, the FDA is taking more precautions in approving drugs, some which have already been approved overseas. Due to Vioxx's severe side effects, FDA is weighing the potential side effects much more seriously. Last year, the FDA approved only 19 new drugs, the lowest number in 24 years. Despite this low number of drugs being approved, perhaps, doctors will feel more comfortable prescribing these drugs to their patients, leading to a greater financial success in the new drugs that do come to market.

So what does this mean for pharmaceutical companies?

Another restructuring, but this one focused on drug development and pipeline drugs. Some companies such as Schering-Plough are scrapping drugs before the expensive clinical trials begin, doubting the drug's approval by the FDA. Pharmaceutical companies will certainly be doing rigorous testing of whatever drug they look to approve. Yet, the article ends with the fact that some experimental new drugs that are being denied are costing people their health.
Tell us what you think.
Is the FDA's stringent approval policy a good thing?

GREEN SALVATION:

2008-05-27T23:05:00.001-07:00

Is being green the salvation for pharmaceutical companies?

In "Pharmaceutical Executive" article "Bringing in the Green" by Professors Taylor and Kitchen, they explain the necessity for pharmaceuticals to go green in order to bring in the "green" and help with a much needed image boost. What do they suggest? Changing all the sales force company cars to hybrids. Saving gas saves money for pharmaceutical companies. Also, because pharmaceutical companies depend on delicate ecosystems for the fabrication of new drugs, it is vital to conserve resources.

Let us know what you think.

Do you think changing all the sales cars to hybrids is a good idea?

Does Big Pharma need an image boost? And if so, is eco-friendly the right approach?

Remember: EarthWeek April 21st to the 25th

2008-04-21T14:10:00.000-07:00

This week is Earth Week. Why not celebrate Earth Week with your team and doctors. There are little things that can make a difference. Here is some ideas that GrantProSearch staff is implementing and would love to share with you:

Switch from plastic to reusable stainless steel water bottles.(Great to give as a gift) www.kleankanteen.com
Reuse: Have old suits! Give them to charity. www.dressforsucess.org
Eat Locally: visit your farmer's market or participate in your local CSA. http://www.localharvest.org/

Tell us what you are doing for Earth Week!! We would love to hear your ideas and integrate them.

News to Know: Electronic Promos vs. Sales Representatives

2008-04-21T14:09:00.000-07:00

A new study finds that doctors prefer electronic detailing rather than sales representatives. Doctors can read and learn about the drugs during their own time, meaning more time to see patients. Yet, the study fails to show whether it is more effective in selling drugs. Without question sale representative are more effective. Since doctors could simply ignore the electronic detailing, not bother to read it or be unable to compare the drugs of their competitors.

Click here to read more

Do you think sales reps will be replaced with electronic detailing?
Do you think sales reps are the most effective way to sell drugs to doctors? And for doctors to get the most information about the product?

Let us know what you think.

ECONOMIC EFFECTS

2008-03-24T16:53:00.000-07:00

In the last week as the economy has fluctuated and key opinion leaders speculated over whether or not we have entered a recession, many sources reported on the effects of the economy on the pharmaceutical sales industry. CNN reports lowest growth rate for pharmaceutical industry since 1961. Yet, the biotech and specialty therapies are still growing. Pharmlot gave the same news and graphs that demonstrate the growth by drugs. IMS's Murray Aitken, a senior VP sheds light on some of the reasons for the slow down, "The US pharmaceutical market has entered a new era -- one characterized by more modest growth due to the continuing impact of new generics products, fewer and more narrowly indicated novel medications, and closer scrutiny of safety issues." In the Wall Street Journal Health Blog, they commented on the reduction of sales forces for a multitude of reasons. From the backlash of inundating the doctor with reps, smaller pods are proving more effective. As discussed with the last newsletter, new models for selling are going into place.

Let us know what you think about the changing economy...

What changes do you see?

How will this change the future of pharma?

Generic vs. Brand Name

2008-03-24T16:50:00.000-07:00

In the face of three billion dollars in drugs that will go off patent in 2008, the LA and NY Times had special features on this important question."Are brand names better than generics? Is there any difference?" Recently, the argument is being put forth that brand name drugs may be in fact better than there generic counterparts. Many neurology drugs such as ones for epilepsy, anti-depressants as well as cardiovascular drugs are under investigation. Doctors have been noting important differences, such as increased side effects and a decrease in effectiveness in generics. They state that the FDA may be overlooking important differences. Dr. Gerald Naccarelli, chief of the Pennsylvania State Medical Center's division of cardiology said, "I'm confused why there's one set of standards for patented trade-name drugs for FDA approval and a separate standard for generic substitutions. Some generic drugs . . . should be held to higher standards than the FDA now enforces." This sentiment resonated in the slew of comments that were posted on the subject of this article. Many commented on seeing the ineffectiveness of generics especially for neuro drugs. While the debate is still ongoing, the FDA is feeling the pressure to re-evaluate the generic counterparts.

To read more: "Generic vs. Brand Name" LA Times
To read more about Drug Earnings and Generics: Click here

Do you think generics should have to be approved by the FDA like branded name drugs?

Do you think there are notable differences in generics?

Let us know what you think!

News to Know: Lilly CEO, Predicting Future of Sales Reps

2008-03-02T14:45:00.000-08:00

Lily CEO, Sidney Taurel, who is currently stepping down has another prediction for the future of the sales reps that some are claiming to be outlandish to say the least. He claims sales reps, in the future, will be paid and evaluated based on the health of the patients in their sales territories. For instance, "reps pitching diabetes drugs [...] might be measured in part on improvements in patients' blood sugar." (Jacob Goldstien, WSJ)

To read the posting on Wall Street Journal's Health BLOG: Click Here

Tell us what you think!

Comment Below

Make Your Thank You Note Count!

2008-02-19T15:14:00.000-08:00

Sometimes we feel when interviewing that the Thank You note is just tacked on. Something you are required to do, but don’t place a whole lot of time or effort writing it. Yet, mangers are valuing the thank you note more and more, considering it another crucial method of evaluation. So make your Thank You note count, let it persuade the hiring manager that you are the perfect fit.

Why a Thank You Note Counts and How to Improve Upon It

It is part of the process: Just like a phone screen or face to face interview, you can use this as another tool to persuade the manager that you are the perfect fit. This is another chance to for the manager to see a side of you they might have not expected.

You should ALWAYS write a thank you note, a GREAT one: The Wall Street Journal does a thorough job of explaining what should be contained in a thank you. It should be thoughtful, without spelling mistakes, well presented, as well as selling your attributes and willingness to be apart of their company. A good thank you note should also confront any issues that might have occurred in a live interview. It can even demonstrate your plan to achieve their goals and fix weaknesses. There is an art to Thank You note writing and people need to master it. The Wall Street Journal goes so far as to tell you to send an overnight handwritten note (if you have great penmanship) on tasteful and business like stationary.

Another Criteria: This is a great indicator of your professionalism, your dedication and your ability to sell yourself to the hiring manager. Sometimes, people do not place enough emphasis on the thank you note. But, by writing a well crafted and articulate thank you note, you could seal the deal! You will be thankful you did!

TO read more: Wall Street Jounal’s article “Notes to Interviewers Should Go Beyond a Simple Thank You.”

News to Know: To be Approved or Not to be Approved

2008-02-10T21:16:00.000-08:00

Some people are contesting the use of medical journals (that are not FDA approved) by health care sales representatives to demonstrate to doctors alternative uses for their medicine. Representative Wassman does not want this to continue to happen. He believes it gives sales representatives too much leeway. Do you think this should be allowed to happen?

Should reps be allowed to used medical journals to help sell their drug for alternative uses?

To read more please click here

News to Know: Forbidding Freebies

2008-01-27T20:53:00.000-08:00

Wall Street Journal's Health Blog reports on health systems banning sales representatives from leaving freebies (pens, calculators, stress balls, etc... with the drug's name.) SMDC Health System is getting rid of all "trinkets."The Wall Street Journal notes that this may be caused by a marketing backlash. With such heavy marketing, SMDC doesn't want doctors to be persuaded. Click here to see complete article. Tell us what you think!

Do freebies have such a strong impact?
Should they be banned?
And will it have an effect on selling the drug to the doctor?

Look the Part: Thoughts on "Rejected: Readers Reveal Interview Don'ts" by Christina Binkley

2008-01-18T14:48:00.000-08:00

They say don’t judge a book by its cover, but your hiring manager DOES. Your interview is a first impression you don’t want to leave to chance. So hide those plunging necklines and dress the part! No matter what industry you are in, you should pay attention to how you are dressing for the interview. What you wear can give off a multitude of messages from: “I am professional and want this position” or “I look like a college student who is late to class”, or “I once was a professional…in the 80’s.” You need to care because you want the message you are sending to be positive and professional. The Wall Street Journal recently featured a great article on dressing the part by Christina Binkley. She finds out how hiring managers are thinking about your ensemble and how to improve upon your interview look. I strongly suggest reading this article:
http://online.wsj.com/article/SB120052696806895717.html

Here are some points GrantProSearch would like to emphasize for dressing and grooming for the interview.

1. Sit up STRAIGHT!
This will keep your energy up, your confidence high and your voice projected.

2. Hair Styles and Cuts Matter
Men: Keep it well groomed, styled and out of your face. Getting a fresh hair cut before the interview never hurts
Women: Keep your hair controlled. Make sure it is either pulled back or out of your face. And do not play with your hair. As well, make sure your hair style is up to date ( no 80’s bouffant bobs)

3. NO piercings!
And also cover up those tattoos. We know they are what makes you an individual, but they send off the wrong message to the business professional. For women, pierced ears (one on each side) with small earrings are just fine.

4. Rule of Thumb: Buy Quality when you can. Your suits will hang better (less alterations) and your shoes will look classic.

Summary and Analysis of “Science – Not Food or Flattery – Sways Doctors’ Prescription Decisions” by Knowledge@Emory

2008-01-11T10:49:00.000-08:00

“Marketing information can have a scientific purpose. It is not about buying off physicians”
Stefan Stermersh.

This article reports on the findings on the paper “The Debate on Influencing Doctor’s Decisions: Are Drug Characteristics the Missing link” published by fellow Emory colleagues in Management Science. They found some interesting results:
1. Marketing efforts are more successful for effective drugs
2. The drug matters: what is does, how it works, effectiveness, side effects
3. Marketing efforts are more successful for drugs with more side effects
4. Talking about the side effects and science of the drug was more effective in getting business from the physician than on “food, flattery and friendship.”

What does this mean for your sales force?
1. Engage with Science!
2. Looking for candidates with a strong understanding of science in their background.
3. Using science in sales rebuttals.

The article addresses the moral implications of pharmaceutical companies marketing ploys influence on physicians. Their findings suggest that the marketing strategies used by pharmaceutical companies when focused on scientific based conversations, is actually useful for the doctors. The doctors can formulate an opinion and a better understanding of what they are perscribing their patients.

Business Schools: A Valuable Insight into the Pharmaceutical Industry?

2008-01-11T10:37:00.000-08:00

Having the top brilliant young minds thinking about your problems sure is nice.
At these websites and articles, they write about solutions, problems and news affecting the pharmaceutical industry.
Students and professors are doing the market research, finding out key information and publishing the studies. Their interviews and research are trustworthy web sources and allow you insight into the industry.

Why stay current?
1. Knowing the changing climate is important for business
2. Studies can give insight into effective selling tactics
3. Being aware of your industry

Here are some of the great articles you can find on these schools website (Wharton and Emory School of Business.)

Knowledge@emory by Emory University School of Business

ARTICLE:
“Science – Not Food and Flattery – Sways Doctor’s Prescription Decisions”
http://knowledge.emory.edu/article.cfm?articleid=1107

Knowledge@wharton by Wharton School of Business

PODCAST:
Former CEO of Merck Roy Vagelas: The future of the pharmaceutical industry
http://knowledge.wharton.upenn.edu/article.cfm?articleid=1443