Articles
Clearer Road Ahead - Pharmaceutical Executive
Lisa Grimes
An industry standard for publicizing clinical-trial results is a ways off. But pharma’s openness to more transparent procedures is moving things in the right direction. Lisa Grimes of our Executive Advisory Group discusses advances in clinical trial registries in this article published in Pharmaceutical Executive
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11 Missteps in Valuation and How to Avoid Them - Specialty Pharma
Ben Bonifant
Ben Bonifant of our Business Development Practice outlines the most common missteps in calculating valuation as well as how to avoid them.
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2008 in Preview - Product Management Today
John Campbell
In this article, Campbell Alliance CEO, John Campbell, offers five key developments are likely to come for the pharma and biotech industry in 2008.
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2008: Legislative Nightmare or Near Miss? - Med Ad News
Kevin Barnett
Kevin Barnett discusses why the legislative landscape this year could be potentially volatile and how these changes might affect the way pharma and biotech companies conduct business.
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7 Steps to Realize eDM Benefits - R&D Directions
Campbell Alliance's Gary Tyson and Tim Dietlin explain the keys to success, as well as pitfalls to avoid, when implementing eDM systems
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A Golden Rollout: How to Build a World Class Sales Training Program - SPBT's FOCUS Magazine
George Schmidt
George Schmidt of our Sales Practice walks through a six-step process for redesigning a sales training program, and share some lessons learned from the actual execution of this process.
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Accounting for the Impact of Managed Markets on Sales Training - PharmaVoice VIEW on Sales Training
George Schmidt and Howard Brock
George Schmidt and Howard Brock of Campbell Alliance's Sales Practice discuss how the changing reimbursement environment is impacting sales training.
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An EDC Roundtable: Are We There Yet? - Pharmaceutical Executive
Gary Tyson of our Clinical Development Practice joined a panel of experts including GlaxoSmithKline, Amgen, Johnson & Johnson, Bristol-Myers Squibb, and Quintiles to discuss the future of electronic data capture (EDC).
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Avoiding the Five Common Errors Made in Implementing a CTMS - PharmaVoice VIEW on Clinical Development
Gary Tyson and Marybeth Lynch
Gary Tyson and Marybeth Lynch of our Clinical Development Practice discuss common errors made when implementing a CTMS.
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Behind the Deal: How Business Development Works With Research and Development and Marketing to Build Value - Product Management Today
John Campbell, CEO of Campbell Alliance, describes the inter-relationship of the Business Development, R&D, and Marketing functions in the firm's bi-monthly column, Functional Focus
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Benefits of Using an EDC System to Collect and Reconcile Serious Adverse Events - PharmaVoice
Gary Tyson, Marybeth Lynch
Gary Tyson and Marybeth Lynch of our Clinical Development Practice discuss an approach for managing SAEs with the use of electronic data capture technologies.
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Best Training Practices for a Product Launch - SPBT's Focus Magazine
John Riggle
John Riggle of Campbell Alliance's Sales practice outlines some best practices for getting sales reps geared up for launch
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Big Deals - Pharmaceutical Executive
Ben Bonifant
Ben Bonifant, head of our Business Development Practice, offers some analysis on the top five deals that occured late in 2007.
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Building a “Launch Playbook” - Product Management Today
Darius Naigamwalla of our Brand Management Practice discusses an approach to streamline the product launch process in the firm's bi-monthly Methods and Practice column
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Building a Career at Campbell Alliance
Written for those who are considering a career at Campbell Alliance, this 5-page article covers the key reasons why Campbell Alliance is a great place to work. It also covers the key challenges of a career in consulting
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Building a Physician and Patient Segmentation Framework - Product Management Today
Darius Naigamwalla
Part 2 of a 6-part series on commercial planning, by brand management expert, Darius Naigamwalla
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Building a Value Proposition for Payers - Product Management Today
According to the CMS, 80% of spending on prescription drugs in 2006 will be managed by third-party payers. In this month's Methods and Practice column Susanne Laningham of our Managed Markets Practice provides a three-step process brand managers can use to build a value proposition for payers.
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Building and Managing the Ultimate Business Development Pipeline - Specialty Pharma
Ben Bonifant of our Business Development Practice suggests a process for identifying prospects and managing relationships with potential partners.
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Career Paths in Consulting: Exploring Your Options
This article is specifically written for those considering a career in consulting
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Commercial Strategy Development - Product Management Today
Darius Naigamwalla
This is a series of six short columns on commercial strategy development written by brand management expert, Darius Naigamwalla. Topics covered include treatment flow modeling, developing a target product profile, building a segmentation framework, developing a branded message platform, lifecycle management, and forecasting.
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Company backgrounder
The company backgrounder describes the premise of the firm's founding in greater detail in addition to what makes us different from other consulting firms.
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Company fact sheet
The fact sheet provides a brief snapshot of the firm and our practice areas.
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Consultants Confidential - Pharmaceutical Executive
John Campbell
Campbell Alliance CEO John Campbell discusses how pharmaceutical and biotech companies can leverage the knowledge and resources of specialized consultantcies to address key commercial and R&D challenges.
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Critical Roles of Sales Operations - Product Management Today
Sales operations plays a different role at each pharma or biotech company depending on the size of the company’s field salesforce, the number of products in the portfolio, and the markets those products serve. Nevertheless, this function serves as a critical component of the overall sales organization. In our bi-monthly Functional Focus column, John Campbell, CEO of Campbell Alliance, describes the sales operations function
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Decide and Conquer - Medical Marketing & Media
Getting the most return on your marketing investment: A process for making better marketing resource allocation decisions for pharmaceutical products
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Details to Dollars: An Approach to Maximizing SFE
Subbarao Jayanthi
Vice President, Sales Practice
This white paper outlines a systematic approach to assessing and improving sales force effectiveness
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Developing an Optimal Institutional Sales Strategy - Product Management Today
Subbarao Jayanthi of our Sales Practice provides a framework
by which to develop an institutional sales strategy targeted at the hospital setting in the firm's bi-monthly Methods and Practice column
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Driven to License - Pharmaceutical Executive
Ben Bonifant, Michael Dombeck, Alex Lugovoy
Ben Bonifant and members of his Business Development practice discuss the trend toward licensing innovative products--especially in CNS, oncology, and immunology.
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EDC for CROs - R&D Directions
Tim Dietlin and Ryan Richardson
Tim Dietlin and Ryan Richardson of our Clinical Development Practice discuss why EDC is becoming a competitive differentiator for many CROs in delivering value to sponsors.
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Every Rep A Star - Pharmaceutical Executive
Quantitative and qualitative approaches for maximizing the performance of pharma sales forces
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Full press kit packet
This document contains all of the Campbell Alliance press kit materials into a single document.
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Get Real: Linking Sales Force Training With Market Realities - SPBT's FOCUS Magazine
In this article George Schmidt of our Sales Practice outlines a strategy for linking sales training with the realities of the field
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Get With the Program
Reprinted from Pharmaceutical Resource, Campbell Alliance's corporate newsletter.
Fall 2001
Programmed Messaging helps pharmaceutical sales reps break through
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How Clinical Development Works With Brand Management to Bring a Drug to Market - Product Management Today
Brand managers are not typically involved in clinical trials, but
critical decisions made during these studies can significantly affect the eventual commercial viability of a drug coming to market. In our bi-monthly Functional Focus column, John Campbell, CEO of Campbell Alliance, discuss how brand can work with clinical throughout the drug development process
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How to Close the Knowledge Gap - Product Management Today
Interactive sales assessments and training programs can strengthen the links between Sales and Marketing
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Improving Efficiency in Clinical Development - PharmaVoice VIEW on Clinical Services
Gary Tyson
Gary Tyson of our Clinical Development Practice discusses an approach for building and managing an environment of continuous improvement in clinical development organizations.
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Interactive Sales Assessments in Action
See how ISAs have helped some of Campbell Alliance's clients
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It's Standards Time: Pharma does EDC in clinical trials, but is anyone doing it right? - Pharmaceutical Executive
Gary Tyson, head of the Clinical Development practice at Campbell Alliance discusses the lack of EDC standards in the pharmaceutical industry, and provides tips on choosing the right EDC system.
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It's Your Move: Positioning Sales Training as a Strategic Leader in Your Organization - SPBT's FOCUS Magazine
George Schmidt
George Schmidt of our Sales Practice provides a framework to help sales training departments more proactively work to identify and meet the current and future needs of their sales forces
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Keeping the Brand Alive - Medical Marketing & Media
Darius Naigamwalla of our Brand Management Practice discusses a strategic approach for identifying and evaluating new indications for marketed drugs
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Keys to Successful EDC Vendor Selection - PharmaVoice VIEW on Clinical Services
Vendor selection is one of the most difficult aspects of implementing electronic data capture (EDC) solutions. Gary Tyson and Tim Dietlin of our Clinical Development Practice provide some ground rules
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Life Cycle Strategies - Product Management Today
Darius Naigamwalla
This is a series of 6 short columns on managing a pharmaceutical product through all stages of the product life cycle, written by brand management expert, Darius Naigamwalla
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Lifecycle Strategies: Essentials of Early Stage Product Planning - Product Management Today
Darius Naigamwalla
In the first of six columns in Product Management Today discussing lifecycle management, Darius Naigamwalla of our Brand Management Practice discusses the three key questions a new product planner must address before proof of concept
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Lifecycle Strategies: Maximizing Early Revenues After Launch - Product Management Today
Darius Naigamwalla
In the fourth of six columns in Product Management Today discussing lifecycle management, Darius Naigamwalla of our Brand Management Practice discusses how to establish a steep uptake curve immediately following launch.
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Lifecycle Strategies: Planning for the Complexities of Product Launch - Product Management Today
Darius Naigamwalla
In the third of six columns in Product Management Today discussing lifecycle management, Darius Naigamwalla of our Brand Management Practice discusses how to plan for the logistics of product launch.
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Lifecycle Strategies: Strategic Approach to Late-Stage Commercialization Planning - Product Management Today
Darius Naigamwalla
In the second of six columns in Product Management Today discussing lifecycle management, Darius Naigamwalla of our Brand Management Practice discusses the critical activities a brand team should conduct 12–36 months prior to launch.
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Making It Stick: How to Maximize Knowledge Retention - PharmaVoice VIEW on Sales
John Bye
John Bye, Senior Practice Executive in our Sales Practice discusses how to develop training programs that maximize knowledge retention
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Making the Case for Resources - SPBT's FOCUS Magazine
Garry O’Grady
Sales training budgets are shrinking at many pharma and biotech companies yet training organizations face increased workloads and higher expectations from senior management. What’s more, training leaders often receive push-back when requesting added resources to fund new initiatives. In this article, Garry O’Grady of our Sales Practice outlines a six-step process to help training departments build a compelling cases for additional training resources.
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Managed Care Maneuvers - Pharmaceutical Executive
With the right tools, pharma companies can sway third party payors
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Managed Markets Mow the Landscape of Sales Training - SPBT's FOCUS Magazine
George Schmidt and Howard Brock
George Schmidt and Howard Brock of Campbell Alliance's Sales practice discuss the challenges associated with developing a training strategy in an evolving managed markets enviornment.
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Managing Pipeline-Investment Decisions With New Product Planning - Product Management Today
Decisions made regarding the commercialization of a compound could positively or negatively affect a company’s financial outlook, as well as its ability to finance the development of other drugs in the pipeline. In our bi-monthly Functional Focus column, John Campbell, CEO of Campbell Alliance, describes the new product planning function
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Managing the Logistics of a Product Launch - PharmaVoice VIEW on Marketing
Nader Naeymi-Rad
Nader Naeymi-Rad of our Brand Management Practice talks about how to manage the complexities and logistics of a product launch.
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Managing the Managed Markets - Product Management Today
In our bi-monthly Functional Focus column, John Campbell, CEO of Campbell Alliance, describes the managed markets function
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Marketing and Selling to Pharma
Click here to download a more detailed overview of the services we offer companies who serve pharma and biotech clients
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Medicare D Day - Pharmaceutical Executive
The Medicare drug benefit may still be almost a year away, but the crucial deadline for pharma companies is just around the corner. Kevin Barnett of our Managed Markets Practice elaborates
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Medicare Part D Readiness - Pharmaceutical Executive
Earlier in the year, pharma was scrambling to make Medicare Part D-related contracting decisions. Now, marketing and selling strategies must be finalized to ensure "Part D readiness." Kevin Barnett of our Managed Markets Practice provides a checklist
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Medicare Part D: A 2006 Postmortem and a Look Ahead
Kevin Barnett
The Part D benefit has just completed its first year, but most pharmaceutical companies are already planning for 2008. This article provides some observations that can be helpful to those who are looking ahead
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Medicare Part D: It's Crunch Time...Again - PharmaVoice
Kevin Barnett
Kevin Barnett of our Managed Markets Practice discusses the timeliness and essentials of Medicare Part D contracting for 2008.
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No End To It: Sales reps are expected to learn throughout their career. Shouldn't the company keep testing them? - Pharmaceutical Executive
John Bye
John Bye of our Sales Practice discusses the need for pharmaceutical companies to assess the performance of their sales reps over time.
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Oncology Roundtable: The Topic of Cancer - Pharmaceutical Executive
Nader Naeymi-Rad, Genentech, BMS, and Pfizer discuss the challenges of commercializing oncology products
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Overview of practice areas
This document provides a brief overview of each of our five practice areas.
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Overview of the Business Development Practice
The Business Development Practice helps clients improve internal processes for pharmaceutical licensing and corporate development. Also helps assess the viability and financial attractiveness of licensing opportunities. Download this document for more info.
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Overview of the Brand Management Practice
The Brand Management Practice helps pharmaceutical companies plan for and improve the commercial performance of their brands during all stages of the product life cycle—from pre-launch development through maturity. Download this document for more info.
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Overview of the Clinical Development Practice
The Clinical Development Practice assists clients in correcting or improving processes that are most likely to cause delays or budget overruns in clinical development. Download this document for more info.
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Overview of the Managed Markets Practice
The Managed Markets Practice develops managed markets reimbursement and access strategies at the corporate, portfolio, and product levels. Helps clients leverage favorable market access to drive revenue and market share. Offers expertise in commercial managed care, federal markets, Medicare, and long-term care. Download this document for more info.
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Overview of the Sales Practice
The Sales Practice helps pharmaceutical companies maximize the value they receive from their largest promotional investment, their sales forces. Offers a range of services, including sales force design, sales strategy development, training program design, and sales training. Download this document for more info.
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Payer Pressure Comes to Oncology - The RPM Report
Kevin Barnett
Kevin Barnett, Senior Vice President and head of our Managed Markets Practice discusses the evolving reimbursement environment for oncology products.
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Pricing Pitfalls - Med Ad News
Stephen Carter
Stephen Carter of our Managed Markets practice discusses the common pitfalls associated with pricing a pharmaceutical product, and how to avoid them.
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Product Positioning and Branded-Message Platform Development - Product Management Today
Darius Naigamwalla
Darius Naigamwalla of our Brand Management practice discusses these two separate, but related marketing activities.
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Put the Web to Work for Your Brand
Marc Fusco and John Campbell
Is your brand's Web presence making a positive contribution to sales performance? Here's how to make sure it is.
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Ready, Set, Optimize
Reprinted from Pharmaceutical Resource, Campbell Alliance's corporate newsletter.
From the Spring 2002 issue of Pharmaceutical Resource. Optimizing your sales force takes the right mix of people, ongoing training, and rigorous assessment
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Realizing the Promise of Clinical EDC: A Practical Guide
Gary Tyson and Tim Dietlin
A comprehensive overview of the promises and pitfalls of clinical electronic data capture (EDC) solutions
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Selecting the Right Approach to Competitive Gaming - PharmaVoice VIEW on Marketing
Tom Luginbill
Tom Luginbill of our Brand Management practice discusses the importance of pressure-testing key marketing strategies, and outlines common approaches to competitive gaming.
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The 2006 Outlook for Pharmaceutical Business Success Drivers - Product Management Today
John Campbell
In this article CEO John Campbell examines a few major functional areas within pharmaceutical and biotech companies, and discuss key areas
of focus to drive business success in 2006.
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The Era of Clinical Trial Registries
Increasing demand for information on prescription products has spurred the creation of clinical trial registries. Lisa Grimes of our Clinical Development Practice discusses the purpose and benefits of clinical trial registries here
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The First 100 Days: A Playbook for New Training Directors Part 1 - SPBT's FOCUS Magazine
George Schmidt
In Part 1 of a two-part series, George Schmidt of Campbell Alliance's Sales practice discusses the importance for training directors to get up to speed quickly in the first 100 days in a new role.
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The First 100 Days: A Playbook for New Training Directors Part 2 - SPBT's FOCUS Magazine
George Schmidt
In Part 2 of a two-part series, George Schmidt of the Sales Practice discusses the importance for training directors to get up to speed quickly in the first 100 days in a new role.
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The Interactive Sales Assessment Process
This diagram illustrates how a typical ISA is managed
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The Medicare Prescription Drug Benefit: The Next Three Months Are Critical - Product Management Today
In our bi-monthly Methods and Practice column, Kevin Barnett of our Managed Markets Practice describes the critical timing around contacting and pricing strategies for Medicare Part D
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The Seven Deadly Sins of Business Development - Nature Biotech
Ben Bonifant, Jeff Stewart
Ben Bonifant and Jeff Stewart in our Business Development Practice offer 7 sins to avoid in your BD activities.
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Train to Coach - SPBT's Focus Magazine
Garry O'Grady
Garry O'Grady, head of Campbell Alliance's Sales practice, writes Part 1 of a 2-part series on training for district managers
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Train to Coach, Part 2 - SPBT's Focus Magazine
Garry O'Grady
Garry O'Grady delivers part 2 of his series on district manager training
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Training Directors Playbook
This is the Training Director's Playbook. Download workshop forms and articles here
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Training Director's Playbook - workshop materials
Here are workshop materials for the Training Director's Playbook.
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Turning Around Underperforming Brands - BioExecutive International
Nader Naeymi-Rad
Nader Naeymi-Rad of our Brand Management Practice outlines an approach for systematically diagnosing and correcting the causes of poor product performance
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Using Clinical Trial Analytics to Optimize Patient Recruitment
This presentation outlines our approaches for building efficiency into patient recruitment
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Using Treatment Flow Modeling to Develop Market Understanding - Product Management Today
Darius Naigamwalla
Part 1 of a 6-part series on commercial planning, by brand management expert, Darius Naigamwalla
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Who Really Moves the Needle? - Product Management Today
Tony Lanzone
Tony Lanzone of Campbell Alliance's Managed Markets practice outlines a process for identifying and targeting your most valuable payer accounts
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Working With CROs - Pharmaceutical Executive
Reprinted from Pharmaceutical Executive, this article by the leaders of our Clinical Development Practice discusses ways to get maximum value from your CRO relationships
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Working With Specialty Pharmacies - Pharmaceutical Commerce
Tony Lanzone and Jay Jauregui
Tony Lanzone and Jay Jauregui from our Trade and Distribution Practice discuss strategies for partnering with specialty pharmacies.
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