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38 Best Practices
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If you are interested in this report, check out "Profitable Partnerships: Developing Excellence in Alliances."
This Best Practices Benchmarking® Report contains numerous findings that will enable companies in the pharmaceutical and biotechnology sector to understand the critical success factors of alliances and co-promotions. Moreover, the findings contained in this report will enable your company and strategic partners to move knowledgeably forward toward the objective of developing its own alliance and co-promotion system.
The key operational areas which emerged as foundation stones for superior alliances include:
The key operational areas below were identified as the building blocks to successful alliances and co-promotions. These include:
Chapter 1: Deal Making
• Strategic Alignment and Evaluation
• Partner Evaluation
• Deal Process and Communication
• Incentives and Performance Management
• Drug Evaluation
Chapter 2: Pre-Launch and Launch Leadership and Message
• Training Material Development
Chapter 3: Sales Management
• Territory Management
• Relationship Management with Health Care Professionals
• Sample Management
• Incentive Management
• Performance Measurement & Management
• Training and Career Development of Reps
• System Support
Chapter 4: Marketing Management
• Roles and Responsibilities
• Internal Reviews
• Message and Positioning
Chapter 5: Relationship Management
• Team Building
• Performance Management
• Levels of Interaction
• Communication Frequency
• Partner Communication Content
• Dispute Resolution
• Communication Systems
List of Charts & Exhibits
Pharmaceutical Co-Promotion Process Map