Sales and Marketing Best Practices
Best Practices, LLC has conducted extensive research in the field of Sales and Marketing. Browse through and sample our published Sales and Marketing research in the topics below:
| |  | Ensuring Brand & Health Safety from Parallel Importation and Counterfeits  
Study Overview
This 66-slide presentation examines how companies organize Brand Security functions to safeguard against unauthorized parallel imports and counterfeit products across business units and geographies. Pharmaceutical, biotech and manufacturing companies can benefit from this presentation as it details operational tactics to safeguard brands, as well as potential pitfalls to those tactics.
Key Topics
Key Findings
Operational Tactics to Safeguard brands
Structure, Staff and Resource Investment in the Brand Security Function
Brand Security Processes and Procedures
Top Lessons Learned
Key Findings
The supply chain rates as an area of key concern for most pharmaceutical companies. Those companies that can deal with potential problems at the supply chain level are better positioned to control brand security.
Tamper-evident packaging is seen as one of the best manufacturing approaches to safeguard pharmaceutical products as 91% find it to be an effective tactic. Ongoing expense and regulatory concerns were the most frequently cited implementation elements to be managed for this tactic.
Below are two examples of safeguards that proved to be useful to many companies:
Trademark Safeguards: Trademark and name differentiation are the highest rated safeguards on this brand security front.
Regulatory Safeguards: Proper labeling showing that the drug adheres to manufacturing standards is the preferred regulatory safeguard.
Methodology
This document is the result of a Best Practices, LLC project for a pharmaceutical Business Excellence Board client. It is based on the survey responses of 11 leading benchmark partners in the pharmaceutical, biotech and manufacturing industries.
Medical Science Liaison Services Excellence in the Medical Device Sector: MSL Activities Across Key Customer Groups
Non-members: Click here to review a complimentary excerpt from " Medical Science Liaison Services Excellence in the Medical Device Sector: MSL Activities Across Key Customer Groups"
STUDY OVERVIEW
Medical Science Liaisons are the bridge between a company's science and critical stakeholders in the marketplace. Recently, the responsibilities and services of MSLs have drawn more attention from executives due to the changing industry environment. This study offers powerful insights that medical device leaders can use in the organization and deployment of MSLs. Additionally, this research provides information on how MSLs are targeting different customer bases and the oversight different companies provide to monitor their activities.
Specifically, Best Practices, LLC conducted this study to identify valuable services MSLs provide to diverse customer groups – physicians, patients, payers, policy makers and advocates. Medical device executives can use this study to identify areas of internal weakness, as they try to globally standardized their organization of MSLs. In addition, this benchmarking research study also explores best practices in the management of MSLs and their work with KOLs pre- and post-approval, capturing information about the strategies, structures, activities, tools, and tactics currently being used for this purpose.
KEY TOPICS
MSL Services and Payer Education and Support
MSL Services and Hospital/Health Care Access
MSL Services and Physician Education
MSL Services and Patient Education and Advocacy Support
MSL Activities Throughout Life Cycle
SAMPLE KEY METRICS
Ranking of most valuable MSL services when serving Medical Affairs, Clinical Development, Health Outcomes and Brand Team customers
Structures that work best to provide MSL services to Payer Services
Future internal groups emerging as valuable users of MSL support or services
MSL policy changes over the next 24 months
MSL service / interaction trends with different types of healthcare systems that may increasingly be homes to KOLs
Emerging educator groups within companies
Services provided by specialized educators
Frequency in which MSLs provide various KOL services prior to FDA approval of a drug
Frequency in which MSLs provide various KOL services after FDA approval of a drug
Ranking of most effective technologies serving KOLs
SAMPLE KEY FINDING
MSLs Expected to Work More Regularly with Other Internal Groups: Sales Reps and New Product Planning are the two groups that will be served most regularly (50% and 38%, respectively from survey). Surprisingly, 50% of companies say they do not serve Payer Services, but a number of companies said they have specially trained MSLs to serve this role. Those companies tout it as an important service.
Recognize Payers Groups Are Growing in Importance: The majority of respondents believe that managed care groups will be valuable users of MSL support services in the next two years. MSLs will need to understand how payer groups work and how best to serve internal constituents working with them. At present only about 25% of companies regularly support internal payer groups.
METHODOLOGY
Research participants included eight executives and managers from 8 different medical device companies. Three-quarters of this group currently work at the director level or above.
Best Practices in Managing Public Relations: Lessons Learned
This document contains a matrix with the top three lessons learned for managing staffing, roles and budgets for the Public Relations (External Affairs) function. The matrix includes responses from executives at eight world-class companies.
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