Archive for the 'Business and Management' Category

Clients of a typical pharmaceutical company often have a choice when it comes to selection of business partners and may look for a distinct type of relationship in return for further patronage. Therefore, the pharmaceutical company must really comprehend the value that the business of that strategic account imparts and must realise that when it designates “key account” status, a certain level of quality control should ensue and measurable results be expected.

Key account management must be dynamic and not something that can be assessed and reviewed at some point in the future. It must be essentially dynamic and while certain elements of such an association will mean different things to different staff members, the overall goal must be the same – to ensure that the client and all its executives are happy and wish to remain.

It is a shame, but clients are often disappointed by what they see as a failure to embrace the importance of key account management and by the organisation’s inability to cross the line. The key account expects a pharmaceutical company to be proactive and not simply to react when any events take place. It’s important for the client to see that the company is acting in its best interests and, most especially in this field, keeping abreast of developments within the industry.

Sometimes, the client will be expecting the pharmaceutical company to be involved in the development of strategies. Many different levels of key account recognition are possible and it is feasible that this could vary across many different client levels, but the pharmaceutical company must be sure that at every tier of its organisation, staff are trained in the particular requirements necessary. The company must intimately know the client and this does not necessarily mean socially. For example, the company may want to send some of its appropriate staff into the field to work directly with the client and should remember that this can also help to provide an element of in-depth knowledge about the client, intelligence which could be used in the future.

The pharmaceutical company should never be afraid to perform a certain amount of work at no charge for truly key clients and this once again points to the need for each client to be treated as its own entity. The moral is that there should be no such thing as a textbook approach to key account management and pharmaceutical consulting firms fully realise this and can help to educate all staff levels in the intricacies of such an approach.

When it comes to the release of information that could be seen as proprietary, pharmaceutical companies may find themselves in a difficult or delicate position. In this kind of business, information can be very powerful and while the client may be looking for added “value” from the company through the passing of information, this element is best handled at the senior vice presidential level, in consultation with the company’s pharma consulting firm.

The pharmaceutical consultants will help ensure that the company is going above and beyond, over-delivering its part of the equation. Remember that a key account must be key in all respects and this goes all the way to the bottom of the balance sheet, to enable a truly “win-win” situation to result.

Alan Gillies is the CEO of L2L Consulting, a cutting-edge pharma consultancy firm which specialises in optimising productivity and performance within international companies by applying tailored organisational strategies.

A key factor in any business is its advertising. While large scale businesses have enough free resources to spend lavishly on advertising, small business advertising has to be effective and yet cost friendly. Small businesses depend heavily on marketing techniques to draw more shoppers.

As a result of the current recession, small businesses have suffered a lot. With the increase of competition, there’s been a decrease in available resources. Without a safety net of large cash flow like the ones big businesses have, small businesses are being forced to close their doors. In order to maintain profits and increase clientele many novice entrepreneurs lower their prices in the hopes of increasing their business volumes. What they fail to understand is that only 5% of the shoppers base their decisions on price alone. So by dropping their prices small businesses end up dropping wages, marketing costs, and over all quality of their business. Taking this route blows off the other 95% of customers that base their choices on quality, service, and of course advertising. Because small businesses usually don’t handle the vast amount of customer flow that large corporations do, they can’t benefit from a price drop in the same way.

Don’t forget that it’s effective advertising that pulls in your price concious customers. If you’re decreasing what you put into your small business advertising, then you’ll end up with less customers. To ensure steady profit a small business needs to show that it’s a specialty, and not just show that it can lower prices. This in turn calls for effective small business advertising. First off you have to show your creative niche, and prove that you offer more than your competition with offers like unique service, better customer support, error free order, etc. Once you dare to be different and better from the rest, you can demand better prices and still attract customers. Your small business advertising plays probably the biggest role in gaining your customer’s trust and loyalty. Your small business advertising should show customers why you’re the perfect choice for their needs by focusing on your company’s unique and special service.

When a small retailer decides to compete on price, he is on risky grounds. The position of reigning giant of the retail price wars belongs to only one…Wal-Mart. You can never beat such chains at price, so instead of cutting down on prices and compromising your product’s value, you should instead focus on building brand loyalty rather than price loyalty. small business advertising should never sacrifice pricing, because in the end it’s the value you put into your advertising that builds consumer loyalty and keeps them coming back.

An Array Of Valuable Tips For Marketing Niche Products

Posted by admin on March 30th, 2010

Surely, the pharmaceutical market is one of the most interesting and diverse industries, always in a state of change and flux, but in more recent times, we can see a distinct trend away from big brand product, wide reach styles of marketing toward a focus on the “niche” medicines; this process also seems to be accelerating. An additional challenge is thus presented for the pharmaceutical company sales staff, most especially in the area of education.

Pharmaceutical companies may now be more concerned with discussing product branding at an early stage of the development cycle, as they are keenly aware of the volatile nature of the market and additional constraints that will emerge as the company tries to penetrate and satisfy these more narrow-minded niche markets. The branding exercise must take into account potential resistance or the need for additional clarification at an early stage of the marketing cycle.

Now more than ever, pharmaceutical markets are crowded. So many choices are presented to a consumer and a wide variety of external forces often come into the purchasing decision, including advice given by the petitioner or front-line professional. Every one of us expects instantaneous information to be available whenever we need it and we’re now getting used to engaging with each other much more often within social networks and online. As a consequence, we are becoming much more educated about every aspect of our existence. As the market becomes more crowded and the consumer becomes more educated, more emphasis must be placed on marketing program efficiency by senior company executives.

Pharmaceutical companies are spending a great deal of their time moulding and shaping the market so that it is ready for the product when it is released. This only helps to emphasise the fact that marketing should be considered interactively during brand creation phases and that educational channels are explored.

If more emphasis is being placed on marketing within niche product areas, then it is true to say that there is more emotional involvement and less tendency to “go with the flow” on the part of the professional or the consumer. This requires a pharmaceutical company to be very clear and distinct in its marketing methods and messages, in order to differentiate itself from its competitors in the eyes of its target markets. This clearly puts pressure on the company’s sales force as these executives must now try and penetrate a sceptical barrier at the professional level and ensure that the message is stronger, yet more targeted than before.

The sales force is of primary importance to the success of the company and senior officials are turning in greater numbers to pharmaceutical consultants and pharmaceutical consulting firms to help them train and focus the force accordingly. In most cases, pharma consulting plays a great role in helping the organisation to identify shifting marketing forces, especially when associated with niche concentration. If the professional is traditionally distant, sharper skills will be required and more cognitive training must be assured to enable the sales executive to break through and be successful. Effective implementation requires an equal amount of experience, ability and training.

Alan Gillies is the CEO of L2L Consulting, a cutting-edge pharma consultancy firm which specialises in optimising productivity and performance within international companies by applying tailored organisational strategies.

More than $25 billion per year is spent on marketing pharmaceutical products, showing the size and importance of the industry and underlining the need for the pharmaceutical company to be highly effective in this arena. It is simply not good enough for the organisation to be on the cutting edge of its game, and ground-breaking when it comes to the delivery and dissemination of new products to the market, unless it is sharply attentive to marketing in this highly competitive marketplace. While the healthcare industry always seems to be a growth industry, there is an increasing amount of more focused competition and the company fails to concentrate on its marketing strengths at its peril.

Due to the sheer size of the healthcare industry and the fact that it touches every individual in one way or the other, much attention is given to drug spending. Indeed, it is estimated that spending on pharmaceuticals can account for up to 15% of the total amount spent within the health industry and with such high numbers at stake, marketing proficiency, or a lack of it, can have big consequences.

The sales force is critical to the success of the pharmaceutical company as it spends much of its time directly interacting with front-line professionals, advisors and practitioners. Positive interaction between the sales executive and the professional is essential for progress. As the executive engages with the professional, a lot of time and effort can be put into trying to achieve a result, but as the practitioner is often turned off to marketing practices and advances, this can be a ‘tough nut to crack.’

Often times, the healthcare professional, being highly educated and focused, wants to rely on scientific papers, advice from colleagues within the industry, or his or her own training and first-hand experience. There is a significant danger that the professional could view the advances of a pharmaceutical company sales executive as single-minded, so the executive therefore needs highly-tuned marketing and communication skills to be able to break through.

As the pharmaceutical industry matures, more emphasis is being placed on these product areas and with advances in medicine, an increasingly higher level of education is important for the sales team. These complex dynamics worry the pharmaceutical company chiefs, especially as they have enough to fill a plate with regard to product development, lobbying activities, regulatory enforcement, adherence and economic constraints. It is at times like these that they should turn to pharmaceutical consulting firms not only to advise them, but to help educate and direct their sales forces.

Invariably, pharmaceutical consultants have first-hand experience of the market and know how to interact and deal with end-users and with professionals. Advice can be imparted about layers of motivation, multiple layers of training and the best way to approach client interaction. In most cases, pharma consulting can help to instil the correct amount of urgency within the sales staff member, while helping to ensure that the team works across different tangents. Not only must the executive understand the best interests of the employer, but he or she must seek the trust and acceptance of the professional at this most critical stage in the product life-cycle. True balance is required to ensure that motivation works through training to reveal the correct way forward.

Alan Gillies is the Director of L2L Consulting, an elite pharmaceutical consultancy firm which specialises in Strategy Development and Implementation Excellence for prestigious multi-national organisations.

Marketing A New Business

Posted by admin on March 28th, 2010

Marketing new business plans pose no difficulties to implement for online commercial activity if you perform a close analysis of all the factors involved prior to any investment. Web site design goes hand in hand with search engine optimization. Every new business that stands a chance on the Internet has to reach in the first result page of Google. There are several things you can do to prepare your web site for correct optimization and indexation. Start by identifying the major marketing requirements. New business challenges can be manifold, but you have to go from A to Z and solve them all.

1.The format of the web site should be search engine friendly and user friendly. On the basis of the content that you provide, the search engines will decode the Java script and the flash code in the web site and give the page a ranking. And secondly, the page rank will change with traffic. Visitors will not return to a web page that they cannot operate easily or which they find unappealing.

2.Content has the highest influence on the success of marketing new business strategies. The best support you can provide for products and services consists of the right information related to it. You will improve traffic considerably if you use articles written around the most relevant keywords. Higher chances of sales come with numerous visitors. Then, you can start working to build customer loyalty.

3.During the first month of activity you can encourage web visitors with all sorts of incentives. Create a database with your first customers and reward them for purchases. Many marketing new business strategies revolve around the strategic use of bonuses, discounts and coupons for future purchases. The clients that leave their email addresses for communication should become priority for the development of your business.

4.Face market uncertainties with a strong marketing plan. Don’t take up marketing new business unless you have defined a coherent business model and you know your market well. In the incipient business forms, you could have difficulties anticipating clients’ needs particularly in these times of financial insecurity.

5.Experts consider that marketing a new business plans have a firmer chance to succeed in today’s international context. Novelty could in fact be the solution to open new tendencies and recover from the dire financial period. While big companies are withdrawing because they have extended too much, a small business can dare a lot with a minimum of risks.

Helpful Tips For Determining If An Account Really Is Key

Posted by admin on March 23rd, 2010

If the pharmaceutical company designates one of its clients as a key account, what criteria is it using to determine this? If this decision is based simply on financial data, then it is likely that the company’s entire account management philosophy is flawed. Look at it from the point of view of a designated key account. This client is clearly able to see if the association is based on a dollar value and is not based on strategic importance or the provision of services over and above the standard. It’s not possible to mask the true meaning of the relationship, as designated by the pharmaceutical company, regardless of the levels of interpersonal relationships at the executive levels.

The key client understands why it should be designated as “key,” whether that is purely to do with revenue levels or not or whether, as more likely, it is a product of strategic positioning as well. This client will expect a certain level of attention from the company and will be looking for leadership positioning in the industry, as part and parcel of the agreement to do business in the first place.

A relationship between a company and its client must be a two-way street. Remember that there are always options available and as such, therefore, the company must go above and beyond what would ordinarily be expected. Within the very make up of a company, all staff should be infused with this philosophy, but this can be a difficult position to achieve. A pharmaceutical consulting firm can be worth its weight in gold in these situations. Due to the amount of experience that they have built up, pharmaceutical consultants can be really knowledgeable and can even understand a client’s requirements better than the company itself. As such, the consultants can help the training of staff at all levels with regard to the intricacies necessary when dealing with clients.

For example, a client will often be looking for the company to be proactive, to be always looking for ways to improve the relationship and to help the client act on data and information that they already have. This will not necessarily directly result in an increase in revenues, and if the front-line executives are only motivated by bonuses according to revenue figures, then they may not be correctly incentivised to handle the client the right way.

It is often not as “black-and-white” as this and even the most sophisticated incentivisation scheme employed by the pharmaceutical company can fail to break down the invisible barrier to success. A lot of experience is called for in this situation and each key account must be handled carefully and with precision.

Hidden costs are often involved and the pharmaceutical company must understand that it should be very sparing in its designation of “key” account status. Senior management must be able to read between the lines and see the strategic importance of the relationship, over and above pure revenue and cost line items. These days, pharma consulting firms can help reveal these points of reason and can in certain circumstances help the company to understand that a particular client may not in fact represent the company’s best interests.

Alan Gillies is the CEO of L2L Consulting, a cutting-edge pharma consultancy firm which specialises in optimising productivity and performance within international companies by applying tailored organisational strategies.

Building a successful Internet Marketing business opportunity requires you to focus on the future, and know which direction you’re going in, then start with taking one small step at a time until you get to your destination.To be successful in life you need to take those steps down the road that is less well travelled, not the road that 95% of people are heading down.Choosing the bumpy road to success can cause you to be uncomfortable at the time, but time is also your friend and eventfully you will live a comfortable life because you took responsibility for your life and your future, “The simple disciplines of time will promote you or expose you.”Those that are exposed on the downward curve of the ‘Slight Edge’ may reach the age of retirement and realise then that they are not where they planned to be in life, if they have made any plans at all!

Typically those on the downward bend hold blamed everyone else for their lack of victory; their home, rears, kids, government anyone but themselves. If you grasp you have been on the downward bend and not the upward curve, you can of course readjust.Many individuals fall foul at this early piece of the curve, as the bend seems to run along at the identical degree for rather a though, it’s never to late to change course, just set your sails for the right direction. You may get yourself on that downward simple six figures review bend right immediately, just imagine if you can change that bend by taking responsibility for your potential now.Responsibility starts with the willingness that you are the source of what you do, and what you are. Don’t concentrate on the past; concentrate on the potential because you can change the potential.

Please take a moment and try this little try: see outside from the screen, close your eyes and concentrate on your previous for single moment and then concentrate on your potential for single minute. You may observe that if you concentrate on your potential you can’t assist but see up, but when focusing on your previous you instinctively see down.If you’re searching to commence establishing money internet your victory will be dramatically enhanced if you adopt these ‘Slight Edge’ philosophies in your liveliness, just have your skull up high, become the professional of your liveliness and see up to your future.Why are we all so vulnerable to rooks and schemes in 2010? What is different regarding rooks today then, say maybe final year, or 10 years ago. Wherefore are rooks all roughly us, and we just could not seem to have away?There are a couple of reasons that rooks are extra of a problem in 2010 than they were, years ago. On that point are couple of reasons for this which I will state under.

Direct Marketing To Business

Posted by admin on March 3rd, 2010

Direct marketing promotion is different from other forms of marketing approaches by the direct exposure of the clients to the business message. This means that with direct marketing you rely only on direct communication with business prospects via emails, direct mail or telemarketing. In many cases a direct marketing business sends unsolicited messages to the other party. For emails, this is spam, but the separation line is very thin here, and there are many subtleties at work.

Direct marketing business promotion also depends on the possibility to track the positive response from the consumer. Thus, the prospect is required to call a free phone or visit a web page, and if he/she acts on this urge, then, the advertising message has been successful. This marketing approach started with the delivery of commercial ads to the consumers mail boxes, a practice which is still very much in use worldwide. And since this kind of junk mail proved profitable for direct marketing business promotion, managers have pushed things a little further.

The problem is that marketers cannot determine or track the negative impact on the consumer, or in other words, one cannot tell how many people the unsolicited mail has offended. The measurement of results is something on which any direct marketing business depends. No matter how popular this type of marketing can be, controversies have become more numerous with the upsurge of the Internet and the sending of unsolicited mail to the email boxes.

A special measure taken for the direct marketing business approach was the introduction of opt out links. Automatic tools generate junk emails, but they also include some opt out links that allow the recipient to unsubscribe and stop receiving the messages. And it seems that spam receives a better management thanks to this opt out choices. Direct marketing businesses strategies have to grow around such issues in order to be profitable.

Advertising circulars, catalogs, free trial CDs and all sorts of other materials delivered to the consumers’ mailboxes do have a good rate of success, which makes them a cheap and efficient form of advertising. Many businesses in the US and in Europe choose to send such materials through regular mail, since, the processing is really low cost. A different level of direct marketing business evolution is achieved when campaigns target only the clients in the databases that are more most likely to respond positively to the stimulation. But that is definitely a superior or above the average kind of approach.

The food and beverage industry has always been one of the most attractive for the would-be entrepreneur. When we consider fundamentals, something that each one of us must purchase to survive, food and drink of course comes in at the top of the list. This may very well be true, but so many interrelated complex issues arise when you look to buy a business, that you should remember that only one in 10 companies such as this will actually survive. Correct valuation upfront and an adequate process of due diligence will help you to survive against these odds and prosper.

One of the key skills that you can possess when you get ready to buy restaurant business assets is the ability to communicate and to decipher information. You will need numerous meetings with the seller and don’t be surprised if the early ones don’t reveal some fundamental facts and figures. Normally, a seller will want to be just a little protective and will want to see how enthusiastic you are or whether you are really serious before any important data may be divulged.

There are some basic facts and figures to absorb before you are able to project your own figures for the future. How many tables are there in the restaurant and what style of food does it focus on? You need to know how many meals are served per day, per week and by month and if the menu is somewhat specialized, are the supplier contracts strong enough and is the supply chain sufficient?

Labor is a major cost in any business and particularly here. Find out how the costs breakdown and whether the strength of the entire business is based on the skills and strong personalities of key figures, notably the master chef. You may not expect to get a lot of the finer details during the early process, as a seller often wants to keep any news of a potential sale away from the employees until the appropriate moment.

Write up a check-list of questions to ask the owner; you should have hundreds and not be afraid to be very specific, nor to insist on detailed answers. As you are preparing your position, though, remember that this type of business will call on very long hours and is typically a seven days per week activity. You will be required to deal with many “fires,” be great at managing people and your time and may not expect to see a specific net profit for quite a while.

Some of the challenges you may well face as a new owner include the ability to consummate new relationships with your suppliers. Some suppliers see a change of ownership as an opportunity to significantly “amend” their contracts, and prices. Don’t be surprised if you have to deal with distraught people who may be concerned because their table is not ready for them, although they booked it but still arrived past their scheduled time. You must be able to motivate your employees and be able to handle all situations immediately, resulting in praise or termination accordingly.

When you’re sure that you are cut out to buy business interests in the restaurant industry, have tabled the right questions and received the comprehensive answers, are happy with your interpretation of the financials and contracts, then you are ready to discuss the value. Experts in this field should be engaged to help you understand what you are dealing with and you should use their findings to help you solidify your thoughts. If you know what the business bottom line is, the salary take of the owner, net profits and owner benefits, then you should adjust this figure according to any capital expenditure you feel is important.

With any restaurant for sale, the three major costs involved – labor, rent and food, should be no more than two thirds of total expenditure and always remember that you will have to have a superb marketing plan so that you can tell everyone about your new creation.

Richard Parker is the author of the How to Buy a Good Business at a Great Price series. As President and founder of Diomo Corporation – The Business Buyer Resource Center, his materials, seminars and consulting have helped thousands of business buyers realize their dream to buy a business.

The Easiest Way To make A KILLING Online

Posted by admin on March 3rd, 2010

Internet online business is literally the most overlooked business out there. think about it…95% of the worlds population has no idea what people like us are doing. I say “people like us” because if you’re reading this right now then you’re like me… We make so much money so perfectly and we are able to run a multi-million dollar business automatically from old laptops from almost anywhere in the world. Making money like this has become so simple that we don’t even need to understand
computers and/or technology! Honestly you don’t even need to have your own product or website and you can potentially
make more a week than average people make in a month… Sorry, had to get that out of my system. If you are one of those people who struggle who make money online, im going to give you the KEY essentials to internet online business.

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Now we have the, traffic ultimatum reviews… this is where it gets better. We all know what the most important part of internet online business is…….. TRAFFIC. And we all know who the chief of traffic is…….. GOOGLE. These guys bring in tons of traffic. With this, those guys are going to walk you through every single loophole there is to get LOADS of FREE traffic from Google in the matter of hours. All you have to do is know what niche you want to market… Once you have a niche and you know which keywords people in your niche are searching for, it is money in the bank. this is stuffed with a lot of powerful information on Free Traffic. Anyone can set up an adword campaign and pay for clicks… does it work? Yes.. But nothing feels better than not paying for anything but a website, and collecting tons of profit, from big daddy Google.

Next we have traffic ultimatum…. this explains a really profitable from of internet online business called CPA online business. This thing is heaven sent for marketers. With CPA online business, you get paid whenever one of your customers make a certain actions. Depending on your cpa offer determines which “action” you will get paid off of. For example. There are some cpa offers that’ll pay you every time some one types in their email address. So all you have to do is get people to that site, have them enter in their email address, and you get paid! They dont even have to pull out their credit card, and you get paid. Some cpa pay offers even pay commission for people to enter in their zip code… It doesn’t get much easier than that. The this course shows you how to literally BULLY your way to instant success…

Internet online business is extremely simple, and im going to show you exaclty how to do it..