Managing the code

There are lessons to be learnt from recent cases about how good management practices can help representatives to comply with the ABPI Code of Practice, and can help a company to defend its position if there is a complaint.

A Firm Foundation?
Examining the nature of Foundation Trusts

Foundation Trusts see themselves as having the potential to transform health services and to significantly improve the quality of life for the people of our country. Freed from central control but ...

Synchronised Selling
How teams perform better than individuals

When children play football, they have a common objective. They all want to score goals in order to win the game. Hence they tend to all run after the ball at the same time, swarming like bees around a honey pot. Each of them behaves as though he or she were the only person in the team who could achieve the common objective. Although they are i ...

Creating Win-Win Solutions
Why expertise is critical to a specialist teams success

In the last five or so years, changes within the healthcare marketplace have led to a rapid growth in the number of opportunities for both sponsored nurses and specialist promotional teams. An exc ...

Are Your Secrets Safe?
How to protect your companys intellectual property

In the competitive market of pharmaceuticals, both past and present employees have the potential to cause significant damage to a business by leaking or using confidential information, or by poaching colleagues and customers.

Discrimination: A Case Study
Key issues in gender and employment law

John is a business unit director managing a team of six regional managers, three female and three male. They in turn manage six regional teams made up of 40 part-time and 15 full-time primary care ...

Communication, Education,
Improving retention through motivation

Staff retention among pharmaceutical sales professionals is notoriously poor, especially among graduates. We hear rumours of up to a 20% fallout during training, and then more leaving during the first four to six weeks on the road. Is this simply a fact of life a reflection of the way things are in this neck of the woods or could more be done ...

The Power of the Mind
Performance psychology can make you a winner

It never ceases to amaze me how many Senior Executives fail to develop the number one aspect of performance that can put them ahead of the crowd and help them be dramatically more successful: the ...