You've got an existing sales force, and they need to be trained in a new therapeutic area (while also training a new sales force at the same time). How do you build a curriculum to accomplish …
How to Partner (Successfully!) With Your Partners
In the commercial training arena for life sciences (pharma, biotech, diagnostics, medical devices), we do a lot of outsourcing to vendor-partner companies. I worked for one of those partner companies …
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Capacity: What Makes a Good Client-Vendor “Fit”?
People sometimes ask me how I determine whether a particular vendor is a good fit for a specific client/project. One of the factors I consider is capacity - does the vendor have the bandwidth and …
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Just Say NO to (some) New Business
Are you a vendor/partner servicing the biopharma training and development space? Well, then, I have some counter-intuitive advice for you. Learn to turn down some new work. Radical? I hope it's not. …
What Are You Outsourcing?
I believe in outsourcing. Actually, I believe in right-sourcing - using the best combination of resources (internal and external) to get the job done. But I'll focus our discussion here on outsourcing …
“It’s the Network!”
How's Your Network? Verizon made a great advertising move by differentiating itself from other wireless competitors by pointing to its superior network. Cell phone service is pretty much a commodity …