ARE YOU MISSING EFFECTIVE 'ROI' MEASURES IMPLEMENTATION THROUGH LACK OF TRAINING OF YOUR TEAM?
Develop yourself and your team with practical analytic skills for stronger ROI implementation
Eularis runs regular training Workshops and MasterClasses on specific topics for our Pharmaceutical Clients. Participants are trained through a combination of lectures, case studies and practical hands-on group activities. The latest approaches to planning, prioritizing and initiating opportunities relevant to each topic area are analyzed and discussed with specific reference to a Clients' particular products, markets and needs. Eularis' expert team has facilitated many Workshops and training events at individual Pharmaceutical Clients, as well as public inter-company events and conferences.
Current MasterClasses
1. Pharmaceutical Marketing ROI MasterClass
2. Pharmaceutical Forecasting MasterClass
4. Pharmaceutical Sales Force Effectiveness ROI MasterClass
1. Pharmaceutical Marketing ROI MasterClass
Details
Pharmaceutical Marketing Managers know that the pressure to measure
marketing effectiveness and return has never been stronger. Today's
Pharmaceutical marketer must define and deliver quantitative measurements
that justify the investment in the specific marketing programs
is paying off for the company. Pharmaceutical executives who cannot
provide strong evidence (evidence-based marketing) on how their
Pharmaceutical marketing activities generate return, do so at their
job's risk. You must be able to be accountable, and demonstrate
the return of your activities, to the CEO or CFO. Since you need
high accountability, using established marketing ROI and marketing
effectiveness tools and techniques is vital. By attending this extremely
interactive, practical MasterClass that includes Pharmaceutical marketing
exercises and actual case studies, you will improve your
ROI (and career progression!) swiftly.
With the kind of pressure the Pharmaceutical Industry is under
today, ROI and sales and marketing performance measurement are becoming
the hottest topics and a very crucial are in which to have competency.
Here are some findings on this area:
- By demonstrating strong return accountability, marketers earn 25% to 30% more than their colleagues.
- McKinsey & Co. recently surveyed more than 30 CEOs and CMOs and found that many marketers have a credibility problem and to build credibility they need to track the impact of marketing initiatives and upgrade the groups skills that impact company performance.
- 68% Of marketers told Accenture that they are often challenged by their inability to measure the ROI.
Masterclass Program
The one day MasterClass is packed with useful and practical information, real-life Pharma case studies, and valuable exercises. There is much opportunity for attendees to participate and interact with the trainers and each other. Click here for the full planned program for this event.
Masterclass Dates 2009
USA: New York: Click here for the brochure for this event. More New York event information here. Click here for more information on this event.
JAPAN:Tokyo: Click here for the brochure for this event. More Tokyo event information here. Click here for more information on this Tokyo event.
EUROPE: London: Click here for the brochure for this event. More London event information here. Click here for more information on this London event.
AUSTRALASIA: Sydney: Click here for the brochure for this event. More Sydney event information here. Click here for more information on this Sydney event.
2. Pharmaceutical Forecasting MasterClass
Details
Pharmaceutical companies must be able to predict the sales of products in order to identify potential blockbusters, and equally to avoid investment in products with a low market potential. In addition, forecasting can be used for product positioning, demand planning, resource allocation, as well as predicting market share. As Pharmaceutical investment becomes more expensive, there has been a general drive towards focusing on brands with good potential rather than ones without. This makes the forecasting function critical.
MasterClass Program
The one day MasterClass is packed with useful and practical information, real-life Pharma case studies, and valuable exercises. There is much opportunity for attendees to participate and interact with the trainers and each other. Click here for the full planned program for this event.
Masterclass Dates 2009
USA: 2009 Dates To Be Announced
JAPAN: 2009 Dates To Be Announce
EUROPE: 2009 Dates To Be Announced
AUSTRALASIA: 2009 Dates To Be Announce
MasterClass Venues
USA: Manhattan, 415 Madison Avenue, 14th Floor, New York
JAPAN: Tokyo
EUROPE: 1 Northumberland Av, Trafalgar Square, London
AUSTRALASIA: Sydney
Contact us to request the program brochure for this event.
Contact us to register NOW for an early bird discount and to register for this Masterclass.
3. eDetailing ROI MasterClass
Details
Pharmaceutical eMarketers who fail to show how their eDetailing programs generate return have a difficult time maintaining the eDetailing budget. The value of eDetailing is still under question from CMOs and CFOs, and you need to do prove eDetailing ROI and effectiveness tools, techniques and best practices to convince teams the value of what you are doing. eDetailing is an especially tricky area as it competes with the highest budget around - sales force - and sales managers will fight hard to make you prove you are getting equal or better results if their budget is to be used. By attending this extremely interactive, practical MasterClass that includes eDetailing ROI exercises and actual case studies - you will improve your eDetailing return, eDetailing ROI, and eDetailing ROI evidence for your C-Suite (and eDetailing budget!) swiftly.
- Many eDetailing programs continue to utilize 'Intent to Prescribe' to measure the validity of their approach. Intent does NOT equal prescribing. Real measures that prove what impact it is actually having on prescribing are crucial - and available now.
- Results from eDetailing analyses in GP brands have shown that one company is finding 25% more impact in prescribing from eDetailing than their sales force on an equal for equal measure. In others we have seen far less impact on prescribing than from their sales force. It all depends on how you implement the program. By doing this MasterClass, you will also see which aspects of eDetailing programs will be able to give you more return. See whether your eDetailing is in the -25% to +25% range of impact on prescribing compared with your sales force - and KNOW what to change to move that figure up!
MasterClass Program
The one day MasterClass is packed with useful information, real-life eDetailing case studies, and valuable exercises. There is plenty of opportunity for attendees to participate and interact with the trainers and each other. Click here for the full planned program for this event.
Workshop Dates 2009
USA: 2009 Dates To Be Announced
JAPAN: 2009 Dates To Be Announce
EUROPE: 2009 Dates To Be Announced
AUSTRALASIA: 2009 Dates To Be Announce
MasterClass Venues
USA: Manhattan, 415 Madison Avenue, 14th Floor, New York
JAPAN: Tokyo
EUROPE: 1 Northumberland Av, Trafalgar Square, London
AUSTRALASIA: Sydney
Contact us to request the program brochure for this event.
Contact us to register NOW for an early bird discount and to register for this Masterclass.
4. Pharmaceutical Sales Force Effectiveness ROI MasterClass
Details
With the ever increasing pressure to ensure maximum return on investment, sales force effectiveness is
becoming a high priority area in the global Pharmaceutical Industry. Sales force represents the largest spend in
sales and marketing and, yet, study after study show that the returns gained from this spend are not particularly
strong and one recent IMS report found that Pharma sales force effectiveness declined by 23% in the recent
period of 2004 to 2005. Better metrics must be used to measure both the effectiveness and financial impact of
SFE for this very significant budget.
The startling discovery that this comprehensive MasterClass uncovers is that the very metrics currently being used to
assess sales force effectiveness are, in fact, the ones aiding the decline of the sales force effectiveness. Traditional
Pharmaceutical organizations are rigorously tracking and managing sales activity, but still falling short. Data emerging
from Eularis' research concludes that current metrics are more focused on efficiencies rather than effectiveness - and do
so to their own detriment.
This MasterClass dissects current SFE metrics and their limitations, for the Pharmaceutical Industry in the United States,
Europe and Japan. Participants are then shown appropriate metrics to solve these problems, demonstrating
implementation methods and issues.
Sales force effectiveness is a difficult concept to measure, but doing so can push Pharmaceutical companies past
today's hurdles and into increased productivity and sales.
The MasterClass also identifies core issues at play in SFE, such as:
- Why sales call frequency metrics are deeply flawed
- What impact the marketing message has on the customer during the detail
- Which SFE issues vary by region
- How to target the right audiences
- How to incorporate appropriate influencing behaviors into SFE programs
The MasterClass then teaches participants appropriate metrics to solve these problems, and demonstrates
implementation methods and issues.
Sales force effectiveness is a difficult concept to measure, but doing so can push Pharmaceutical companies past today's
hurdles and into increased productivity and sales.
MasterClass Program
The one day MasterClass is packed with useful and practical information, real-life Pharma case studies, and valuable exercises. There is much opportunity for attendees to participate and interact with the trainers and each other. Contact us for the program for this event.
Masterclass Dates 2009
USA: New York: 2009 Dates to be Announced
JAPAN: Tokyo: 2009 Dates to be Announced
EUROPE: London: 2009 Dates to be Announced
AUSTRALASIA: Sydney: 2009 Dates to be Announced
BESPOKE WORKSHOPS
Click here to see how your team will benefit from a bespoke eDetailing ROI workshop
Click here to see how your
team will benefit from a bespoke ROI workshop
PREVIOUS WORKSHOPS
• Using ROI Analysis to forecast the success of promotional
activities and plan an optimal marketing mix.
• How to Plan and Integrate ROI Measurements into eMarketing
Activities in Healthcare
• eDetailing: A MasterClass
Client quotes from 'Using ROI analysis to forecast the success of promotional activities and plan an optimal marketing mix' Workshop
Thanks for a useful, practical day. I was sceptical that you would overload us with data and I would not know what to do with it all at the end of the day however, the sessions, especially the Marketing Modelling Mix session, has proved invaluable and is straightforward to apply..
Delegate from the inter-company Workshop on ROI Analysis (attended by 8 pharmaceutical companies)
We always had the problem that we had a lot of data but it still required guesswork and gut feeling to get us to our strategic marketing decisions. I wasn’t sure you would be able to show me more than I already knew. However, this workshop really showed me how to connect the data and the decisions and we have now got repeatable improving sales results from implementing this!
Delegate from the inter-company Workshop on ROI Analysis (attended by 8 pharmaceutical companies)
Budget allocation was always a difficult procedure and I never felt sure of my decisions. Using methods I learned here I now know how to allocate the budget and align expected results to really convince the C-Suite. Now they are off my back and I have confidence in my decisions as they get results. Thank you.
Delegate from the inter-company Workshop on ROI Analysis (attended by 8 pharmaceutical companies)
| SIGN UP BELOW TO BE NOTIFIED OF THE NEXT WORKSHOP IN YOUR COUNTRY:
|
|
|