Pharmaceutical industry

Three strategies to stay laser focused on the path to a cure.

Nutrorim's products have been gaining national attention. In particular, sales of the company's organic, performance-enhancing sports supplement powder,...

In this collection of short essays, six executives describe their sales-related success. Jim Koch, of Boston Beer, remembers visiting bars with cold beer...

The aim of strategy is to master a market environment by understanding and anticipating the actions of other economic agents, especially competitors....

A couple of years ago, I coauthored with Rob Lachenauer an article called “Hardball: Five Killer Strategies for Trouncing the Competition.” The piece, along with a subsequent book, was misunderstood by many people. Critics said that hardball meant playing dirty or mean, neither of which is true. What is true is that hardball—let’s face it, […]

One of only a handful of African-American CEOs in the Fortune 500, Frazier gained widespread attention when he withdrew from President Trump's business...

The founder of Boston Scientific—which is renowned for its collaborative processes—explains how it really happens.

Decisions are the coin of the realm in business. But even in highly respected companies, decisions can get stuck inside the organization like loose change....

Don’t settle for just making your product better. Let your customers make it great.

David Martin, chief operating officer of Lexington Labs, was apprehensive about the upcoming meeting with his senior sales executives. Just a few years...

Researchers and companies have to work together.

Companies aggressively research what customers want. Yet most vendors just don't understand what customers expect of their salespeople.

David Martin, chief operating officer of Lexington Labs, was apprehensive about the upcoming meeting with his senior sales executives. Just a few years...

Reward outcomes, not volume.

“Financial theory, properly applied, is critical to managing in an increasingly complex and risky business climate.”

In more than 30 essays for Harvard Business Review, Peter Drucker (1909-2005) urged readers to take on the hard work of thinking--always combined, he...

Gene therapy is a medical breakthrough, but today it’s prohibitively expensive.

The shift toward advanced therapeutic modalities will require life sciences companies to rethink strategy, investments, and risk management.

Despite the enormous time and energy that goes into strategy development, many companies have little to show for their efforts. Indeed, research by the...

When the biotech pioneer had to get a blockbuster drug to market fast, it didn’t lock itself into a rigid supply chain. It joined with partners to become a virtual manufacturer.