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Reputation and Its Risks
Public relations Magazine ArticleIdentify, quantify, and manage the risks to your company’s reputation long before a problem or crisis strikes. -
Ending the War Between Sales and Marketing
Business communication Magazine ArticleIn many companies, sales forces and marketers feud like Capulets and Montagues—with disastrous results. Here’s how to get them to lay down their swords. -
Capitalizing on Capabilities
Corporate strategy Magazine ArticleAssets like leadership, talent, and speed are what produce superior market value. A capabilities audit can show you how you measure up—and how to build on your intangible strengths. -
Price Gouging and the Dangerous New Breed of Pharma Companies
Global Business Digital ArticleThey are prioritizing profits over R&D. -
What B2B Customers Really Expect
Sales & Marketing Magazine ArticleCompanies aggressively research what customers want. Yet most vendors just don't understand what customers expect of their salespeople. -
The Forgotten Strategy
Financial markets Magazine ArticleMost of modern global strategy focuses on minimizing differences between countries. Perhaps it’s time to dust off approaches that exploit those differences as well. -
3-D Negotiation: Playing the Whole Game
Strategy & Execution Magazine ArticleWhat stands between you and the yes you want? According to negotiation experts David Lax and James Sebenius, executives face obstacles in three common... -
New Logic of High-Tech R&D
Technology & Operations Magazine ArticleFew managers of high-technology companies view manufacturing as a primary souce of competitive advantage. Indeed, companies in high-tech industries increasingly... -
Conflict-of-Interest Rules Are Holding Back Medical Breakthroughs
Business ethics Digital ArticleResearchers and companies have to work together. -
Leadership Run Amok: The Destructive Potential of Overachievers
Leadership Magazine ArticleIf you believe too many executives think, “It’s all about me,” you’re right: Research shows that an ethos celebrating individual achievement has been shoving aside other motivations, such as the drive to empower people, that are essential for successful leadership. -
Why Good Projects Fail Anyway
Technology & Operations Magazine ArticleBig projects fail at an astonishing rate--more than half the time, by some estimates. It's not hard to understand why. Complicated long-term projects... -
Curveball: Strategies to Fool the Competition
Strategic planning Magazine ArticleA 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, […] -
Countering the Biggest Risk of All
Strategy & Execution Magazine ArticleCorporate treasurers and chief financial officers have become adept at quantifying and managing a wide variety of risks: financial, hazard, and operational.... -
The CEO of Novartis on Growing After a Patent Cliff
Accounting Magazine ArticleWhen blockbuster drugs give way to generics, pharmaceutical companies like Novartis must find new ways to grow. -
Mastering the Value Chain: An Interview with Mark Levin of Millennium Pharmaceuticals
Strategy & Execution Magazine ArticleIn this interview with HBR senior editor David Champion, Mark Levin, the founder and CEO of Millennium Pharmaceuticals, describes his vision of the future... -
What It Takes to Lead a Disease Research Foundation
Leadership & Managing People Digital ArticleThree strategies to stay laser focused on the path to a cure. -
Tapping the Power of Social Networks
Sales & Marketing Magazine ArticleThe authors describe how the new science of social network analysis helps pharmaceutical companies determine which doctors have the most influence on... -
Addressing Demographic Disparities in Clinical Trials
Innovation & Leadership Digital ArticleWomen, people of color, and the elderly are often underrepresented in the data. -
3 Business Models That Could Bring Million-Dollar Cures to Everyone
Innovation Digital ArticleGene therapy is a medical breakthrough, but today it’s prohibitively expensive. -
A New Approach to Safely Sharing Cancer Patients' Data
Leadership & Managing People Digital ArticleBetter treatment depends on it.
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The Novartis Malaria Initiative
Strategy & Execution Case Study12.00View Details The Novartis Malaria Initiative was designed, as a result of a precedent-setting agreement with the World Health Organization in 2001, to provide a breakthrough... -
Zantac (B)
Sales & Marketing Case Study5.00View Details Supplement to case IN1271. The cases describe the development, worldwide launch, and subsequent marketing of a new pharmaceutical product which, although... -
Syntex Laboratories (A)
Sales & Marketing Case Study8.95View Details A consulting project involving a mathematical model of the sales force indicates that Syntex Labs should nearly double the size of their sales force and... -
MannKind Corporation: Take a Deep Breath, This Time Afrezza Will Work
Sales & Marketing Case Study8.95View Details In June 2014, MannKind Corporation announced that after years of development and billions of dollars in expenses, the FDA had finally approved its drug,... -
Genzyme: The Renvela Launch Decision
Sales & Marketing Case Study8.95View Details Pharmaceutical company Genzyme has created a new drug, Renvela, which is a phosphate binder designed to be used primarily by patients with kidney failure.... -
McKesson Corporation: Pharmaceutical Distribution Industry
Finance & Accounting Case Study8.95View Details On October 27, 2017, the share price of McKesson Corporation and two other major US pharmaceutical distributors dropped by 7-12 per cent over only a few... -
Health for All: Dr. Reddy's Laboratories and Rural India (B)
Strategy & Execution Case Study5.00View Details Supplement to case IMD848. This two-part case series is set in India and examines the challenges encountered by a leading Indian pharmaceutical company,... -
Kendle International, Inc.
Finance & Accounting Case Study8.95View Details Candace Kendle and Christopher Bergen, the CEO and COO of Kendle International, Inc., are reviewing ways to finance the growth of their privately-owned... -
Genentech Immunology & Ophthalmology (GIO): Culture Change to Drive Business Results (A)
Sales & Marketing Case Study8.95View Details This case study provides the story of Jennifer Cook, Senior Vice President of the Immunology and Ophthalmology (GIO) business unit at Genentech who had... -
Merck & Co., Inc. (C)
Organizational Development Case Study5.00View Details Discusses the 1989 modified performance appraisal program by adding performance gradations and allowing for differences in employee rating distributions... -
Product Portfolio Management at Genentech
Finance & Accounting Case Study14.00View Details Genentech, long the darling of the biotechnology industry, was acquired by Swiss pharmaceutical company Roche in 2009. The combined company retains the... -
Pepcid AC: Racing to the OTC Market
Sales & Marketing Case Study8.95View Details Pepcid management must decide whether to risk all in a race to be first in the over-the-counter market with a new heartburn remedy. -
Abbott and the AIDS Crisis (A)
Leadership & Managing People Case Study8.95View Details In 1999, the 20-year-old AIDS crisis had ravaged many developing countries and, in particular, on the continent of Africa. Of the estimated 33.4 million... -
Dengue - Sustainable Large Scale Vaccine Delivery in Low-Income Markets (B): Business Model Innovation in Vaccine Delivery
Innovation & Entrepreneurship Case Study5.00View Details This case explores the difficulties involved in commercialising vaccines in low-income settings. The focus is the dengue vaccine, launched at the end... -
Royal DSM: From Continuous Transformation to Organic Growth
Strategy & Execution Case Study8.95View Details Royal DSM CEO Feike Sijbesma was pondering the challenges of shifting DSM's global organization from the constant transformations of the past 100 years... -
When Supply Is of Public Interest: Roche & Tamiflu
Organizational Development Case Study8.95View Details The case focuses on the challenges of Roche maintaining a supply network for a global influenza pandemic response initiative based on its antiviral drug... -
Merck Latin America (D): Mexico, Portuguese Version
Organizational Development Case Study5.00View Details Examines Merck's change effort in Mexico from the perspective of the local employees. -
Plavix: Drugs in the Age of Personalized Medicine
Innovation & Entrepreneurship Case Study8.95View Details PIavix, one of the world's best selling drugs in 2010, appears to have a limited future. Its patent was due to expire soon and recently new data had been... -
Hoffmann-La Roche: Pricing the Zelboraf Melanoma Treatment for Canada
Leadership & Managing People Case Study8.95View Details The Canadian brand manager of Zelboraf had to decide how to introduce and price Zelboraf in the Canadian market. Zelboraf was a breakthrough discovery... -
Genetic Testing and the Puzzles We Are Left To Solve (K): Wrongful Termination
Technology & Operations Case Study5.00View Details This set of cases (labeled A through M [UV1898 through UV1911]) presents various vignettes, each with a specific dilemma about genetic testing and the...
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Reputation and Its Risks
Public relations Magazine ArticleIdentify, quantify, and manage the risks to your company’s reputation long before a problem or crisis strikes. -
Ending the War Between Sales and Marketing
Business communication Magazine ArticleIn many companies, sales forces and marketers feud like Capulets and Montagues—with disastrous results. Here’s how to get them to lay down their swords. -
Capitalizing on Capabilities
Corporate strategy Magazine ArticleAssets like leadership, talent, and speed are what produce superior market value. A capabilities audit can show you how you measure up—and how to build on your intangible strengths. -
Price Gouging and the Dangerous New Breed of Pharma Companies
Global Business Digital ArticleThey are prioritizing profits over R&D. -
The Novartis Malaria Initiative
Strategy & Execution Case Study12.00View Details The Novartis Malaria Initiative was designed, as a result of a precedent-setting agreement with the World Health Organization in 2001, to provide a breakthrough... -
Zantac (B)
Sales & Marketing Case Study5.00View Details Supplement to case IN1271. The cases describe the development, worldwide launch, and subsequent marketing of a new pharmaceutical product which, although... -
Syntex Laboratories (A)
Sales & Marketing Case Study8.95View Details A consulting project involving a mathematical model of the sales force indicates that Syntex Labs should nearly double the size of their sales force and... -
What B2B Customers Really Expect
Sales & Marketing Magazine ArticleCompanies aggressively research what customers want. Yet most vendors just don't understand what customers expect of their salespeople. -
MannKind Corporation: Take a Deep Breath, This Time Afrezza Will Work
Sales & Marketing Case Study8.95View Details In June 2014, MannKind Corporation announced that after years of development and billions of dollars in expenses, the FDA had finally approved its drug,... -
Genzyme: The Renvela Launch Decision
Sales & Marketing Case Study8.95View Details Pharmaceutical company Genzyme has created a new drug, Renvela, which is a phosphate binder designed to be used primarily by patients with kidney failure....