Campbell Alliance to Present Two Workshops at SPBT Annual Conference 2005 in Boston

May 4, 2005

Campbell Alliance, the leading management consulting firm specializing in the pharmaceutical and biotech industries, today announced that its Sales Practice will be presenting two workshops at the Society of Pharmaceutical and Biotech Trainers (SPBT) Annual Conference to be held May 9-12, 2005 at the Sheraton Boston Hotel and Hynes Convention Center.

Garry O’Grady, Vice President, and George Schmidt, Practice Executive, will present in the Director and Management/Leadership workshops, respectively.


On Wednesday, May 11, beginning at 11:00 a.m. in the Fairfax Room at the Sheraton Boston Hotel, Mr. O’Grady will present a 90-minute workshop titled “Making the Case to Management for Resources:  How to Demonstrate the Value of Sales Training Initiatives.  This workshop will help sales training leaders demonstrate the return-on-investment of training initiatives and will outline an approach for making compelling business cases for resources.  Mr. O’Grady will present with Marie Mickey, Principal of The Avery Group, LLC and former Vice President, Training & Communications, Pfizer/Pharmacia Corp.


Leadership, organizational development, and performance are some of the most challenging issues facing pharmaceutical sales trainers and managers in today’s selling environment,” stated Mr. O’Grady.  Sales training leaders often feel they could have a more positive impact on sales performance if they just had the needed resources, such as new tools and programs.  Securing those resources—especially if they will be used for making major changes or implementing new initiatives—can be impossible without making a solid business case to senior management,” he continued.


Mr. O’Grady was an award-winning sales professional before becoming a consultant to pharmaceutical and biotech companies.  As the leader of the Sales Practice at Campbell Alliance, he brings an impressive background in both line management and direct sales to the firm.  Mr. O’Grady received his MBA from the University of North Carolina at Chapel Hill and his BS degree from the United States Military Academy, West Point.


Also, on Wednesday, starting at 1:30 p.m. in Room 102 at the Hynes Convention Center, George Schmidt will present “Beyond the Sales Rep: Training for District Managers and Sales Leadership.”  His 90-minute workshop will focus on how to address the disparity between the training received by district managers (DMs) and that required to effectively manage sales teams in an evolving selling environment.


“We’ve found that today’s DMs operate in a very difficult setting.  Their sales reps face stiff competition in the field, physician access is extremely difficult, the selling environment is more complex, and reps need more coaching and guidance than ever before.  Also, the responsibilities of today’s DMs are shifting to include the role of a true leader and business manager.  Training programs need to match the realities of the field and the requirements of this evolving role,” said Schmidt.


George Schmidt has served the sales and marketing needs of pharmaceutical clients, covering a wide array of topics, such as sales force effectiveness, resource allocation, marketing strategy, and product positioning.  Mr. Schmidt leads the sales training specialty area within the Sales Practice at Campbell Alliance.  His understanding of project management and leadership stem from his experience as a sales and marketing consultant and an officer in the United States Army.  Mr. Schmidt earned an MBA from the Darden Business School at the University of Virginia.  He also holds BS degrees in Industrial Management and Economics from Carnegie Mellon University.


The SPBT Annual Conference, themed “The Leadership-Learning Connection,” is designed for pharmaceutical and biotech sales leadership, training directors, training managers, and trainers.  It will include more than 70 workshops, and features numerous panel discussions and an exhibit hall attracting over 125 vendors.  Campbell Alliance can be found at booth #602.  For more information on the Conference, please visit


About the Sales Practice at Campbell Alliance


The Sales Practice at Campbell Alliance helps pharmaceutical companies maximize the value they receive from their greatest promotional investment—their sales forces. Service offerings of the Sales Practice include sales force design (organizational structure), sales strategy development (size, structure, alignment, and targeting), sales force effectiveness and productivity consulting, and sales force assessment and training.


Effective delivery of the Sales Practice’s services requires a combination of quantitative and qualitative skills not often found among its competitors. The practice focuses on four key areas in sales:


  • Deployment (targeting, size, structure, and alignment)
  • Support (marketing support, communications, sales force automation)
  • Motivation (incentive compensation, recognition, professional development, confidence in management)
  • Ability (recruiting, training, assessment)

About Campbell Alliance


Campbell Alliance is the leading management consulting firm specializing in the pharmaceutical and biotechnology industries. The firm's clients include most of the world's "top 20" pharmaceutical companies, as well as numerous emerging and midsize firms. Campbell Alliance is organized into practice areas, each specializing in a critical industry function, including Brand Management, Business Development, Clinical Development, Managed Markets, and Sales. From its locations in Raleigh, N.C., Parsippany, N.J., Woodland Hills, Calif., and New York City, the firm serves clients throughout North America, Europe, and Japan.  For more information on Campbell Alliance, please visit


inVentiv Health Consulting offers world class healthcare consulting services.

Media Contact:

Stephanie Koenig