Articles and Whitepapers

Commercial Excellence

Onboarding Sales Trainers: A Fresh Approach at Bristol-Myers Squibb
6/23/2015
Candice Lenkowsky, Dona Bone, Steve Daniel and John Bye
To realize its vision of putting together a world-class training organization, the Bristol-Myers Squibb Sales & Access Learning team decided to update its trainer onboarding process with the help of Campbell Alliance Learning Solutions. In the Summer 2015 issue of LTEN Focus, the two organizations detailed how the initiative was able to succeed where other companies typically fall down.
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Oncology Index: Maximizing Value in a Changing Paradigm
3/26/2013
During the course of the next decade, the oncology market will continue to evolve. To examine the changes that will likely take place over the next 10 years, Campbell Alliance’s second-annual Oncology Index study is focused on the theme of maximizing value in oncology. Specifically, the study l addresses the implications for the pharmaceutical industry from the standpoint of identifying value, developing value, and delivering value.
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Commercial Strategy & Planning

The Value of Focus: Portfolio Strategy for BioPharma in a New Era
7/12/2017
Neel Patel, Nelson Azoulay and Adam Mathias
This paper takes a closer look at current trends and their strategic implications for companies seeking to maximize their pipelines, revenues and growth over the next 10-15 years.
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2017 Dealmakers' Intentions Study
6/20/2017
Neel Patel, Sachin Purwar, Adam Mathias and Nelson Azoulay
Now in its ninth year, the inVentiv Health Consulting Dealmakers' Intentions Study is the only forward-looking measure of dealmaking activity in the pharmaceutical and biotech industries. While there are many quality sources of information that look historically at past deal trends, this survey offers a prospective view of the partnering and licensing landscape for the year ahead.
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Know Your Rare Disease Market
5/12/2017
Naveen Murthy, Rafal Kokolus, Rohit Sood
In recent years, rare disease products have become an attractive area for pharmaceutical and biotech development. This article will explore the unique aspects of the rare disease market and how these will drive the commercialization process.
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Companion Diagnostics: The Expanding Reach of Personalized Medicine - In Vivo
3/1/2017
Jessica Lee, Ravi Patel, David Ruch and Katya Magonova
This article, published in the March 2017 issue of In Vivo, discusses the various upsides and unique development and commercialization challenges associated with pairing a therapy with a companion diagnostic.
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Adapt or Fail: Succeeding in the Age of the Organized Customer
9/21/2016
Howard Brock, Tony Lanzone, Tom Principe and Michael Iacoviello
This article takes a look at challenges many pharmaceutical companies continue to face in their approach to the organized customer, and strategies companies should consider for maximizing the many new opportunities that exist for fostering deeper and more mutually valuable customer relationships.
Read article

2016 Dealmakers' Intentions Study
6/9/2016
Neel Patel, Nelson Azoulay and David Ruch
Now in its eighth year, the inVentiv Health Consulting (formerly Campbell Alliance) Dealmakers' Intentions Study is the only forward-looking measure of dealmaking activity in the pharmaceutical and biotech industries. While there are many quality sources of information that look historically at past deal trends, this survey offers a prospective view of the partnering and licensing landscape for the year ahead.
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End-of-Life Care: How to Determine the Right Strategy for Mature Brands
7/6/2015
Tim Arendt and Seb Morisot
With a wide range of generic defense strategies and tactics available, it can be challenging to decide which tactics make the most sense for a given brand. This article from the June 2015 issue of Med Ad News outlines potential strategies for generic defense and the steps necessary to determine the right path forward.
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Dealmakers’ Intentions 2015
6/17/2015
Neel Patel, Jeff Stewart, and Carlos Loya
Following the best year in history for life sciences dealmaking, the seventh annual Dealmakers’ Intentions 2015 examines what the immediate future holds by surveying dealmakers throughout the industry on their intentions for the rest of the year. Providing a unique perspective on the future of licensing and acquisitions, Campbell Alliance’s Dealmakers’ Intentions study of licensing decision makers captures expectations for deal activity, supply and demand for assets at different stages of development, and approaches to valuation.
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The Journey Toward Launch Excellence: Harnessing the Power of Experience and Insights
4/21/2015
Nida Khan, Rohit Sood, and Timo Schwemer
This article examines the importance of the journey toward launch excellence and shows why many companies today are investing in developing the right launch processes and capabilities. The article also examines why knowledge transfer is critical in ensuring the success of a launch, given external pressures, and it details the considerations necessary for developing a robust and continuously evolving launch excellence capability.
Read article

Dealmakers' Intentions 2014
6/23/2014
Neel Patel, Vaibhav Bhatnagar, and Jeff Stewart
The results of the 2014 Dealmakers’ Intentions Study suggest a narrowing of the discount rate, coupled with a strong IPO market, contributing to tempered optimism for M&A/licensing deal activity looking forward into the second half of 2014. The market for dealmaking appears to be softening, and, as such, both buyers and sellers are likely going to need to modify their approach given the potential headwinds.
Read article

Dealmakers’ Intentions 2013
4/24/2013
Jeff Stewart, Neel Patel, David Cao, and Rich Rieger
Now in its fifth year, Dealmakers’ Intentions is Campbell Alliance’s annual survey of licensing decision makers. It is designed to be forward looking, capturing expectations for deal activity, supply and demand for assets at different stages of development, and approaches to valuation. This whitepaper reviews results of Dealmakers’ Intentions 2013 and presents conclusions that are crucial for C-suite executives, as well as executives responsible for dealmaking strategy and the business development function.
Read article

Oncology Index: Maximizing Value in a Changing Paradigm
3/26/2013
During the course of the next decade, the oncology market will continue to evolve. To examine the changes that will likely take place over the next 10 years, Campbell Alliance’s second-annual Oncology Index study is focused on the theme of maximizing value in oncology. Specifically, the study l addresses the implications for the pharmaceutical industry from the standpoint of identifying value, developing value, and delivering value.
Read article

Dow Jones - Biotech Deal Markets Look Favorable For Sellers
6/21/2012
Gregory Millman, Dow Jones
This Dow Jones story reflects on the battle looming between in- and out-licensors around phase III assets according to results of the 2012 Dealmakers' Intentions Survey
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Pharmaceutical Executive - 2012 Dealmakers Outlook
6/1/2012
William Looney, Pharmaceutical Executive
Pharmaceutical Executive convened its annual panel of industry CEOs, presidents, and business development executives to discuss best practices in licensing and M&A for the year ahead. The discussion built on the latest findings from co-host Campbell Alliance’s 2012 Dealmakers’ Intentions Survey.
Read article

2012 Dealmakers' Intentions Survey
6/1/2012
Jeff Stewart
Now in its fourth year, the Campbell Alliance Dealmakers’ Intentions Survey is the only forward-looking measure of deal-making activity in the pharmaceutical and biotech industries. This white paper provides a summary of the 2012 results.
Read article

2011 Dealmakers' Intentions Survey
6/29/2011
Ben Bonifant, Jeff Stewart
The 2011 Dealmakers' Intentions Survey is the only forward-looking measure of deal-making activity in the pharma and biotech industries. Download a summary of the results.
Read article

Corporate Development

The Value of Focus: Portfolio Strategy for BioPharma in a New Era
7/12/2017
Neel Patel, Nelson Azoulay and Adam Mathias
This paper takes a closer look at current trends and their strategic implications for companies seeking to maximize their pipelines, revenues and growth over the next 10-15 years.
Read article

2017 Dealmakers' Intentions Study
6/20/2017
Neel Patel, Sachin Purwar, Adam Mathias and Nelson Azoulay
Now in its ninth year, the inVentiv Health Consulting Dealmakers' Intentions Study is the only forward-looking measure of dealmaking activity in the pharmaceutical and biotech industries. While there are many quality sources of information that look historically at past deal trends, this survey offers a prospective view of the partnering and licensing landscape for the year ahead.
Read article

2016 Dealmakers' Intentions Study
6/9/2016
Neel Patel, Nelson Azoulay and David Ruch
Now in its eighth year, the inVentiv Health Consulting (formerly Campbell Alliance) Dealmakers' Intentions Study is the only forward-looking measure of dealmaking activity in the pharmaceutical and biotech industries. While there are many quality sources of information that look historically at past deal trends, this survey offers a prospective view of the partnering and licensing landscape for the year ahead.
Read article

Dealmakers’ Intentions 2015
6/17/2015
Neel Patel, Jeff Stewart, and Carlos Loya
Following the best year in history for life sciences dealmaking, the seventh annual Dealmakers’ Intentions 2015 examines what the immediate future holds by surveying dealmakers throughout the industry on their intentions for the rest of the year. Providing a unique perspective on the future of licensing and acquisitions, Campbell Alliance’s Dealmakers’ Intentions study of licensing decision makers captures expectations for deal activity, supply and demand for assets at different stages of development, and approaches to valuation.
Read article

Choose A Path: A Value-Based Approach to Market-Entry Strategy
1/5/2015
David Butera and Maayan Pinhassi
This article outlines some of the major considerations development stage companies should keep in mind as they go forward with a market-entry strategy. By taking a value-based approach, companies will be positioned to ensure their business plans contribute to a product’s success and a better return on investment.
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Change is in the Wind for Biopharma Deal Making - Pharmaceutical Compliance Monitor
7/18/2014
Neel Patel
In this article from the July 2014 issue of Pharmaceutical Compliance Monitor, Campbell Alliance examines how the strong IPO market, combined with a narrowing of the discount rate, have tempered dealmakers’ optimism for M&A/licensing deal activity for the second half of 2014.
Read article

Dealmakers' Intentions 2014
6/23/2014
Neel Patel, Vaibhav Bhatnagar, and Jeff Stewart
The results of the 2014 Dealmakers’ Intentions Study suggest a narrowing of the discount rate, coupled with a strong IPO market, contributing to tempered optimism for M&A/licensing deal activity looking forward into the second half of 2014. The market for dealmaking appears to be softening, and, as such, both buyers and sellers are likely going to need to modify their approach given the potential headwinds.
Read article

Dealmakers’ Intentions 2013
4/24/2013
Jeff Stewart, Neel Patel, David Cao, and Rich Rieger
Now in its fifth year, Dealmakers’ Intentions is Campbell Alliance’s annual survey of licensing decision makers. It is designed to be forward looking, capturing expectations for deal activity, supply and demand for assets at different stages of development, and approaches to valuation. This whitepaper reviews results of Dealmakers’ Intentions 2013 and presents conclusions that are crucial for C-suite executives, as well as executives responsible for dealmaking strategy and the business development function.
Read article

Oncology Index: Maximizing Value in a Changing Paradigm
3/26/2013
During the course of the next decade, the oncology market will continue to evolve. To examine the changes that will likely take place over the next 10 years, Campbell Alliance’s second-annual Oncology Index study is focused on the theme of maximizing value in oncology. Specifically, the study l addresses the implications for the pharmaceutical industry from the standpoint of identifying value, developing value, and delivering value.
Read article

Dow Jones - Biotech Deal Markets Look Favorable For Sellers
6/21/2012
Gregory Millman, Dow Jones
This Dow Jones story reflects on the battle looming between in- and out-licensors around phase III assets according to results of the 2012 Dealmakers' Intentions Survey
Read article

Pharmaceutical Executive - 2012 Dealmakers Outlook
6/1/2012
William Looney, Pharmaceutical Executive
Pharmaceutical Executive convened its annual panel of industry CEOs, presidents, and business development executives to discuss best practices in licensing and M&A for the year ahead. The discussion built on the latest findings from co-host Campbell Alliance’s 2012 Dealmakers’ Intentions Survey.
Read article

2012 Dealmakers' Intentions Survey
6/1/2012
Jeff Stewart
Now in its fourth year, the Campbell Alliance Dealmakers’ Intentions Survey is the only forward-looking measure of deal-making activity in the pharmaceutical and biotech industries. This white paper provides a summary of the 2012 results.
Read article

2011 Dealmakers' Intentions Survey
6/29/2011
Ben Bonifant, Jeff Stewart
The 2011 Dealmakers' Intentions Survey is the only forward-looking measure of deal-making activity in the pharma and biotech industries. Download a summary of the results.
Read article

Targeted Optimism: Campbell Alliance's 2010 Dealmakers' Intentions Survey
5/1/2010
Business Development Practice
A summary of the only forward-looking measure of deal-making intentions
Read article

Launch Excellence

The Journey Toward Launch Excellence: Harnessing the Power of Experience and Insights
4/21/2015
Nida Khan, Rohit Sood, and Timo Schwemer
This article examines the importance of the journey toward launch excellence and shows why many companies today are investing in developing the right launch processes and capabilities. The article also examines why knowledge transfer is critical in ensuring the success of a launch, given external pressures, and it details the considerations necessary for developing a robust and continuously evolving launch excellence capability.
Read article

Oncology Index: Maximizing Value in a Changing Paradigm
3/26/2013
During the course of the next decade, the oncology market will continue to evolve. To examine the changes that will likely take place over the next 10 years, Campbell Alliance’s second-annual Oncology Index study is focused on the theme of maximizing value in oncology. Specifically, the study l addresses the implications for the pharmaceutical industry from the standpoint of identifying value, developing value, and delivering value.
Read article

Medical

Vision 10/10: Medical Affairs Looks Forward
9/26/2017
Keith Morris, Suma Ramadas, Angus Bromley
inVentiv Health Consulting’s Medical Consulting team shares 10 key insights from our first 10 Medical Affairs Leadership Summits.
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Evolving US Biosimilars Landscape - A Medical Affairs Perspective
7/31/2017
Evguenia S Klimenko PhD, Thao Sutter and Bryan Katz
This position paper provides a perspective on the evolution of Medical Affairs in the era of biosimilars.
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Key Insights from the Second Annual APAC Medical Affairs Leadership Summit
8/8/2016
Keith Morris, Linda Liong, Lynn Okamoto and Sebastian Bather
This paper shares the key insights that emerged from the second APAC Medical Affairs Leadership Summit in Singapore. Topics included Defining Medical Affairs Mission & Vision, Field Medical Team Transformation, Medical Affairs in Late Stage Development, Medical Affairs Launch Readiness and Maximizing Resources while Retaining Talent.
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Key Insights From the Fifth Annual inVentiv Health Consulting US Medical Affairs Leadership Summit
3/16/2016
Keith Morris, Angus Bromley and Suma Ramadas
This paper shares the key insights that emerged from fifth annual inVentiv Health Consulting US Medical Affairs Leadership Summit. Topics covered include Resetting the Medical Affairs Vision, Rethinking Product-Specific Medical Plans and Reshaping Field Medical Teams.
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Key Insights from inVentiv Health Consulting’s First European Medical Affairs Leadership Summit
7/29/2015
Timo Schwemer, Keith Morris, and Christian Seiffert
This paper shares the key insights that emerged from Campbell Alliance’s first European Medical Affairs Leadership Summit. Topics covered include Medical and Market Access, Resourcing/Talent Management, and the Medical/Commercial Interface.
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Key Insights From inVentiv Health Consulting’s Fourth Annual US Medical Affairs Leadership Summit
5/7/2015
Keith Morris and Mike Menta
This paper shares the key insights that emerged from Campbell Alliance’s fourth annual Medical Affairs Leadership Summit. Topics covered include Global Medical Affairs Structure, Metrics/Value, and Talent Retention/Development.
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Flex Appeal: How a Flexible Approach to Resourcing and Talent Management Keeps Medical Affairs Teams Nimble
2/17/2015
Keith Morris, RPh, MBA
This article outlines a flexible resource model for Medical Affairs (MA) organizations, demonstrating how it can be used to align MA capabilities with product needs across the product life cycle. The article also looks at how strategic outsourcing can be leveraged as a component of flexible resourcing and at how talent management can be aligned with flexible resourcing in order to ensure MA organizations are efficient and effective in their operations.
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Key Insights from Campbell Alliance’s Third Annual US Medical Affairs Leadership Summit
2/4/2014
This paper shares the key insights to emerge from Campbell Alliance’s third annual Medical Affairs Leadership Summit. Topics covered include Operationalizing the Global Medical Affairs Function; Medical Affairs Launch Excellence; and How the Affordable Care Act (ACA) Will Drive Priorities.
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Key Insights from Campbell Alliance’s Second Annual Medical Affairs Leadership Summit
3/4/2013
This paper shares the key insights to emerge from Campbell Alliance’s second annual Medical Affairs Leadership Summit. Topics covered include medical affairs global and affiliate management and alignment; medical affairs’ changing role in market access and reimbursement; and the future of KOL management.
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Top-Six Insights from The Medical Affairs Leadership Summit
12/30/2011
Gary Tyson and Mike Menta
This paper shares the top six insights to emerge from The Medical Affairs Leadership Summit on topics that include MA leadership in pre-launch products, Medical Science Liaison effectiveness, and MA involvement in product launches.
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Medical Affairs Services

Vision 10/10: Medical Affairs Looks Forward
9/26/2017
Keith Morris, Suma Ramadas, Angus Bromley
inVentiv Health Consulting’s Medical Consulting team shares 10 key insights from our first 10 Medical Affairs Leadership Summits.
Read article

Pricing & Market Access

Adapt or Fail: Succeeding in the Age of the Organized Customer
9/21/2016
Howard Brock, Tony Lanzone, Tom Principe and Michael Iacoviello
This article takes a look at challenges many pharmaceutical companies continue to face in their approach to the organized customer, and strategies companies should consider for maximizing the many new opportunities that exist for fostering deeper and more mutually valuable customer relationships.
Read article

Government Risk Modeling & Assessment: A Framework to Determine the Commercial Risks and Opportunities of US Healthcare Reform
8/6/2015
Stephen Lu, Mengran Wang, and Matthew Shindel
To predict the channel dynamics that could result from the changes brought by healthcare reform, Campbell Alliance has developed a methodology to estimate the percent of a given disease population that will move from the uninsured channel to Public Exchanges, Medicaid, or the commercial channel as well as the percent moving from commercial to Medicaid and Public Exchanges as a result of the ACA. This article outlines the methodology and shows how it can be applied to a hypothetical brand.
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Oncology Index: Maximizing Value in a Changing Paradigm
3/26/2013
During the course of the next decade, the oncology market will continue to evolve. To examine the changes that will likely take place over the next 10 years, Campbell Alliance’s second-annual Oncology Index study is focused on the theme of maximizing value in oncology. Specifically, the study l addresses the implications for the pharmaceutical industry from the standpoint of identifying value, developing value, and delivering value.
Read article

Turning Tides: Trends in Oncology Market Access
9/10/2012
To better understand the market access challenges within the oncology space, Campbell Alliance conducted an in-depth analysis of three market trends: provider consolidation and site-of-care shifts, the advent of oral oncolytics, and payer management and clinical pathway experimentation. This paper outlines the key drivers and barriers associated with each of these trends.
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Risk & Program Management

REMS Among Rivals: Best Practices for Implementing Single Shared System REMS Programs
1/19/2015
Amy Tan, John West, Stephanie Cordato, and Jemma Contreras
Recently, the industry has seen the introduction and rise of single shared system REMS (SSSR) requirements, for which competing pharmaceutical companies are required to collaborate on a single shared REMS program for marketed products in the same or similar drug class. Through experiences working in the Program Management Office role across multiple SSSR programs, Campbell Alliance has learned about the intricacies and issues commonly faced by manufacturers in the unique situation of having to collaborate with their market competitors. This article identifies a number of selected best practices for companies seeking to develop an SSSR program to consider.
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Timelines and Tactics in Preparing for Single Shared REMS
1/19/2015
Jemma Contreras and John West
With the rise of single shared system Risk Evaluation and Mitigation Strategy (REMS) requirements, pharmaceutical companies are faced with the need to coordinate and reach consensus with their rivals in order to effectively meet the demands of FDA. This article focuses on the timelines—and the key challenges that can impact those timelines—in each of four main “phases” associated with the implementation of single shared system REMS programs. By understanding the core challenges and complexities involved in collaboratively implementing a single shared system REMS, companies may be better positioned to create and execute a successful and compliant REMS program.
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Media Contact:

Stephanie Koenig
stephanie.koenig@inventivhealth.com