Our experts are frequent contributors to some of the pharmaceutical and biotechnology industry's premier publications.

See below for a listing of published articles by our firm.

Published Articles

Access Report: State of the Selling Environment, Pharmaceutical Representative, July 2008. By Rick Rosenthal and Greta Roecker.   Modified Behavior, Pharmaceutical Representative, April 2008. By Manny Gaspar and Rick Rosenthal. Stopping the trend of no-see doctors   Basic Training, Pharmaceutical Executive, February 2008. By Rayna Herman and Laura Ramos. Educating employees has put big companies like GE and AT&T into leadership roles-and padded the bottom line. What is pharma doing to get the training wheels off its potential?   Tomorrow's Rep, Tomorrow's Market, Pharmaceutical Representative, February 2008. By Rick Rosenthal (part of executive roundtable). What do pharma's insiders think about the future of the industry? And what changes are in store for reps? We put together a panel of executives to find out.   Future Stars: How to Identify Potential Leaders, Pharmaceutical Representative, September 2007. By Rick Rosenthal.   Access Report: The State of the Selling Environment, Pharmaceutical Representative, July 2007. By Rayna Herman.   When Management Issues Are Training Issues, SPBT Focus, June 2007. By Rick Rosenthal and Jennifer Gould. Four trends that define successful managers.   Finding Your Way: Mapping the Maze of Managed Care, Pharmaceutical Representative, April 2007. By Nick Dabruzzo. Mapping the maze of the managed care environment Post-MMA   The Total Office Call: The Value of Calling on Office Staff, Pharmaceutical Representative, February 2007. By Rayna Herman and Jennifer Gould.   Listen to the Best: Successful Specialty Reps Advice on Joining Their Profession, Pharmaceutical Representative: Essential Skills for Pharmaceutical Selling, November 2006. By Rick Rosenthal. A follow-up article to "The Scoop on Specialty Sales" in December 2005 issue of Pharmaceutical Representative.   Field of Dreams: Helping Managers Get the Most Out of Their One-on-One Work Days, Focus: Official Magazine of the Society of Pharmaceutical and Biotech Trainers, September 2006. By Rick Rosenthal and Rayna Herman.   The End of Buy-and-Bill?, The RPM Report, September 2006. By Howard Flushman. Buy-and bill for years has seemed the one constant in the fast-changing world of specialty pharmacy. This article examines why the approach of specialty physicians acquiring pharmaceuticals from manufacturers and distributors, using them for in-office treatments, and being reimbursed by patient payers is under siege.   Reaching the Veterans: Managing & Developing Tenured Representatives, Pharmaceutical Representative: Essential Skills for Pharmaceutical Selling, September 2006. By Rayna Herman.   Access Report 2006: The State of the Selling Environment, Pharmaceutical Representative: Essential Skills for Pharmaceutical Selling, July 2006. By Rayna Herman and Nick Dabruzzo.   Crafting Better Coaches, FOCUS, May 2006. By Rick Rosenthal and Rayna Herman. Developing sales representatives is the most important responsibility of any district manager, and field visits are their best tool for accomplishing this goal. Our research at Health Strategies Group reveals that DMs average less than one field day a month with each representative and that only one in five DMs is an effective coach. Why so few?   They're Special for a Reason: Training Effective Specialty Representatives, Focus: Official Magazine of the Society of Pharmaceutical and Biotech Trainers, May 2006. By Rick Rosenthal and Rayna Herman. Second line of subtitle for the article is "Research-based Guidance for Trainers and Training Departments."   Training Tenured Representatives: Invest in Your Sales Force's Greatest Asset, Pharmaceutical Representative: Essential Skills for Pharmaceutical Selling, April 2006. By Rayna Herman and Ashley Mahoney.   Feelings Outweigh Facts, Supplement to the Pharmaceutical Executive, February 2006. By David Rees.   The Scoop on Specialty Sales: How to Get In and Be the Best, Pharmaceutical Representative: Essential Skills for Pharmaceutical Selling, December 2005. By Rayna Herman and Rick Rosenthal.   Get Them into Shape: Managing Poor Performers More Effectively, Pharmaceutical Representative: Essential Skills for Pharmaceutical Selling, September 2005. By Rayna Herman and Rick Rosenthal.   "Picture Perfect" Regional Managers, Focus: Official Magazine of the Society of Pharmaceutical and Biotech Trainers, July 2005. By Ashley Mahoney and Rayna Herman. What Makes "Picture Perfect" Regional Managers Good—And How Training can Help Get Them that Way   Access Report 2005: The State of the Selling Environment, Pharmaceutical Representative: Essential Skills for Pharmaceutical Selling, July 2005. By Rayna Herman and Ashley Mahoney.   Nobody Does It Better: Keeping Your Sales Force Productive, Pharmaceutical Representative: Essential Skills for Pharmaceutical Selling, March 2005. By Rick Rosenthal and Rayna Herman. Keeping district managers in the field is just one way to keep your sales force productive.