What Every Pharmaceutical Executive Should Know
by Philip George and David Blumberg
August 2000  Competitively superior Marketing &
Sales capabilities can and do drive superior performance.
That's the bottom line of Accenture's industry-wide survey into the impact of Marketing & Sales capabilities on a pharmaceutical company's financial performance. Among the key findings:
- Differences in marketing and sales capability performance account for 42 percent of the variation in financial performance across business units in the study.
- Of more than 35 marketing and sales capabilities studies, just 14 impacted financial performance.
Our research identified the specific Marketing & Sales capabilities that deliver the highest returns.
View European study.
Download the full US report. [PDF, 142K]
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