SPBT Conference - Get Ready!

For those pharma sales training folks gearing up for this year’s SPBT Conference, here is a quick video with a few tips on how to maximize your time. You may wish to forward this especially to first-time attendees.

Also, click here for a free tool to help your planning. This single-sheet .pdf file can help you make your time in the exhibit hall as valuable as possible.

Having worked on the “industry partner” side for over 10 years, I know that one of the biggest challenges in the conference exhibit hall is establishing clear communications and expectations between clients and vendors. And as a client, you can help yourself and any potential vendors by taking a few minutes, using this simple tool, to outline your upcoming training needs.

While it will only take you a few moments (in your office, on the plane, in the hotel…or during a less-than-engaging workshop!), this quick exercise will help you have very clear and focused communications on the exhibit floor.

And if you want to go over your upcoming needs in more detail, I can be reached via cell phone during the entire conference to set up a quick meeting - don’t hesitate to call for advice and recommendations (my contact info is on the form). If you need a quick overview of how Impactiviti can help you with your sales training needs, here’s the elevator speech.

P.S. - The conference is a great opportunity for networking. Here is why that’s important.

June 4 Networking Event

Perhaps you read my recent post about networking?

Well, here’s a chance for those of you in the NJ/Philly area to engage in some!

John Mack (Pharma Marketing Network) is putting on a networking dinner in Princeton on the evening of June 4th.

More info right here.

Be Prepared - like, right now!

Perhaps you’ve never been a Boy Scout. Whether you have or not, the Scout motto - Be Prepared - is a good one to consider right now.

You’re read about all the recent layoffs in our industry. You’ve heard about, or been part of, one or more of the many mergers in recent years. There is simply no more certainty in corporate America. Your future is in your hands, and you need to be prepared to take the reins at any time. In fact, even if you are gainfully employed, you need to take the reins right now. Let me suggest one simple word for each of us:

NETWORK!

The time to build a network - a professional and social web of contacts who can help out when needs arise - is now. It is very likely that your next career move (horizontally) or advancement (vertically) will come about because of pre-existing relationships. While you can post a resume on-line that the world can (theoretically) see, so can a few billion other people. Doors are opened by people who listen to the recommendations and referrals of other people.

How do you build a wider professional network? Let me suggest a few straightforward steps:

1. Embrace networking as a high priority, and determine to do it. Yep, it starts with an act of the will. Maybe you’re not a native schmoozer (I’m not). Maybe you’re introvert-ish (I am). Maybe you think, “I can never build relationships like so-and-so.” Actually, you can. You might not have the same ease as some, but believe me, you can do it, and even become good at it.

2. Help others. That’s right, don’t start with your immediate or future needs. The best way to build a network marked by mutual help and sympathy is to help others. You may have been schooled in the “me-first” ladder-climbing corporate mentality. Drop that like a bad transmission. When you pro-actively offer to help people, you’ll be shocked at how popular you become.

3. Focus on one drop at a time. You can’t just turn the spigot and gush out a flood of networked contacts. But you can greet one new person a day. You can help out one co-worker today. You can reach out to someone in a similar professional role with a question. Networking should be seen as incremental and cumulative - it becomes a lifestyle, not a one-time act.

4. Attend meetings. Not the kind that clog your daily calendar (well, I guess you should attend those, too)! Go to national conferences, join local chapters of professional societies, expand your network beyond the next few cubicles. New opportunities may open up from unexpected directions.

5. Cultivate healthy vendor relationships. Vendors and consultants often know “what’s going on” outside your four walls, and may be able to facilitate new contacts for you. Weed out the sharks, and find those people who are genuine, service-oriented, and personable (this goes for recruiters as well). If they do good work for you, recommend them to others. That will definitely increase your bank account of good will!

6. Take advantage of the web-based networking platforms. I highly recommend LinkedIn (see graphic) for helping expand your network through electronic means. Facebook is usually for more personal/social contacts but can also be valuable. Create a very robust professional profile and don’t be afraid to ask for recommendations and new links with others. “Social media” can be helpful in many different ways.

7. Cultivate a limited circle of influential, wise, discreet professional colleagues. These are the trusted advisers you can turn to when you see storm clouds on the horizon - your early-warning safety net. These are your serious allies who will go the extra mile for you when the ground starts to shake.

8. Be “findable.” Who will rise to the top these days, when there is information overload? Those who can be quickly found (especially on-line), and who make a professional and interesting self-presentation before the need ever arises. If you have the drive and the ability to write, create a blog around your interests. If you can engage in electronic discussions, jump into Twitter. Put your talent and creativity and accomplishments out there. When people Google you, they should find you, AND be impressed.

For those in the pharma sales training community for whom this strikes a chord, I can see you at the upcoming SPBT conference, or you can shoot me an e-mail at any time. I’m happy to help you get started.

(Image credit)

Merck making major cuts to sales force

Merck has joined the ranks of Big Pharma companies dramatically cutting their sales forces, planning to let go about 1,200 reps (14% of the sales force) after problems with Vytorin, and non-approval of Cordaptive.

More on the story here.

This makes me think about doing a post on Networking: Preparing for the Future or something along those lines (OK, here it is!). Pro-actively building a supportive professional network of contacts seems to me not to be an optional move anymore. Things are too uncertain, even for good performers…

My Favorite Part of the SPBT Conference

In 2 weeks, we head down to the annual SPBT Conference (Orlando this year). And I always look forward to it. I like the workshops, the keynotes, the exhibit floor, and I enjoy the general buzz and energy level.

But as I think about this year’s event, there’s one thing I look forward to above all. And that’s hanging out with colleagues who have become valued friends, partners, clients, and collaborators over the years. I really value the relationships that have developed as a result of the SPBT.

After several days of intensive networking, I know I’ll be inwardly drained. My native introversion will demand respite from my learned extroversion. But that’s OK. Rubbing shoulders again at the conference will be blast. Can’t wait to see y’all there!

(and, an advance Thanks! to all the SPBT staff and volunteers who have been working hard to get everything ready for 2008!)

(Image source)

After Hours 5_2

I think I may have linked to another version of this in the past, but this particular video is a goodie - what all the flight patterns in the U.S. look like in a time-lapse simulation. Fascinating!

Good news story of the day: real sportsmanship at work - Western Oregon senior Sara Tucholsky had never hit a home run in her career. Central Washington senior Mallory Holtman was already her school’s career leader in them. But when a twist of fate and a torn knee ligament brought them face to face with each other and face to face with the end of their playing days, they combined on a home run trot that celebrated the collective human spirit far more than individual athletic achievement…more (plus: Here’s the brief ESPN video. Very cool)

Strangely funny video of a presentation - esp the “typical” slides, and the final question at the end…Chicken Chicken Chicken

Pharma News 5_2

BMS to sell off ConvaTec - Drug developer Bristol-Myers Squibb Co. said Friday it will sell its would therapy and surgical care unit for $4.1 billion to two private equity firms…more

Big cutback/merger action at J&J - sales and marketing for Ortho Biotech and Centocor to join, 400 jobs to go - Johnson & Johnson yesterday notified employees it will consolidate the sales and marketing operations of two subsidiaries, Ortho Biotech and Centocor, leading to roughly 400 job cuts nationwide…more, and Pharmalot’s take here.

Big layoffs at Wyeth: another 1,200 - The drugmaker last Friday notified employees that still more jobs are going, a Wyeth spokesman confirms. This follows an announcement last month that 1,240 sales positions would be eliminated as part of what Wyeth execs are calling ‘Project Impact.’…more

Big expansion at FDA - The U.S. Food and Drug Administration aims to hire more than 1,300 biologists, chemists, pharmacologists and other staff members by October as part of a major expansion, the agency said on Wednesday…more

Pfizer makes a deal on some Bextra/Celebrex lawsuits - The drugmaker reached tentative settlements with some groups of plaintiffs who allege the painkillers caused heart attacks and strokes, The Wall Street Journal reports, citing lawyers at three firms involved in the litigation…more

Takeda’s Amitiza get IBS-C indication - The Food and Drug Administration on Tuesday approved the first U.S. drug to treat irritable bowel syndrome with constipation (IBS-C) in adult women, a medicine made by Takeda Pharmaceutical Co and Sucampo Pharmaceuticals Inc…more (this allows Amitiza to step into the void left by the withdrawal of Novartis’ Zelnorm last year)

Merck’s experimental cholesterol drug stumbles at FDA - U.S. health regulators have rejected Merck & Co Inc’s new drug designed to raise the level of HDL, or “good” cholesterol, the company said on Monday, sending its shares down 5 percent…more

Wyeth bowel drug wins approval - Wyeth and Progenics Pharmaceuticals Inc won U.S. approval to sell a new drug to relieve the constipation that often occurs with use of morphine or other opioid painkillers, regulators said…more

Interesting potential avenue for HIV treatment - Researchers have pinpointed a protein in a key human immune system cells needed for the AIDS virus to infect them, and found that turning it off can greatly slow down the deadly virus…more

Wow. Just saw this (hat tip: Kevin MD). A doctor who gives up his practice in California to help people in Tanzania. Very moving. I know someone who recently gave up his practice in Michigan to do medical mission work in Togo, and the stories are similar…

Social Media - What’s the big deal?

By now, you’ve heard all about MySpace, Facebook, LinkedIn, blogging, and other social media platforms. Maybe you’ve dipped a toe in the water by creating a LinkedIn or Facebook profile, and maybe you’ve even heard of Twitter, or rated purchases on Amazon. What’s the big deal anyway?

I was thinking of writing an overview article on this blog, but then found that someone else had done a really good job. Here’s the link to this helpful scan of what social media is, and how it adds value.

And, here is a brief post I did on my “other” (Branding/Marketing) blog, about how social media helped me this week in several tangible ways.

WIIFM, Impactiviti?

There’s a lot of turnover in pharma sales training, and perhaps you haven’t heard of Impactiviti. Or maybe you have, but a quick 3.5 minute video overview wouldn’t hurt.

This is my first effort at video blogging, so please be nice! Here I try to answer the immortal question, WIIFM (What’s in it for Me)?

Beside our (free) recommendation service, explained in the video above, we have the most extensive Job Board for pharma sales training. That’s pretty good.

We offer you a weekly e-newsletter (Monday Collection), full of pharma news, training resources, links to events, and lots of other interesting stuff. It’s free - sign up here (no, we never share your e-mail address).

The Impactiviti blog is updated constantly with news, commentary, and helpful links. If you’re reading this, you’re on it! Feel free to browse.

What else can Impactiviti do for me?

We have a unique recommendation service. It’s very simple - you talk to us about your training needs, and we help you find the optimal vendor/partners. No cost, no fuss, lots of time saved. Read the testimonials.

We also work with select clients on a fee-based consulting basis. For overall strategy, curriculum design, learning technology, vendor selection, and more…we add value when you add us to your team. More here.

Who is Steve Woodruff?

Steve is a reasonably smart and creative guy who’s pretty good at this pharma sales training stuff. Here’s the full background; also a professional profile on LinkedIn. BONUS - if you’re interested in good coffee, wine, new web technologies, marketing, business, astronomy, kids, philosophy, puddingstone, and a number of other items, he can be easily diverted down conversational rabbit trails…

P.S. If you’re planning to be at the Society of Pharmaceutical and Biotech Trainers (SPBT) Conference in May, I’ll be attending, and co-leading a workshop. See you then!

Recommended

Need product training (binders and/or interactive)? How about creative ways to train on PI and reprints? I can help you with those - just e-mail (stevew  at  impactiviti.com) or call (973.947.7429) and I’ll be glad to talk over your needs and make recommendations.

“I have worked with Steve Woodruff for several years together on different projects, and I’ve always appreciated his creativity and willingness to think “Outside the Box” when it comes to training solutions. He is more than willing to look at different options and suggest partnering with other groups to get the most out of project…” from the Testimonial files.