Author: beghou-admin

Read the latest news from Beghou Consulting, as well as our experts’ views on trends and challenges in the life sciences industry.

Kevin Frymire on How To Boost Incentive Compensation Plan Design With The Sales Force

An incentive compensation plan can significantly impact whether a product is a blockbuster or bust. Emerging pharma companies should equip the sales force to “own” their territories and add on-the-ground insights for analytics-driven targeting. Associate Partner Kevin Frymire writes in Pharmaceutical Commerce why companies should incorporate the sales force’s feedback into their incentive compensation plan design.
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Meridian™ Named One of PM360’S Most Innovative Products of 2018

Beghou Consulting’s Meridian™ territory alignment software was named one of the most innovative products of 2018. Built on Google Maps and grounded in the firm’s 30-plus years advising pharma companies, Meridian’s full suite of products – Meridian™ Blueprint, Meridian™ Balance, and Meridian™ Map – help pharma companies solve complex alignment challenges. Read more in PM360 magazine.
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Emily Eller on using predictive analytics in pharma

The technology behind predictive models and analytics has advanced dramatically over the past decade. It may be tempting for pharma companies to begin analytics instead of following an effective predictive analytics strategy. Associate Partner Emily Eller describes steps for pharma marketers to reach and engage their customers more effectively in PM360 magazine.
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Beghou Consulting names three new associate partners

Beghou Consulting names three new associate partners   Pharmaceutical sales and marketing firm Beghou Consulting recently promoted Melissa McDevitt, Kevin Frymire and Dan Cardinal to associate partner. McDevitt, Frymire, and Cardinal work closely with life sciences companies to help them address complex commercial challenges related to forecasting, sales force alignment and incentive compensation. “Melissa, Kevin and Dan set the gold standard for client service and mentorship at our firm,” said Beth Beghou, founder and managing director of Beghou Consulting. “They are trusted resources for their clients and respected leaders among their peers. Each leads teams that contribute significantly to clients’ commercial successes, and we expect them to continue to drive success for our firm, as well.” Melissa McDevitt has more than 10 years of experience counseling pharmaceutical companies on incentive compensation, sales force sizing and alignment, and segmentation and targeting. In 2016, McDevitt opened the firm’s Raleigh-Durham office. She earned a doctorate in neurobiology and physiology from Northwestern University and a bachelor’s degree in biology from the University of Michigan. Kevin Frymire has counseled pharma companies for nearly 10 years. He helps companies improve incentive plan design and management, sales force size and structure, targeting and call planning, and data
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Beth Beghou addresses the gender gap in Pharma

It’s no secret that pharma has a gender gap problem. A lack of female leadership means pharma companies are missing out on important perspectives and skills that can drive innovation. Managing Director Beth Beghou discusses why pharma needs to invest in females and how companies can better diversify their leadership pipelines.
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New CRM software helps life sciences companies manage complex customer hierarchies

Beghou Consulting recently released a new software tool to help companies better understand and track their customers’ affiliations with group practices, hospitals, clinics, hospital networks, integrated delivery networks and group purchasing organizations. With Mainsail™ Affiliations Manager, commercial teams can easily identify purchasing decision-makers, more effectively target customers, and propose appropriate contracts and pricing.
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Beghou Consulting’s sales force deployment tool maximizes efficiency using advanced modeling

A new suite of products developed by pharmaceutical sales and marketing consulting firm Beghou Consulting helps companies determine effective territory HQ locations, territory designs and sales force deployments. The new tool, called Meridian™, uses proprietary algorithms to create recommendations for territory locations and allows users to visually explore a broad mix of scenarios and identify the most productive, highest quality alignments.   “Our teams constantly draw on their experiences and client engagements to develop tools that address sales and marketing issues faced by life sciences companies at all stages of a product’s lifecycle,” said Chris Berg, a Beghou partner who led the Meridian suite development. “This innovative, easy-to-use tool leads our consultants and clients to the most successful sales force deployments possible.”  Built on Google Maps and grounded in Beghou Consulting’s 30-plus years advising top pharma companies of all sizes and stages, Meridian’s interactive visualization blends the firm’s extensive knowledge and experience with state-of-the-art technology to provide accurate recommendations and complete alignments for many alternative scenarios. The Beghou Meridian suite – Meridian Blueprint, Meridian Balance and Meridian Map – allows a company’s commercial team to more clearly visualize its sales force strategy: Meridian Blueprint: Uses advanced algorithms to determine the optimal sales force geographic deployment across
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