Gatehouse ICS: Articles

Pharma's evolution from traditional sales to key account management

by Rachel Brunger
in Business Development

For a lot of people, sales conversations can feel uncomfortable, but there are ways we can engage our customers without it feeling like a ‘hard’ sell. Rachel Brunger explores how we can have more comfortable conversations with our customers.

Finger with medical diagnostic device attached

Why market research is as important for medical devices as it is for drugs

by Sarah Jones
in Market Research

Pre-launch market research is well-established in the pharmaceutical industry, but is this the same for medical devices and diagnostics? Sarah Jones explores.

Clear divide between urna and rural areas

Rural/Urban Social Mobility Divide: How the life sciences industry can help break down barriers

by Christie Harper
in Corporate Social Responsibility

Can life-science organisations help break down the rural/urban social mobility divide? Christie Harper discusses the opportunities she thinks might exist.

Rural scene with sheep and rolling hills

Rurality: the forgotten attribute in your equity, diversity and inclusion agenda

by Christie Harper
in Corporate Social Responsibility

Despite a plethora of conversations around equity, diversity, and inclusion, few address the contribution of rurality to the dialogue. Christie Harper shares her insight on mobility in the workplace.

Gaining payer insights early in product development to inform studies and pricing

by Sarah Jones
in Market Research

How early is too early? For payer insight to asset development is there such as thing as too early? Sarah Jones explores.

Hands holding a globe against a sunset, with a network spreading outwards.

The unpredictable, yet exciting and transformative world of market research

by Sarah Jones
in Market Research

The path from market access to market research may not seem obvious, Head of Projects, Sarah Jones explores how these two specialisms may be more closely linked that some think.

What does the role of our senior team project managers and research leads look like?

by Rachel Brunger
in Business Development

Taking a look at the role of Project Manager and Research Lead as part of our senior team.

Why your research focussed life science consultants are best placed to strengthen client relationships

by Christie Harper
in Market Research

Is it time for a fresh perspective on who manages your ongoing client relationships? Research focusssed consultants may be the answer you are looking for, and Christie Harper tells you why.

Life Science Consultancies: How to dial up your conversations with pharmaceutical industry customers

by Christie Harper
in Business Development

Christie Harper explains the importance of authentic converstions with clients, particularly in regard to the uncomfortable concept of selling.

Life Science Consultancies: Are your project team members as proactive as they should be?

by Christie Harper
in Business Development

Christie Harper discusses how, when looking for business, we should be encouraging delivery teams to lead client engagements.

Key Account Management in Pharma Consultancies: Why you need a Nimble process

by Christie Harper
in Business Development

How to avoid common mistakes when building business connections. A Nimble process is foundational to Key Account management.

Getting client feedback and building future opportunities

by Sarah Jones
in Business Development

Future client relationships hinge on whether their experience is satisfactory. Feedback is an essential tool to ensure satisfying outcomes for both providers and consultancies.

Tips on choosing the best time to reach out to pharma people for an introductory meeting

by Christie Harper
in Business Development

Many struggle with finding the right time to make good connections. Christie Harper shares her tips and tricks fo those tricky introductory meetings.

Pharmaceutical Market Research: How to Secure the Right Panel of Experts

by Caitlin Birch
in Market Research

Getting the right mix of experts across a variety of markets to share their insights requires patience and perseverance.

Developing Knowledge and Confidence in a Life Sciences Role

by Caitlin Birch
in Corporate Social Responsibility

Caitlin Birch looks at why the path for school leavers is not always an easy one, and how to develop both knowledge & confidence in a role

When Qual starts to look like Quant

by Glyn Griffiths
in Market Research

Glyn Griffiths look at the challenges of blurring the lines of market research; when qualititative and quantitative research get mixed up.

Why the Payer Perspective is Important in Due Diligence

by Christie Harper
in Market Research

When taking into account clinician, patient and market perspectives as part of due diligence, the payer perspective can often be overlooked. Christie Harper discusses why this is a problem.

Managing GDPR Obligations in Payer and Clinician Research

by Christie Harper
in Market Research

Christie Harper explains how the GDPR does not prevent collection of relevant data regarding clinicians and payers, as long as over-arching criteria are met.

Why You Are More Than Your Bandwidth: Bringing your whole self to the workplace

by Christie Harper
in Corporate Social Responsibility

Looking beyond merely assesing your employees as a unit of value. Christie Harper chats about why her employees and their relationships are considered to be important.

Do You Know the Market Opportunity for Your New Life Sciences Asset?

by Christie Harper
in Market Research

Christie Harper discusses the importance of understanding how your asset fits into the market, including asking if investment in it is even a good idea.

The Pros and Cons of Digital Apps in the Complex NHS Landscape

by Sarah Jones
in Market Research

Sarah Jones considers the growing push towards adopting and gaining insights from digital solutions and applications.

Stop Racing the Clock: Tips for a healthier approach to project management

by Christie Harper
in Business Development

Christie Harper looks at ways to improve our approach to project management that doesn't involve just being governed by time restrictions.

Don’t rest on your laurels: Defining what makes your market access consultancy different

by Christie Harper
in Business Development

Christie harper takes time to discuss why you shouldn't rest on your laurels and the importance of defining what makes your market access consultancy different.

Is this the perfect model for selling consultancy services to pharma?

by Christie Harper
in Business Development

Christie Harper looks at historical trends in sales models and puts forward a case for Insight Selling as the perfect fit for selling in this industry.

What do consultancy based selling and strawberry cheesecake have in common?

by Christie Harper
in Business Development

Christie Harper discusses an approach to empowering consultants and researchers to sell their services to the pharmaceutical, medical device and biotech industries.

Look Up! Shifting focus from development of your health innovation to the likelihood of its NHS adoption

by Christie Harper
in Market Research

Christie Harper discusses a number of factors tht may influence NHS acceptability of a health innovation, even when the benefits seem obvious at pre-implementation stage.