Publications

Teaching Interest

Why is There No Cure for Health Care?

Teaching Fellow for Professor David Cutler - Harvard College Course EMREAS 20

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Keywords: Health; Health Policy; Health Care; HIV; Pharmaceutical Companies; Health Care Reform; Health Economics

February 2019 (Revised July 2019)
Case

Sales Force Management at Nobel Ilac

By: Doug J. Chung and Gamze Yucaoglu

Nobel Ilac was a Turkish generic pharmaceutical company marketing more than 100 drugs in 20 countries and, as of 2017, had over 2,500 employees worldwide. Nobel had implemented a transformation strategy—more specifically, a customer segmentation plan—whereby the sales... View Details

Keywords: Sales Strategy; Compensation; Employee Retention; Recruiting; Pharmaceuticals; Salesforce Management; Strategy; Organizational Design; Human Resources; Compensation and Benefits; Employees; Retention; Recruitment; Pharmaceutical Industry; Turkey

May 2015
Case

Transforming Alkermes into a Global Biopharmaceutical Company

By: C. Fritz Foley and Nicholas Haas

In the summer of 2011, Jim Frates, CFO of Alkermes faced choices about how to finance the acquisition of Dublin, Ireland-based Elan Drug Technologies (EDT)—a deal that was expected to close in the fall. The case describes the history of Alkermes, provides information... View Details

Keywords: Financing; Debt; Merger; CFO; Financial Management; Pharmaceutical Industry; Pharmaceutical Industry; United States; Europe

April 2017
Case

Imprimis (A)

By: Ramon Casadesus-Masanell, Karen Elterman and Marc Appel

This case examines the strategic choices and evolving business model of Imprimis Pharmaceuticals from the perspective of CEO Mark Baum. The (A) case provides a brief history of the company and of the compounding business, outlining the challenges faced by Imprimis in... View Details

Keywords: Strategy; Healthcare; Drug Compounding; Pharmaceuticals; Compounding; Drug Development; Decision-making; Mark Baum; Imprimis; Small Business; Decisions; Cost vs Benefits; Business Strategy; Business Model; Decision Choices and Conditions; Pharmaceutical Industry; United States

01 Mar 2007
News

Pharma Suits a Farm Gal

GRAHAM: From rodeo to CEO. Amylin Pharmaceuticals CEO Ginger Graham (MBA ’86) had a good year in 2006, with Amylin stock up as much as 45 percent, with Byetta and Symlin, its two innovative diabetes drugs, performing well, and with the... View Details

Keywords: biopharmaceutical company; Health, Social Assistance; Corporate, Subsidiary, and Regional Managing Offices; Management

October 2014 (Revised April 2023)
Case

Gilead: Hepatitis C Access Strategy (A)

By: V. Kasturi Rangan, Vikram Rangan and David E. Bloom

Gilead had come up with an innovative drug for Hepatitis C, which affected 180 million people worldwide. The drug was priced at $1,000 a pill for the US market. Gilead had to decide how to price and market the pill in developing countries that bore the brunt of the... View Details

Keywords: Healthcare; Pharmaceuticals; Pricing; Access To Care; Emerging Markets; Health Care and Treatment; Price; Strategy; Ethics; Pharmaceutical Industry; Pharmaceutical Industry

January 2017 (Revised October 2018)
Case

Novartis: A Transformative Deal

By: David Collis and Ashley Hartman

When Joe Jimenez became CEO of Swiss-based Novartis in 2010, replacing longtime CEO Dan Vasella, he assumed control of one of the top pharmaceutical companies in the world. Vasella, an avowed advocate of diversification, had expanded the scope of the company and... View Details

Keywords: Novartis; GlaxoSmithKline; Asset Swap; Acquisitions; Divestiture; Strategy Alignment; Pharmaceuticals; Strategy; Business Strategy; Corporate Strategy; Diversification; Consolidation; Mergers and Acquisitions; Pharmaceutical Industry

November 2016
Case

QuintilesIMS: Biosimilar Marketing in England

By: John A. Quelch and Emily C. Boudreau

QuintilesIMS was a leading healthcare consulting firm best known for its data and information offerings as well as its market research and management consulting services for life science companies. By 2015, the company was expanding beyond the biopharmaceutical... View Details

Keywords: Health; Pharmaceutical Industry; Biotech; Marketing; Health Care and Treatment; Biotechnology Industry; England

26 Apr 2023
Cold Call Podcast

How Martine Rothblatt Started a Company to Save Her Daughter

Keywords: Re: Debora L. Spar; Pharmaceutical; Pharmaceutical; Pharmaceutical

October 2022 (Revised September 2024)
Case

mPharma: Scaling Access to Affordable Primary Care in Africa

By: Regina E. Herzlinger and Ben Creo

mPharma hopes to scale up to create the largest pan-African healthcare company ever to provide much-needed primary care in retail pharmacies; a reliable, fairly priced supply of drugs; and micro-insurance for drugs. They must prioritize launching a telemedicine... View Details

October 2014 (Revised May 2017)
Teaching Note

Pfizer and AstraZeneca: Marketing an Acquisition (A) & (B)

By: John A. Quelch

Keywords: Mergers ＆ Acquisitions; Pharmaceutical Companies; Economic Impact Of Mergers; Mergers Impact On International Economies; Impact On Consumers Of Mergers; Customers; Economics; Marketing; Planning; Strategy; Pharmaceutical Industry; Europe; North and Central America

04 Feb 2019
Blog Post

Presenting…an Alternative to Company Presentations: Evercore Grabs Attention with Interactive Events

case study. When they added two more ingredients to the recipe – a focus on a familiar industry, amplified by media exposure the audience would recognize – they arrived at the heart of their presentation; a “live” case study about Evercore’s role in a recent M&A:... View Details

February 2015 (Revised November 2015)
Case

Building an Integrated Biopharma Company: Crucell (A)

By: Richard G. Hamermesh, Marianne Van Der Steen and Susan S. Harmeling

By 2009, Crucell had become the largest biopharma company in the Netherlands and a symbol of national pride. The case traces the evolution of the company from a University spin-off into a fully-integrated company. Crucell's success, particularly in the vaccine space,... View Details

Keywords: Biotechnology; Biopharmacy Company; Licensing; Licensing Agreements In Biopharmacy; Human Cell-line Technology; Vaccine; Healthcare Innovation; Global Health; Partners and Partnerships; Entrepreneurship; Growth and Development Strategy; Pharmaceutical Industry; Pharmaceutical Industry; Netherlands

01 Dec 2013
News

Your Own Medicine

help build new muscle—had been one of several potential treatments the Secklers chased to no avail, often stuck following promising science to dead ends. That changed three years ago, when former pharmaceutical executive Gene Williams... View Details

Keywords: Morrell, Daniel; biomedicine; biopharmaceutical company; Ambulatory Health Care Services; Health, Social Assistance

28 Feb 2020
News

Filling the White Space

companies involved in research into psychedelic compounds for medical use. (Compass has been granted a US patent that covers a method of obtaining psilocybin to treat drug-resistant depression; the treatment is in a phase IIb clinical... View Details

Keywords: venture capital; pharmaceutical research; innovative investing

March 2014
Case

Novartis' Sandoz: Between Generics and Pharma

By: Krishna Palepu and Carin-Isabel Knoop

Sandoz, which made a significant investment in bio-similars as a way to differentiate itself from its generic drug industry peers, has to negotiate with its parent company and the innovative pharma division on how best to commercialize its bio-similar portfolio. What... View Details

Keywords: Global Strategy And Leadership; Managing Within A Multi-Business Organization; Generic Pharmaceuticals; Global Strategy

November 2013
Case

GlaxoSmithKline in China (A)

By: John A. Quelch and Margaret L. Rodriguez

Four GlaxoSmithKline employees were accused of bribing Chinese health care workers to prescribe the company's drugs. The accusations brought to light the questionable incentive structures of the Chinese health care system and the pressure on companies to adhere to... View Details