DIAGNOSIS: Layoffs are expected. Can you survive? Do you want to?

PRESCRIPTION: Sometimes corporate downsizing and restructuring offers an opportune time to move to a new career or take more responsibility in your company

While economists hem and haw over whether or not the U.S. economy is in recession, there can be little doubt that Big Pharma is hurting. And little pharma too, for that matter. In 2007, pharma was hit by a major round of layoffs, including significant reductions at Pfizer, AstraZeneca, Bayer, Schering-Plough, Wyeth, Johnson & Johnson, Bristol-Myers Squibb, Novartis, Amgen, Glaxo and Nycomed. Unfortunately, the cuts, most likely, will not end there. Recent announcements from Schering and Merck make it clear that the industry will continue to downsize.

As the industry continues to shrink, it becomes especially important for pharmaceutical salespeople to take a long hard look at their future. If pharma sales is not what you want to do for the rest of your life, this may be the opportune moment to get out. And if you have found your calling, it is even more important to take the proper steps so that you end up in the right place when the next round of cuts comes.

Job satisfaction quiz

Whether you're looking for job security or career advancement, this series of articles will guide you through a process to assess intention, create direction, initiate action and make it happen. This article will focus on finding your career direction amid downsizing. In October, part two of the series will focus on how to get that coveted new job or promotion. In December, the series will conclude with the transition from field sales to corporate management.

State of Dis-union

Mass layoffs, beginning in 2007, prompted articles like CNN's Money.com's "Pity the poor pharmaceutical sales rep: drug reps are looking more and more like an endangered species." But it didn't end there. In April and May of this year, Schering and Merck announced plans to lay off thousands. The so-called pharmaceutical perfect storm of social, economic and regulatory pressures means that more layoffs are likely; and sales reps are in the eye of the hurricane.

Where will it end? Predictions from pundits are plentiful. Will the industry pare down (from the peak of 95,000 just a few years ago) to less than 50,000 of the existing talent pool? Will we return to the 25,000 medical/biology representatives of two decades ago? It remains to be seen. We can watch but we must not wait! One thing is certain: Thousands of field salespeople are trying to find a new job and many will need to find a career outside of the pharmaceutical industry.

The words, "We have to let you go," strike fear into the hearts and minds of most on the receiving end of them. However, few people retire without losing at least one job along the way. Losing a job is a life-changing experience, but it does not have to be a disaster, and it definitely should not be a surprise.

So, what's a pharma rep to do? The late Arthur Ashe, who knew great adversity and great victory, said: "Start where you are, use what you have, do what you can." In other words, just focus on what you can control. You cannot always make yourself layoff-proof, but you can improve your job satisfaction and marketability.