Stephanie Cohen

Stephanie Cohen is the senior methodol- ogist at G & S Research Inc., where she is responsible for developing research methodologies and analytical plans that fully address the business decisions of the firm's pharmaceutical and biotech clients. She also oversees analytical work and conducts internal training. Cohen has extensive experience in pharmaceutical market research, marketing, and brand strategy development at all stages of the product life cycle. Her background includes leadership positions at Amgen and SmithKline Beecham (now GlaxoSmithKline), and strategy consulting experience at Corporate Decisions Inc.

Has the pharmaceutical and biotech industry overextended its signature sales model? Is the selling field now overgrazed and producing less bounty for all? Could the inaccessible-physician problem be customers' way of telling the pharmaceutical industry that the current state of personal promotion is not meeting their needs as well as in the past? Data from RepReview 2007, a study of pharma and biotech sales reps, conducted by G & S Research in partnership with Pharmaceutical Representative magazine, indicates ... maybe.