Subscribe To This Site

Pharmaceutical co-promotion. Marketing and Sales responsibilties.

Congratulations! You are marketing or selling a co-promoted brand. This is an exciting venture which will make you a stronger marketer and a better negotiator.

On the flip side, you are bound to experience a lot of frustration and headaches as well. A co-promotion can be challenging at times, but overall, it is an exciting opportunity that not many get to fully experience. Embrace this opportunity as it could have positive influences on your career.

Here you will learn tips on how to best manage an existing co-promotion agreement from a marketing and sales perspective. Some companies may have alliance managers to assist you with this, but many do not, and as a marketer, you are left to figure out how to work the relationship with your counterparts.

WE DO NOT WANT TO MISLEAD OUR VISITORS, SO PLEASE NOTE THAT THIS SITE ASSUMES A CO-PROMOTION AGREEMENT IS ALREADY IN PLACE. YOU WILL NOT LEARN HOW TO SET UP A CO-PROMOTION AGREEMENT HERE. THIS SITE DOES NOT DEAL WITH CO-MARKETING MANAGEMENT EITHER.

As a MARKETER in a co-promotion agreement, here are some guidelines that will assist you to excel in your role;

1. Be transparent and negotiate to come to mutual decisions.

2. Read and understand the agreement, especially the sections that involve you or members of your team.

3. Develop a co-promotion 'fact sheet' or check list to make sure your company is meeting its obligations in a timely manner.

4. Set working relationship rules, and stick to them.

5. Hold regular meetings with your co-promotion marketing partners.

6. Hold regular business review meetings with senior members of both companies present in the same room.

7. Attend each other's sales meetings when appropriate.

8. Evaluate performance of both companies vs. expectations laid out in agreement.

9. Document, document and document.

As a SALES REPRESENTATIVE in a co-promotion agreement, here are some guidelines that will assist you to excel in your role;

1. Be transparent and negotiate to come to mutual decisions.

2. Know the expectations for sales representatives as per the co-promotion agreement.

3. Set working relationship rules, and stick to them.

4. Hold regular meetings with your co-promotion sales representatives.

5. Coordinate your sales call schedules.

6. Document, document and document

For more expert advice on managing pharmaceutical co-promotions , see the Ask The Expert interview with Vic Weller from Australia.

co-promotion fact sheets

footer for pharmaceutical co-promotion page