News and Events

Compensation incentive programs for healthcare professionals are ineffective

May 14, 2012 – In this Healthcare Finance News article, Torsten Bernewitz, co-author of ZS Associates' 2012 Incentives for Health Professionals report and Managing Principal of the firm's Healthcare Insurers and Payers practice, provides key recommendations for improving incentive efforts.

More Than $20 Billion Spent on Healthcare Incentives May Be Wasted, Concludes ZS Associates Study

May 14, 2012 — While incentives can be an effective motivator in healthcare, a new study from global consulting firm ZS Associates suggests that more than 75 percent of incentives are so small or poorly communicated that they go unnoticed by providers.  As a result, more than $20 billion in healthcare incentives may be wasted annually.

Inside The Secret World Of Drug Company Rebates

May 10, 2012 - Forbes.com asked ZS Managing Principal Pratap Khedkar for his insights on the hidden world of pharma rebates.

REAL-TIME MARKETING: Automating Business Analytics to Boost Marketing, Sales, and ROI

April 26, 2012 - In this PM360 article, ZS Managing Principal D. Sahay and ZS Associate Principal Maria Kliatchko describe how the latest technology advancements enable sales reps to respond faster than ever.

What Does It Mean to Sell? Ask the U.S. Supreme Court

April 23, 2012 - An upcoming Supreme Court decision could seriously disrupt the U.S. sales world's pay practices. To learn more, view the blog post by ZS co-founders Andy Zoltners and Prabha Sinha and former principal Sally Lorimer.

Challenges Can Hinder CRM Success

April 23, 2012 - Saby Mitra, a manager at ZS Associates, shared his views on today's biggest CRM challenges with CIO Today.

The Challenges of Managing Global Brands

April 2012 - In the April 2012 edition of PM360 "Think Tank," ZS Managing Principal Kurt Kessler highlights localization and flexibility as the hallmarks of global marketing leadership.

Market access and the need for stakeholder-centricity

April 10, 2012 - ZS Principal Ed Schoonveld outlines key steps pharma companies can take to build successful partnerships with payers and other stakeholders.

Fixing Salespeople's Biggest Complaint: My Territory is Too Small

April 5, 2012 - In this HBR blog post, ZS co-founders Andy Zoltners and Prabha Sinha and former principal Sally Lorimer talk about key measures that address the sales profession's biggest trouble spot: disagreement over the market potential of a group of accounts or a territory.

Selling On Value Will Lead To Better Customer Retention More Sales

March 2012 - ZS Principal Ashish Vazirani highlights tech companies as prime candidates for value-based selling.

mHealth + HTML5 = pharma in 2012

February 2012 - How will "mHealth" shape pharma marketing in 2012? Principal Mahmood Majeed, leader of ZS's Mobility practice, shares his insights with Med Ad News.

Emerging Markets

February 2012 - In a MedAdNews interview, Regional Managing Principal Rohan Fernando emphasizes the importance of a focused strategy as pharma companies expand into emerging markets.

Five Success Factors in Outsourcing

February 2012 - Companies that embrace the five key points outlined in this article are more likely to experience a boost in sales and reduced costs. This article was published in Medical Device and Diagnostic Industry (MD+DI) magazine.

ZS Managing Director Jaideep Bajaj Shares 2012 Outlook in Consulting Magazine

January 2012 - In the January issue of Consulting Magazine, ZS Managing Director Jaideep Bajaj shares his 2012 outlook and highlights key opportunities for growth.

ZS Principal Chris Wright Cites New Pharma Sales Challenges in WSJ Article

January 10, 2012 - In a recent Wall Street Journal article, "Drug Reps Soften Their Sales Pitches," ZS Managing Principal Chris Wright cites new challenges that pharmaceutical sales reps face as they shift their selling approaches.

Forecasting Pharma's Future

January 2012 - Given the volatility of today's financial landscape, companies, more than ever, need a robust forecasting strategy that is clear, effective and accurate. This article featuring ZS Principal Judith Kulich appeared in the January 2012 issue of PharmaVOICE.

Who Owns Your Customer Relationships: Your Salespeople or Your Company?

December 21, 2011 - Citing three specific examples in their HBR blog post, ZS co-founders Andy Zoltners and Prabha Sinha and former principal Sally Lorimer illustrate that the issue of who owns customers is really a question of who and what the sources of customer value are.

Value-Based Selling Execution Bolsters Company Growth in Tough Economy

November 15, 2011 - Corporate cost-cutting may generate more headlines, but a study of 214 companies released today reveals the best firms have increased profits by improving the way they sell goods and services. The study, commissioned by ZS Associates and completed recently by the Aberdeen Group, showed that the majority of industry-leading companies are excelling at value-based selling.

ZS Provides Insights to The Economist's Schumpeter Column About the Future of B2B Sales

October 21, 2011 - For its highly respected Schumpeter column, The Economist interviewed several ZS leaders about the future of B2B sales, incentive compensation and the process of transforming the sales effort from science to art.

ZS Associates and Veeva Systems Announce Integration of Javelin™ and Veeva CRM

September 13, 2011 – ZS Associates, a global leader in sales and marketing consulting, outsourcing, technology and software, and Veeva Systems, a global leader in cloud-based business solutions for the life sciences industry, have partnered to develop a seamless integration between their respective market-leading software products, Javelin™ and Veeva CRM.

Five Ways That Higher Sales Goals Lead to Lower Sales

September 12, 2011 - In their latest Harvard Business Review blog post, ZS co-founders Andy Zoltners and Prabha Sinha and former principal Sally Lorimer give five examples to illustrate how higher sales goals can actually lead to lower sales.

Consulting Firm ZS Associates Opens San Diego Office

August 23, 2011 - In a move to expand its client service and presence in southern California, global consulting firm ZS Associates opened an office in San Diego. This is the company’s third office in California, its 10th in North America and its 20th worldwide.

Drug Makers Try Cures for Physician ‘Cold Shoulders'

July 28, 2011 - According to ZS Associates' spring 2011 AccessMonitor™ report, as many as 8 million of the 115 million headquarters-planned sales calls were impossible to complete in 2010 despite pharmaceutical company efforts to streamline sales forces and target busy physicians more effectively.

Harvard Business Review Blog: How to Manage Forced Sales Rankings

July 27, 2011 - ZS founders Andy Zoltners and Prabha Sinha and former principal Sally Lorimer discuss the motivational power – and potential downsides – of publishing forced sales rankings on the Harvard Business Review (HBR) Blog Network.

Harvard Business Review Blog: Is Your Sales Force Addicted To Incentives?

July 11, 2011 - ZS founders Andy Zoltners and Prabha Sinha and former principal Sally Lorimer now have a sales blog on the Harvard Business Review (HBR) Blog Network. View their first blog post.

Kennedy Research Names ZS’s Healthcare Practice as a Top Provider of Marketing & Sales Services

July 7, 2011 - Kennedy Consulting Research & Advisory identified global consulting firm ZS Associates as one of the world's top sales and marketing consulting firms serving the healthcare industry.

Jaideep Bajaj Continues to Push ZS Associates Further

July 5, 2011 - In its July issue, Smart Business magazine profiles ZS Managing Director Jaideep Bajaj and his unfaltering commitment to fostering innovation.

Managing Principal at ZS Associates Named One of Consulting Magazine’s Top 25 Consultants of 2011

June 1, 2011 - Aaron Mitchell, managing principal at global management consulting firm ZS Associates, was named one of the top 25 consultants of 2011 by Consulting Magazine.

THE PRICE OF GLOBAL HEALTH - Drug Pricing Strategies to Balance Patient Access and the Funding of Innovation

April 25, 2011 - Ed Schoonveld, principal of the Market Access and Pricing practice at ZS Associates, offers an unprecedented look at drug pricing in his new book.

ZS Associates Expands Its Consulting Services with Four Executive Hires

March 22, 2011 - Global management consulting firm ZS Associates has hired four new principals to provide expertise and leadership in areas targeted for firm-wide growth and expansion of key client services.