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The Active Ingredient features expert insights and commentary from leaders of ZS Associates' global pharmaceuticals practice.

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Who Moved Pharma’s Cheese?

Posted by Steve Bull on Fri, Sep 22, 2017

Do you remember the book Who Moved My Cheese? that was popular in the 1990s? It tells the story of two people and two mice who live in a maze and thrive on a seemingly endless supply of cheese. The parable resonated with many of us—including me—both in business settings and in our personal lives. After following the four characters’ varying reactions to the possibility of their “cheese” source disappearing, you can’t help but turn the lens on yourself and ask, How would I deal with unexpected change?

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Topics: sales strategy, Pharma, key account management, manufacturers, reinvent go-to-market strategy, Impact Summit, Impact Summit 2017, account-based selling

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