IPhO News

The Midyear is approaching fast! As a service to IPhO Student National Members, the National Fellows Council is collecting your questions and answering them here on the website!

We want to answer YOUR question - please email us here: fellows@industrypharmacist.org

Please click or tap on "Read More" to view current Fellows' answers to the following questions: 

• Are interviewers made aware of what other fellowships you are applying to via PPS, or is this question asked during interviews?
• If you don't click with one preceptor/fellow pair for one position at a reception, will that affect your chances of making a good impression with another fellow/preceptor pair (different position or not) at that company?
• Is it appropriate to offer my business card to a fellow/preceptor interviewer after an interview or reception? Or is that too aggressive/unprofessional by any means?
• How long after you request an interview on PPS do you receive a reply?
• Can you estimate the time you should stay at a reception if you plan on attending multiple?
• For Rutgers fellowship program, do I submit my letter of interest following the midyear? If so, when is the appropriate time to submit the letter of interest?
• Is it necessary for women to wear suits at interviews or is it ok for women to wear other business professional attire (not a jacket)?  
• I have a brief phone call interview scheduled, and I'm not sure what to expect. What's the purpose of phone call interviews?

As a service to IPhO members, the National Fellows Council is pleased to provide professional guidance related to Midyear. Remember to submit more questions to: fellows@industrypharmacist.org

Are interviewers made aware of what other fellowships you are applying to via PPS, or is this question asked during interviews?

Fellowship programs will not know which other programs/positions you’ve applied to unless it’s within the same fellowship. Bear in mind however that interviewers most likely expect candidates to have applied to multiple programs. There’s nothing wrong with that. There’s also nothing wrong with applying for multiple positions within the same fellowship program especially if you are consistent with which functional areas/positions you apply to.

If you don't click with one preceptor/fellow pair for one position at a reception, will that affect your chances of making a good impression with another fellow/preceptor pair (different position or not) at that company?

You might not necessarily click with everyone you connect with at a reception or interview, but remember a decision on which candidates are offered positions will be a collective decision among all the stakeholders involved with the selection process. Hence, the more people you click with, the higher your chances of a favorable interview outcome. In addition, very few final decisions are made at the midyear.  Your goal is to get an onsite interview, and that is also a group decision.

Is it appropriate to offer my business card to a fellow/preceptor interviewer after an interview or reception? Or is that too aggressive/unprofessional by any means?

It is appropriate to bring business cards to interviews and receptions and gives candidates a professional polish. Feel free to offer your card or ask for the fellow’s card first.

How long after you request an interview on PPS do you receive a reply?

This varies from program to program and from position to position. It could be immediately, or it could be weeks later.

Can you estimate the time you should stay at a reception if you plan on attending multiple?

It depends on how many receptions you need to attend. If it is more than two in one night you will need to make a plan of action.  The most important thing is to stay long enough to have a meaningful interaction with the people you need to. Staying for about 30-45 minutes should be enough time.

For the Rutgers fellowship program, do I submit my letter of interest following the midyear? If so, when is the appropriate time to submit the letter of interest?

For the Rutgers Fellowship Program, you should submit your letter of interest immediately following Midyear. Ideally, you could upload it on the Wednesday or Thursday after the program receptions. Candidates submit one letter for the Rutgers Program, even if applying to multiple companies.

Is it necessary for women to wear suits at interviews or is it ok for women to wear other business professional attire (not a jacket)?

Students sometimes wear business professional attire other than suits to their interviews, depending on how it looks and how comfortable you are. However, please keep in mind that packaging is important.  Your attire is a reflection of how you are as an individual and how serious you are regarding the position.  Appearance matters!

If I have a brief phone call interview scheduled, and I'm not sure what to expect. What's the purpose of phone call interviews?

For most programs, there is a finite number of interviewing slots at midyear, and the number interested candidates exceeds it. The purpose of a phone call interview/screen is for the interviewer to assess whether or not you are a serious applicant. The questions will more likely be more general in an initial screening interview. Remember that your goal is to come across as enthusiastic and committed so that you are invited for more interviews!

Sample Measurement of Satisfaction with a Professional Industry Coaching Service

The interest in pursuing a professional career in pharma continues to increase, as many pharmacists are not satisfied with the practice that they are currently employed in. Additionally, there is growing interest by student pharmacists who are being exposed to industry through rotations, electives, and internships. This has resulted in a significant increase in pharmacy graduates seeking to pursue industry as a career. Unfortunately, this has resulted in steep competition among candidates especially for entry- level positions and fellowships within industry. To support this growing need, IPhO launched a career coaching service for its members.

Lauren Bartolome, a University of Florida PharmD Candidate and IPhO Chapter President participated in an IPhO internship and collaborated with Jerry Silverman, VP Professional Development and Coaching to measure satisfaction among a sampling of participants utilizing this coaching service.

Methods

A ten-question survey was developed to measure overall participant’s satisfaction including: assistance in customizing their CV/resume, identifying their strengths and weaknesses, providing honest feedback and practical guidance, and participant determination of cost-effectiveness. The coaching service is available in time increments of 45 minutes each and respondents purchased on average three credits.

Results

The vast majority of candidates (73%) sought coaching to customize their CV/resume for industry. All respondents stated that they were satisfied or very satisfied with the IPhO Coaching Service. When respondents were asked whether they would be likely to recommend this coaching service to a friend or colleague; 91% responded very likely or likely.

IPhO is very pleased with the consistent feedback and ongoing demand for its coaching service to date. Based on the participant’s rating of satisfaction, referral, and cost-effectiveness, the IPhO Coaching Service looks like it is on the right track in providing this important service.

For more detailed information concerning this research study and to view the published poster, please visit IPhO Scholarly Publications

Authored by Lauren Bartolome, PharmD Candidate, Class of 2017, University of Florida

IPhO is pleased to introduce a new resource for its members, the Industry Certificate Catalog. This Certificate Catalog contains important program and contact information describing industry-focused post-graduate certificate training programs in the U.S. 

In many cases there is significant value to certificate programs – which are very practical and often underutilized credentials that can provide new graduates and experienced industry pharmacists with an appealing combination of i) rapid post-secondary achievement and ii) portable skills and knowledge. Certificate programs enable graduates to enhance their resume/CV credentials and strengthen their candidacy for their first industry position.   These programs also serve as valuable collateral to help industry pharmacists transition into disciplines outside of their existing/core department.

IPhO Members can click/tap “Read More” below to view or download the Industry Fellowship Catalog.

Click/tap here to view or download the Certificate Catalog

IPhO welcomes your assistance in keeping the Certificate Catalog as current and accurate as possible, so please email any suggested updates using our contact form.

PLEASE NOTE THAT THIS CATALOG IS INTENDED FOR THE INDIVIDUAL USE OF IPhO MEMBERS ONLY AND SHOULD NOT BE COPIED OR OTHERWISE REDISTRIBUTED.  Please refer to the IPhO website terms of service policy here: http://www.industrypharmacist.org/legal.php

IPhO recognizes and sincerely thanks the following IPhO Student Interns and National Fellows Council members for their work on this project; Kimberly Gittings, PharmD Candidate 2016, University of Rhode Island and Chair, IPhO National Student Chapters, Megan N. Brown, PharmD, Fellow Drug Information Purdue/Janssen/FDA, Matt Vitale, PharmD, Visiting Scientist Fellow, Eli Lilly, and Kushal Patel, PharmD Candidate 2016, Rutgers University.

The number of pharmacy schools is steadily increasing, but what about the number of pharmacy jobs? The job market is very different than it was 10 years ago; there is no longer a pharmacist shortage. Since there aren’t as many incentives to join retail pharmacy as before, students have started exploring other career paths for pharmacists. Students say they are not receiving enough information about industry, so why is there increasing interest in it?

In a recent survey, almost 50% of student pharmacists indicated that the reason they are potentially interested in the biopharmaceutical industry is to discover areas of pharmacy other than the conventional retail and hospital pharmacy they are exposed to in school. This may either be due to an interest in finding out more about something unfamiliar or a desire to explore a different career path because they do not see themselves working in a hospital or retail setting.

17% of students surveyed indicated that they want to help discover new medications and 16% of students want the ability to help patients in different way. In a hospital or retail setting, there is a limited radius of patients a pharmacist can impact. In industry, the potential to help patients extends to a global level. 13% of students see the industry as a source of job and financial security.

The “other” category (5%) included reponses like self-satisfaction, growth, research opportunities, and the ability to help patients on a global level while merging business and research and development into one career.

The robust PharmD curriculum prepares pharmacy graduates well for traditional pharmacy roles. But the PharmD degree is also very versatile and allows pharmacists to venture into many non traditional roles as well, including industry. Accordingly, some students appear to be eager to pursue a multidimensional career, rather than just the clinical aspects of pharmacy. This bodes will for the biopharmaceutical industry, since it is represents one of the best ways for a pharmacist to apply his/her skills and knowledge outside of the traditional pharmacy setting.

Authored by Nikole Shpilfogel, MCPHS University-Boston PharmD Class of 2017, with contributions from Professor Bernard Tyrrell, MCPHS University-Boston, and James Alexander, Executive Director of IPhO

IPhO MCPHS- Worcester and VCU Chapters Place First and Second in the Annual VIP Advocacy Challenge Program

The VIP Advocacy Challenge is an annual program IPhO Student Chapters participate in to create positive messages about the value of industry pharmacists and the value of the pharmaceutical industry.

The VIP Advocacy Challenge is targeted to providers, payers, and industry employers to highlight the critical roles of pharmacy professionals within the pharmaceutical industry. Each IPhO Student Chapter was invited to develop an outreach platform that advocates for the contributions make in supporting the role of industry in improving patients’ quality of life.

This program was designed, supervised, and evaluated by the IPhO National Fellows Council (INFC), which is comprised of current Fellows, and IPhO members that represent a significant majority of the industry fellowship programs nationwide. The INFC collaborates to establish various developmental and networking activities consistent with the mission and goals of IPhO.

Following a thorough evaluation process, the INFC is pleased to present the results of the 1st Annual VIP Advoacy Challenge!

 FIRST Place Winner

MCPHS University-Worcester IPhO Chapter Presents: The Industry Pharmacy Experience

The MCPHS-Worcester IPhO chapter collaborated with Science Café Woo and Nu Café a local cafe in Worcester, MA to host an event to promote the ongoing R&D of pharmaceutical companies to a consumer audience. The event was also able to showcase how a pharmacist in the industry could impact patient health.

The event included 3 guest speakers: Professor Bernard Tyrrell, Director of the MCPHS University Biopharmaceutical Industry Fellowship Program; Lee Anne Filosa, a Translational Medicine Fellow at Novartis Institutes of Biomedical Research; and Carrie Cammarano, a Clinical Supplies Fellow at Genzyme.

An IRB-approved six-question survey assessed audience impact. 27 of 80 consumer participants completed pre- and post-program surveys to evaluate changes in attitude and knowledge. The evaluations showed a marked 19.2% increase in consumer’s perception of the impact of industry pharmacists.  

This event was a remarkable success and drove several outreach opportunities and partnerships in the local community.

Second Place Winner

Virginia Commonwealth University IPhO Chapter: Professional Advocacy Series Highlighting the Importance of Pharmacists in Industry

Pharmacists are consistently recognized for being the most trusted healthcare professionals. This respect is earned mainly from their contributions in traditional community and hospital roles. However, the scope of pharmacy practice also extends to the pharmaceutical industry, where pharmacists work in many diverse areas.

To highlight the impact of pharmacists in these roles, the VCU-IPhO Advocacy Challenge Committee created and produced a short film. This video provides an overview of a drug product’s life cycle and the contributions that pharmacists make throughout the process. The committee collected the opinions of VCU School of Pharmacy students and faculty via on camera interviews, and produced a video featuring both live interviews and animations. The final product provided student and faculty insights in combination with key information about the pharmaceutical industry.

The intended audience for this film was the student and faculty community of VCU School of Pharmacy. To increase outreach within the VCU School of Pharmacy, the video was shared on several social media platforms, including YouTube and Facebook. Video viewership was promoted via in-class announcements and school-associated social media outlets, which enabled the film to reach students and faculty who were less familiar with the diverse roles that pharmacists hold within industry. The impact of the film was measured by viewership, which has already exceeded 300 views.

Awards and Recognition

• First place winner MCPHS University-Worcester received $250
• Second place winner Virginia Commonwealth University (VCU) received $150
• Other IPhO Chapters participating in the Challenge received $75 each (Northeastern University, Rutgers University, and Temple University) 
• Recognition of the 1^st and 2^nd place winners will reach all 2,500 IPhO student and fellow registrants/members via email and the IPhO website

IPhO will also identify and evaluate elements from all chapter submissions that may be suitable for inclusion in future national programs and chapters will be recognized accordingly.

INFC and IPhO Leadership thank all chapters for their participation and commitment in creating and implementing advocacy programs that promote the Value of Industry Pharmacists to all of the many stakeholders who influence our professional success.

Best,

Bhavini Parikh, PharmD

Chair, IPhO National Fellows Council

Fellow, Eli Lilly & Company, FDA, Purdue University

Jerry Silverman, RPh

VP, Professional Development and Coaching, IPhO

The biopharmaceutical industry is gaining more student attention. However, the question is how are student pharmacists finding out about this pathway? In a survey conducted over the summer 2014 and early part of the 2014-15 school year, this question was asked of 193 student pharmacists. The majority of students answered that they either knew someone who works in the industry or were exposed to the industry through guest speakers. The “other” section included methods such as previous internship and rotational experiences, independent research, and exposure at professional organizations such as IPhO meetings and the APhA-ASP conference.

There are relatively few specific classes or exposure to the biopharmaceutical industry in conventional pharmacy curricula. As a result, industry career choices are often much harder for students to explore. Self-aware students that find their niche in the industry start organizations such as IPhO and organize events like MCPHS University’s annual “The Emerging World of the Industry Pharmacist.” Events like these are a great opportunity to network and find out about the different opportunities within industry.

Although there are now 19 IPhO chapters distributing significant amounts of information, there is a need for changes to curricula in pharmacy schools to include other opportunities in pharmacy beyond hospital, clinical, or community pharmacy. Guest speakers from industry are a good way to reach a large audience, and this should be continued. In addition to existing general classes such as Introduction to Pharmacy Management, pharmacy school faculty and administration should consider offering more elective courses about industry and providing more information about how students can get involved.

Authored by Nikole Shpilfogel, MCPHS University-Boston PharmD Class of 2017, with contributions from Professor Bernard Tyrrell, MCPHS University-Boston, and James Alexander, Executive Director of IPhO

On April 15, 2015 the MCPHS University-Boston IPhO Chapter hosted the 2nd Annual “Emerging World of the Industry Pharmacist” at the MCPHS-Boston campus.

200 Industry Pharmacists, Fellows, and Students came together to network and celebrate the industry pharmacists’ emerging role and future growth opportunities. The event focused on industry pharmacists’ role in assisting, adapting, and responding to help meet the current nationwide and global demands of healthcare within their companies and organizations.  The event featured a keynote address from Pritesh Gandhi, PharmD, Vice President of Medical Affairs at Alnylam and a panel discussion about challenges and opportunities for growth and success of industry pharmacists moderated by IPhO Executive Director James Alexander. The panel was comprised of a number of accomplished industry pharmacists from Boston-area biopharmaceutical companies, including:

- Brian Fulling, Senior Manager, Clinical Research, Pfizer
- Kristy Grimm, Senior Director, Global Medical Affairs, Vertex
- Stephanie Melillo Fradette , Senior Manager, Regulatory Affairs, Biogen
- Chris Robertson, Associate Director, Medical Training, Biogen
- Professor Bernard Tyrrell, Associate Dean, MCPHS University

MCPHS University Vice President Peg Johnson, on behalf of President Charles Monahan, delivered the welcoming address, and closing remarks were provided by Bridget Cloonan, IPhO Student Chapter President.

Many thanks to the MCPHS-Boston IPhO Student Chapter, including student leaders Bridget Cloonan, Sreenadh Mallavalli, Pooja Patel, Mary Salatino, Joseph Naggar, Sujal Shah, Sandeep Singh, Herjas Kalra, and Mia James.

Stay tuned as we will be featuring a video series from the “Emerging World” event on the IPhO website in the near future!

Authored by Bridget Cloonan, President, MCPHS-Boston IPhO Chapter

On March 29, more than 50 student pharmacists gathered at APhA 2015 in San Diego for IPhO's 2nd Annual National Student Event, entitled "Industry Careers: Building a Health Future for Student Pharmacists," hosted by the IPhO National Student Leadership Group. In addition to providing information for students to prepare themselves for an industry career/fellowship, the presentation highlighted the work of the National Student Chapter Network (now at 16 approved chapters!) as well as an overview of the IPhO National Fellows Council.

The agenda included:

    Student Chapter Network Update - Alex Wei (RU 2015), IPhO National Student President, incoming Alnylam Pharmaceuticals/Northeastern Fellow
    The "Perfect" Fellowship Candidate - Matthew Schmidt (Northeastern 2015), Northeastern Chapter founder, incoming Genentech/Rutgers Fellow
    IPhO National Fellows Council Overview - Joseph Fiore, PharmD, current Merck/Rutgers Fellow
    IPhO Student Services, Benefits, and Opportunities - Jim Alexander, PharmD, IPhO Executive Director and Founder

We would like to thank all of the IPhO student leaders and attendees across the country who helped in making this event another success! If you would like to start a student chapter at your school or are interested in supporting an existing student chapter at your alma mater, please contact support@industrypharmacist.org!

Company and Department: Abbvie, US Medical Affairs
Current Role: Senior Medical Science Liaison
Alma Mater: Florida A&M University, Class of 2007

My industry journey began with an internship at AstraZeneca the summer before my third year of pharmacy school. I pursued the internship after my older brother (who did not have a medical background) obtained a position as a sales representative with a leading pharmaceutical company. He told me that pharmacists worked at his organization to provide medical training and support for their representatives. I had no idea that these types of roles existed for pharmacists and was intrigued by the thought of being able to use my clinical knowledge to educate non-medical industry employees. I discovered that AstraZeneca offered a program specifically geared toward exposing pharmacy students to various functional areas. It was during my AZ marketing internship that I learned about other departments such as Medical Information and Regulatory Affairs.

Wednesday, April 15, 2015 (5:45pm Registration, 7-9 pm event)

Please Register here: http://www.industrypharmacist.org//rsvp/MCPHSPharmD2015

The IPhO MCPHS University Boston Student Chapter is pleased to present The Second Annual:
Emerging World of the Industry Pharmacist.  This is an opportunity for you to connect with other
industry pharmacists, fellows, and students in the Boston area.

In addition to offering some terrific networking opportunities, the event will feature a keynote
address from Pritesh Gandhi, PharmD, VP Medical Affairs for Alnylam and a panel discussion
moderated by IPhO Executive Director James Alexander.  The panel features a diverse group of
industry pharmacists and academic faculty in the greater Boston area, including:

•    Brian Fulling, Senior Manager, Clinical Research, Pfizer
•    Kristy Grimm, Senior Director, Global Medical Affairs, Vertex
•    Stephanie Melillo, Senior Manager, Regulatory Affairs, Biogen Idec
•    Chris Robertson, Associate Director, Medical Training, Biogen Idec
•    Professor Bernard Tyrrell, Associate Dean, MCPHS University

Panelists will be discussing the critical challenges and opportunities for industry pharmacists in
today’s biopharmaceutical and pharmaceutical industry.

Attendance is free!  Space is limited and pre-registration is required, so reserve your spot today!

Have you ever left a meeting or conference thinking, “I wish I had said something?” 

You are not alone. People often come up to me and confess that they are hesitant to speak up at meetings. Others mention that when they do say something, no one responds. 

In a recent article in the New York Times, Sharon Napier, CEO of Partners + Napier, stressed the importance of voicing your opinion when she said: “Don’t sit quietly and think about things and maybe whisper to somebody or tell people afterward. Put yourself out there, and get involved in the conversation.” 

Check your behavior against this list of 10 key assertiveness points to make sure your voice is heard. Do You:

1. Prepare ahead of time? It is easier to say something when you have practiced. Think about the meeting and what may be discussed. Familiarize yourself with what you want to say so that you can say it with confidence when the topic comes up.

2. Establish your presence? Walk into the room as though you belong there. Greet people. If you feel comfortable being in the room, you will feel more confident about saying something at the meeting.

3. Understand the consequences of not speaking up? You want your bosses, colleagues, and customers to view you as competent and credible. If you don’t speak up, they don’t know what you know, and you can become overlooked and irrelevant. Jenny Ming, chief executive of the clothing chain Charlotte Russe, was also quoted in the New York Times article. She said: “What I learned is that you can’t assume that people know what you’re thinking or what you want in your career. You have to speak up.”

4. Speak early? The longer you wait to give your opinion, the harder it will be to speak up. Make a comment or ask a question near the beginning of the meeting.

5. Make your point without asking permission? Do you say, “May I make a point?” When you do, it’s easy for others to think, “No.” Either say, “I have a point,” or simply speak out with your comments.

6. Speak loudly enough to be heard? If you speak softly, your comments may not register with others. Practice increasing your volume. Initially, you may feel that you are shouting, but the chances are that you are finally speaking loudly enough to be heard. Additional information on verbal and nonverbal communication can be found in my latest two books, The Power of Positive Confrontation and The Essentials of Business Etiquette.

7. Know how to interrupt? Yes, I know, interrupting is generally frowned upon. Yet, in some situations, if you don’t interrupt you won’t get to speak. The easiest way to interrupt is when the other person takes a breath. You then speak up quickly, acknowledge what the person said, and add your thoughts.

8. Avoid giving too much detail? If you belabor your points, people will tune out. Say what you need to say in as few words as necessary.

9. Control your body language? Do not wring your hands or play with paper clips or rubber bands. They become distractions, and take away from what you are saying. Make sure you look people in the eye. You appear more confident when you make eye contact.

10. Eliminate self-discounting statements? Don’t start your comments with, “It’s only my opinion,” or similar statements. Don’t conclude with, “I don’t know. What do you think?” If you discount yourself, it’s easy for others to discount you as well.

Pachter & Associates provides training and coaching on presentation skills. For additional information, contact Joyce Hoff at 856.751.6141 or joyce@pachter.com

The ability to make an effective presentation is an important business skill. As a presenter, you need to get your point across. And if you do so effectively, not only does your audience gain information, but you look good.

Yet many people, at all levels, are unsure how to appear confident and credible when speaking in front of others. Over the past few months, even seasoned professionals have been among those I have coached on presentation skills.

Whether you are a manager explaining new programs to your employees, a chief financial officer giving a financial update to the media, or a vice president speaking in front of your board of directors, following these 10 suggestions will help you achieve presentation success:

1. Know your audience. Learn as much as you can about your audience before the presentation. How much do they already know about your topic? What more do they want to know? If you address the needs and concerns of the people in your audience, they are more likely to listen to you.  

2. Practice out loud. You want to hear how the presentation sounds. Saying it in your head isn’t good enough. Is it structured logically? Are you using transitions between points? Does the presentation make sense? Hearing the speech as your audience will hear it helps you to clarify the areas you need to work on.

3. Dress for the presentation. Your attire can help you appear as a self-assured person. Think about your audience members and what they will be wearing. Dressing slightly better than your audience adds to your credibility.

4. Mingle before the presentation. When you can, meet the participants. Go up to people, shake hands, introduce yourself, and welcome these individuals to the presentation. This rapport-building helps people connect with you, and allows you to feel more comfortable with them.

5. Establish your credibility. Make sure the audience knows why you are qualified to talk about the subject. If you are not already known to the audience, or if nobody introduces you, give a self-introduction at the beginning of your presentation.

6. Pay attention to your nonverbal communication. Use good posture, and look at people in the audience. Remember that gestures bring your words to life, but avoid nervous fiddling, such as playing with a pen or rubber band. Speak loudly enough to be heard. (Additional information on communication can be found in my new book, The Essentials of Business Etiquette.)

7. Don’t discount yourself. Avoid comments that belittle you or your talk. These include such statements as, “I hope I don’t bore you, but I am going to talk about…” or “I know you didn’t come here to hear me.” Be careful with filler words. If the audience is counting the number of times you say um, they are not listening to what you have to say – and too many filler words make you appear unprepared and nervous, too.

8. Tell stories. Stories bring your presentation to life. When discussing a specific point, concept, product or service, tell a story about someone who proves your point or benefits from your service. Your audience will remember the story, and as a result your presentation. (See my previous blog, Tell Tale: Bring Your Presentation to Life, for additional information on using stories.)  

9. Use slides to enhance your presentation. Slides should supplement and support your talk, not supplant it. They are not your presentation! Limit the information on each slide.

10. Anticipate the questions. Think about the questions that you may be asked, and know how you will respond. If you prepare ahead of time for every negative or harsh comment you can imagine, you are less likely to be caught off guard.

Pachter & Associates provides training and coaching on presentation skills. For additional information, contact Joyce Hoff at 856.751.6141 or joyce@pachter.com

-- But, I didn't mean it that way.
-- I don't understand why he responded so negatively.
-- People always tell me I have a tone. I don't get it!

A common concern people have expressed in my writing classes is that they appear (inadvertently) harsh in their emails. As the above quotes indicate, they don't realize that their word choice and what they include in their emails affect how people interpret their comments.

In an email, you can't rely on nonverbal communication to soften harsh wording, since recipients don't see your face or hear your voice.  Following these seven suggestions will help you to eliminate any unpleasant tone in your writing:

1. Include a salutation. Though not technically required in an email, a salutation is a positive way to begin. It makes you sound friendlier.  A simple "Hi Sally” or Dear Sally" will start your message on a more pleasant note.  Also use a closing comment, such as “Best regards” or “Thanks.”

2. Use positive, not negative, wording. Many emails acquire a harsh tone simply based on the writer's choice of words. Avoid negative words such as failure, wrong, blame, or neglected. Use please and thank you. Emphasize the positive. Listen to the difference in these two statements: “We will be able to finish the work by December 1” versus “We won’t be able to finish the work until December 1.” The meaning is the same, but the second statement makes the information sound negative.

3. Don’t use all caps. Occasionally, I will have someone in my class who doesn't know that writing emails in all capital letters is the equivalent of shouting. People don't like to be yelled out. STOP DOING IT.

4. Go easy on emphasis techniques. Using bold or bright-colored fonts (red, purple, etc.), large fonts, or too many exclamation marks can make you appear aggressive.

5. Make your document easy to read. Do not include too much detail. Don’t keep repeating the same information – you may insult your reader. Use only as many words as necessary to convey your meaning. You want to maintain your reader’s interest so that he or she reads the whole document. Have margins. Use short paragraphs, and vary the length of your sentences.

6. Eliminate any curse words. This is so obvious a point that I shouldn't have to mention it. Unfortunately, my experience has taught me otherwise.

7. Read the email out loud before you hit send. If what you have written sounds harsh to you, it will sound harsh to your reader. Review the above six items, and change whatever is necessary in your email to make it sound less severe. Make sure you do this step – it is important.

Numbers 2 and 6 also apply to eliminating a harsh tone when you speak. Additional information on “polite and powerful” wording can be found in my latest books, The Power of Positive Confrontation (Da Capo, 2014) and The Essentials of Business Etiquette (McGraw Hill, 2013).

Pachter & Associates provides training and coaching on communication skills. For additional information, contact Joyce Hoff at 856.751.6141 or joyce@pachter.com

Contributed by Lauren Bartolome, IPhO Student Pharmacist Intern and President, University of Florida IPhO Chapter

Sometimes the more novel approaches to career development are approached cautiously. Students, fellows, industry and  experienced pharmacists of all practice settings are not accustomed to utilizing experienced coaches in order to achieve their career goals.  As a consequence, many aspiring and experienced industry pharmacists are  missing out on a valuable resource: the IPhO coaching service.

One of my assigned intern projects was to begin measuring the effectiveness of the IPhO Coaching Service in a pilot outcomes study. Under the guidance IPhO’s VP of Professional Development & Coaching, I developed a ten- question survey to measure satisfaction of participants including:  achieving their career goals, assistance in customizing their resume, identifying their strengths and weaknesses,removing any obstacles to advancing their industry career, and providing honest feedback and practical guidance.

One IPhO Coaching credit is redeemable for a 45-minute online video session. Pricing varies and is heavily discounted for IPhO student and experienced industry pharmacist members. Non- members can also participate, however the cost is not discounted. The coach meets with the participant online through SKYPE or Face Time and this method works very efficiently and easily. The agenda of the session depends on the participant’s priorities, which may include an evaluation of strengths and weaknesses and developing a personal career action plan. The coach is dedicated to providing honest feedback and practical guidance in order to assure the participant’s coaching objectives are met. For those with less experience in the industry, a coach may assist in resume review; those experienced in the industry may receive executive coaching to remove obstacles to higher performance.

Participation in the IPhO Coaching Service has been brisk especially for students, fellows, and early onset professionals in industry or those interested in making a career change. There are multiple coaches to select from based on the level of experience of the participant.  Coaching participants have utilized as few as 1 and as many as 5 coaching credits.

A separate follow –up report will be forthcoming to describe the findings of this initial pilot outcomes study.

As a student pharmacist intern and being assigned to working on the initial measurement of this unique professional pharmacy organization service, I was very interested in participating myself.

I found that the IPhO coaching service exceeded my expectations.  As a student pharmacist, my coach worked with me to customize my resume with industry specific language that relates to industry employers.   Here in Florida, we do not have direct access to major pharmaceutical companies, and industry rotations are extremely rare. In lieu of industry rotations, my coach identified rotational experiences that would provide transferable skills to industry to improve my chances to gain direct entry into industry or secure an industry fellowship.

Having a professional and confidential industry coach in which I can use to assist me in preparing to pursue an industry career is invaluable and boosts my confidence that I will be able to achieve my professional goals.

Company and Department: Synageva BioPharma, Commercial Operations
Current Role: Senior Regional Business Director
Alma Mater: Northeastern University, Bouvé College of Health Sciences, Boston; Class of 1988

Having grown up in an extended family of pharmacists, pharmacy was initially a natural career decision for me. I will be forever grateful that one of my pharmacy professors suggested that I apply for a summer internship working for a pharmaceutical company. I remember the morning I received a call from Mr. Joe Dilger at Parke-Davis asking me if I would like to participate in their summer internship program, which I graciously accepted. Unbeknownst to me at the time, that phone call would change my career path forever.

While most student pharmacists applying for Fellowships are required to provide their CV, that doesn't mean that they should not have a 1-2 page resume and bring it with them to midyear.

Midyear interviews are usually no more than 30-45 minutes and often shorter. Industry sponsor companies are interviewing non-stop from 9am-5pm throughout midyear. This results in both interviewees and interviewers getting fatigued. If you bring copies of your resume to midyear and offer it to the interviewer initially and ask them if it would be easier for to conduct the interview with the shorter resume version, they are very likely to say yes! This will make the interview easier for them and easier for you. The benefit of a 2-page resume over a multi-page CV is that it allows you to include only the most industry-relevant information. Inclusion of every single pharmacy practice experience no matter how irrelevant it may be to industry is not necessary in a resume.

While use of CVs is common in academia, it is less often used by industry employers. Therefore I recommend having both.

In a recent New York Times article, “Pass the Word: The Phone Call Is Back,” reporter Jenna Wortham wrote that her friends had started “…picking up their cellphones for an unusual purpose: They wanted to talk. And I started answering when they called.”

Her article highlights that the need for vocal contact is still alive and well. And for some of us, of course, the phone call never went away.

My favorite illustration of the importance of phone calls comes from the television show The Big Bang Theory. In one episode, the star character, Sheldon, is having trouble getting in contact with his girlfriend, and says to his roommate, “I’ve tried email, video chat, tweeting her, posting on her Facebook wall, texting her…nothing.”

His roommate asks, “Did you try calling her on the telephone?

Sheldon replies, “Ah, the telephone.”

As he starts to dial her number, he says to his roommate, “In your own simple way, you may be the wisest of us all.”

Talking to someone on the phone is still an important way to communicate in business – you can get immediate feedback/acknowledgement, you can eliminate the back-and-forth aspects of texts or emails, and you can have the sound of your voice enhance your message.

You can also have more in-depth discussions. My former social media intern always calls me when she needs to discuss her next career move, although she usually emails or texts me with her regular communication updates.

Here are six suggestions for using smartphones smartly in business:   

1. Use a greeting, and give your name when answering the phone. Remember, it is a business call – you want to sound professional. Say “Hello” or “Good morning,” and then your full name, rather than just your first name.  You also need to include a verb – as in “Brittany Jones speaking,” or “This is Jake Jones.”  (Of course, if you know it is your colleague, you can simply say “Hi.”)

2. Don’t place your phone on the table when meeting with someone.Since the smartphone has become so much a part of people’s lives, the phone is always “at the ready.” People put it on the table and don’t even think about it. This is rude. How does it look to the other person? It tells the person with whom you are meeting that you are so ready to drop him or her to talk with someone else, or to respond to an email or text! Research has shown that the presence of the phone inhibits conversation. (Additional guidelines for smartphones can be found in my new book, The Essentials of Business Etiquette.)

3. Do not use a Bluetooth headset in the office. It looks like a cockroach in your ear. (Yes, I do have strong opinions about this.) I am not talking about the hands-free headset that receptionists use. I am talking about headsets often used when people are walking and talking, making you think they are talking to themselves. Or even worse, you think they are talking to you, and may start to respond.  This thoughtless behavior by the headset-wearer is just rude.  

4. Use voicemail professionally. Many people don’t leave messages when making personal calls. They know that people will see that they called, and call them back. In business, people do leave messages. If you are the one leaving the message, make your points in as few words as necessary. If you ramble, people are likely to stop listening. Also, the outgoing message on your system – the one asking people to leave a message – needs to be appropriate. Saying, “Hey, you’ve reached me. You know the drill,” is not okay. Let people know the name of the person they have reached, and that you will call them back.  

5. Don’t speak too loudly. People still need to be reminded to speak in a quiet, conversational voice when they are on the phone.  If the people around you are giving you evil stares, chances are you need to lower your volume.

6. Do not make blanket excuses.  When sending emails from their smartphones, some people add a generic message at the end, such as: Please excuse typos and the brevity of this message. Sent from my mobile device.Mentioning possible mistakes only seems to highlight any that you have made. Take the time to proof and correct your messages before you send them.

Pachter & Associates provides training and coaching on business communication. For additional information, contact Joyce Hoff at joyce@pachter.com or 856.751.6141.

Company and Department: GlaxoSmithKline, Commercial Capabilities
Current Role: Scientific Knowledge Manager
Alma Mater: University of the Sciences, Philadelphia College of Pharmacy, Class of 2006

Like many other industry pharmacists, my journey is a winding road. My career path has made gentle turns as I learned about myself and the keys to realizing satisfaction in my work. During my final year of school I identified that a “clinical role” intrigued me most and I set out to complete a residency.

Following graduation, I started a general practice residency at Christiana Care Health System in Delaware. I spent time in a number of different therapeutic areas and completed research and other longitudinal projects. During the research aspect of my residency, I gained experience in conducting research in cardiovascular disease. I enjoyed it very much and worked hard to complete the research project in time to be able to fully describe and leverage it during research fellowship program interviews.

By Arthur Graber, PharmD, Post-Doctoral Fellow at Bayer HealthCare

Have you been seeing more in the news recently about pharma mergers and tax-inversion deals?  This article will de-mystify and explain some of the background and rationale behind this recent phenomenon. 

Like most U.S. corporations, over the last 30 years many pharmaceutical companies have employed various strategies to reduce their tax burden to increase overall profitability and deliver earnings that are in line with shareholder expectations.  One of these tax strategies is known as “corporate tax inversion.”

A corporate inversion is a method that has been employed by U.S. based multinational companies to restructure operations in a manner that allows them to avoid or minimize certain U.S. taxes. Essentially, the corporation relocates its headquarters to a lower-tax nation, while still retaining its material operations in its higher-tax country of origin.  U.S.-based companies typically pay tax rate percentages in the mid-20s, while an inversion deal can reduce tax rate percentages to the teens or even lower.

Several U.S. pharmaceutical companies have been trying to acquire or merge with foreign pharma companies in so-called inversion deals designed to take advantage of lower tax rates in other countries.  A  Wall Street Journal article recently listed the following four examples:

• Shire PLC was in discussion with U.S. drug maker AbbVie Inc. about a potential $53.6 billion takeover.
• Mylan Inc. agreed to buy pharmaceutical assets from AbbVie's former parent, Abbott Laboratories, in a $5.3 billion deal that would create a new entity organized in the Netherlands.
• Salix Pharmaceuticals Ltd., of Raleigh, N.C., said it was buying the Cosmo Technologies unit of an Italian company and would domicile the combined company in Ireland.
• Medtronic Inc. agreed to pay $42.9 billion to buy Irish medical-device maker Covidien PLC.

Although there is a tax advantage for corporate inversion, an inverted company is subject to potential adverse tax consequences if, after the transaction they do not meet specific conditions. On September 22, 2014, the U.S. Treasury Department enacted several regulations that have made inversion abroad more difficult and reduce benefits to companies who have already done so. Specifically, the notice eliminated certain strategies that inverted companies currently use to access the overseas earnings of foreign subsidiaries of the U.S. company that inverts without paying U.S. tax.  

These changes are intended to:

• Prevent inverted companies from accessing a foreign subsidiary’s earnings while deferring U.S. tax through the use of creative loans, which are known as “hopscotch” loans
• Prevent inverted companies from restructuring a foreign subsidiary in order to access the subsidiary’s earnings tax-free Close a loophole to prevent an inverted companies from transferring cash or property from a CFC to the new parent to completely avoid U.S. tax
• Make it more difficult for U.S. entities to invert by strengthening the requirement that the former owners of the U.S. entity own less than 80 percent of the new combined entity.

Cross-border mergers can make the U.S. economy stronger and encourage foreign investment to flow into the United States; however the U.S. government feels that these transactions should be driven by genuine business strategies, not a desire to avoid U.S. taxes.

For more information on the specific changes and their effects, see: http://blogs.wsj.com/washwire/2014/09/22/treasury-fact-sheet-the-new-rules-on-tax-inversions/