Bonuses For GSK Pharma Sales Reps Won’t Be Tied to Sales: Wall Street Journal Health Blog
July 28, 2010 — ZS's Stephen Redden was quoted in this article about GSK's announcement to adopt a sales rep compensation plan driven partially by customer feedback.

Head of U.S. Pharma at ZS Associates Named One of Consulting Magazine’s Top 25 Consultants of 2010
EVANSTON, IL — June 8, 2010
Chris Wright, ZS Principal, has been recognized by Consulting Magazine for helping drive a shift in pharmaceutical sales strategies. Read full news release...

ZS Associates Wins 2010 Lilly Global Sustained Supplier Award
EVANSTON, IL — May 13, 2010
The Lilly Global Sustained Supplier Award recognizes ZS Associates' contribution to helping the Indianapolis-based pharmaceutical company make a measurable impact on Lilly's corporate priorities by delivering exemplary quality, speed, service and cost savings to the firm. Read full news release...

ZS Associates Recognized as the Number One Consulting Firm in China for Marketing Strategy and Operations: Manager Magazine (article in Chinese)
May 6, 2010 — In a feature from Manager Magazine's May issue, senior executives and a panel of experts were consulted, giving ZS top honors based on an evaluation of key factors, including client feedback, expertise, methodology and innovation.

The Doctor Won’t See You (Mr. Pharma Rep), Now
EVANSTON, IL — May 6, 2010
Number of ‘rep-accessible’ docs falls another 20 percent; ‘rep-inaccessible’ docs increase 50 percent—Pharmacos respond with more precise sales force deployment strategies. Read full news release...

Drug Makers Discuss New Ways to Trim Health Care Costs at ZS Associates and eyeforpharma Forum
EVANSTON, IL — March 15, 2010
Groundbreaking partnerships focused on healthcare value could benefit patients and transform the global healthcare marketplace. Read full news release...

Incentive Insights: Don't "Undercommunicate" Your New Sales Incentive Plan: Sales & Marketing Management
December 1, 2009 — In this column by Chad Albrecht, Principal at ZS, the importance of effective communication surrounding new incentive plans is discussed.

ZS Associates Opens Spain Office
EVANSTON, IL — November 12, 2009
International management consulting firm ZS Associates recently opened its first office in Spain, its 19th across the globe and sixth in Europe. Read full news release...

ZS Named One of Best Firms for 2009: Consulting Magazine
August 27, 2009 — ZS Associates was named one of Consulting Magazine's "Best Firms to Work For" in 2009.

ZS Associates Opens New Delhi Office
EVANSTON, IL — August 27, 2009
Global consulting firm’s second office in India will focus on business operations and specialized analytics-based projects for global clients. Read full news release...

ZS Associates: Synygy's Amended Complaint Has No Merit
EVANSTON, IL — August 8, 2009
ZS Associates asserted today that there is no merit in the amended complaint filed by Synygy, Inc. Read full news release...

ZS’s Zolters and Sinha speak about Building a Winning Sales Force, Compensation Management: Selling Power
August 4 & 5, 2009 — View videos on Building a Winning Sales Force (Part 1) and Compensation Management (Part 2)

Book Review: Building a Winning Sales Force: LiveMINT / getAbstract
July 2009 — LiveMINT and getAbstract featured a detailed review of ZS's book, Building a Winning Sales Force.

Cost Control a Priority for Pharmaceutical and Biotech Companies in Down Economy: Employersweb.com
July 23, 2009 — ZS's Chad Albrecht was quoted in this story about the ZS Associates IPR Study report.

Cost Control a Priority for Pharmaceutical and Biotech Companies in Down Economy: FierceBiotech
July 23, 2009 — ZS's Chad Albrecht was quoted in this story about the ZS Associates IPR Study report.

Sales reps see scaled- back incentive pay: FiercePharma
July 23, 2009 — ZS's Chad Albrecht was quoted in this story about the ZS Associates IPR Study report.

Bristol's Medarex Buy Shows Biologics Still Command Premiums: Easy Bourse
July 23, 2009 — Tom Gyrta's Dow Jones story, which references ZS Associates, was also published on Easybourse.com.

Bristol's Medarex Buy Shows Biologics Still Command Premiums: Morningstar
July 23, 2009 — Tom Gyrta's Dow Jones story, which references ZS Associates, was also published in Morningstar.

Bristol's Medarex Buy Shows Biologics Still Command Premiums: CNNMoney.com
July 23, 2009 — This story on the Dow Jones by Tom Gyrta references ZS Associates.

Cost Control a Priority for Pharmaceutical and Biotech Companies in Down Economy
EVANSTON, IL — July 23, 2009
New study from ZS Associates shows companies focused on operational efficiency and increased oversight of their sales incentive compensation programs. Read full news release...

Medical Products Companies Cut Underperformers and Take a Close Look at Salaries for Sales Representatives in Down Economy
EVANSTON, IL — July 23, 2009
Involuntary turnover more than doubled according to new study by ZS Associates. Read full news release...

Cost Control a Priority for Pharmaceutical and Biotech Companies in Down Economy: Consulting Magazine
July 20, 2009 — ZS Associates' Building a Winning Sales Force is highlighted in this feature.

Germany Gets Creative with Pharmaco-Payer Contracts: In Vivo Blog
July 15, 2009 — ZS Associates is mentioned in this post about pharmaceutical-payer contracts in Germany.

Incentive Insights: Retooling Recognition to Motivate Top Performers: Sales & Marketing Management
July 6, 2009 — In this column by Chad Albrecht, Associate Principal at ZS, insights based on the 2009 ZS Incentive Practices Research study are shared for incorporating recognition programs into sales incentive plans.

Change is Coming: Pharmaceutical Executive
July 1, 2009 — This article, based on a chapter from Building a Winning Sales Force, focuses on new challenges that the pharmaceutical industry faces — requiring drug companies to be more flexible with sales strategies than ever before.

Drug Firms' Medical Staffs Say What Salespeople Can't: Wall Street Journal
June 26, 2009 — ZS Associates is cited in this WSJ article on medical science liaisons.

Despite Drops in Comp, Most Strategic Account Managers are Still Happy to Have Jobs
CHICAGO, IL — June 17, 2009
Study by ZS Associates and the Strategic Account Management Association shows account managers must do more with less. Read full news release...

The Fight Over Drug Data Mining: BusinessWeek
June 10, 2009 — ZS Managing Director Jaideep Bajaj is quoted in this story about prescription-data collector IMS and the Supreme Court.

Industry Changes Leave Cancer Confab Attendees Empty-Handed: Wall Street Journal
June 2, 2009 — ZS Principal Glenn Sabin is quoted in this WSJ article by Thomas Gyrta.

Incentive Insights: Fine-Tuning Compensation Plans in Trying Times: Sales & Marketing Management
June 2, 2009 — In this story by Chad Albrecht, Associate Principal at ZS, guidelines based on the 2009 ZS Incentive Practices Research study are shared for incentive plan adjustments that can help keep the sales force motivated.

Team Player: Smart Business Chicago
June 2009 — ZS Managing Director Jaideep Bajaj is featured in this cover story on ZS Associates.

Zoltners and Sinha Article Earns Two Awards
June 2009 — ZS Founders and Co-Chairmen Andy Zoltners and Prabha Sinha's Journal of Personal Selling and Sales Management article, Sales Force Effectiveness: A Framework for Researchers and Practioners, has received the following two awards:

• The American Marketing Association’s Selling and Sales Management Special Interest Group’s Excellence in Research Award 
• The Marvin Jolson Award for the Best Contribution to Selling and Sales Management Practice  

How to Max it Out: Pharmaceutical Representative
May 2009 — Stephen Redden and Ramkumar Moorthy describe how sales representatives and managers can make the most of their compensation plans.

ZS Associates Names New Chief Financial Officer
EVANSTON, IL — May 19, 2009
Graham Webster recently joined global consulting firm ZS Associates as chief financial officer. Read full news release...

In patients' hunt for care, doctor database 'a place to start': USA Today
May 2009 — In this cover story, a new database allowing patients to search for the most influential doctors in 4 specialties and 300 metro areas is highlighted. ZS Principal Chris Wright is quoted in the story.

ZS Associates Names New Leader for Market Access and Pricing Practice
EVANSTON, IL — May 6, 2009
Ed Schoonveld, a 20-year veteran of the pharmaceutical and consulting industries, recently joined global consulting firm ZS Associates as principal and leader of the company’s market access and pricing practice. Read full news release...

Maximizing Value in Medical Device Launches: MX Magazine
April 30, 2009 — Matt Singer, Andrea Schulz and Marshall Solem of ZS Associates explore the importance of successful product launches in the medical device industry.

ZS Associates Names New Chief HR Officer
EVANSTON, IL — April 22, 2009
Jeff Griese, a 21-year veteran of the human resources industry, recently joined global consulting firm ZS Associates as chief human resources officer. He is based in the firm’s headquarters in Evanston, Ill. Read full news release...

One in Eight Pharmaceutical Sales Visits Are Impossible to Achieve, Says New Report from ZS
EVANSTON, IL — April 16, 2009 
According to the Spring 2009 AccessMonitor™ report from ZS Associates, thirteen percent of all pharmaceutical sales calls in the United States cannot be completed because physicians limit the number of times they see even the best pharmaceutical representatives. Read full news release...

Number of Reps Down 10% Since 2007, Says Study: Medical Marketing & Media
March 23, 2009 — ZS statistics were featured in this story about reductions in pharma sales forces and the increase in physicians who won’t see reps.

Doctors increasingly close doors to drug reps, while pharma cuts ranks: American Medical News
March 23, 2009 — Chris Wright of ZS was quoted in this story about the changing physician-rep relationship.

Building a Winning Sales Force: Pharmaceutical Executive Europe
March 4, 2009 — ZS's Andris Zoltners drew on the book he co-authored with Prabha Sinha and Sally Lorimer: Building a Winning Sales Force, discussing how pharma sales forces can build efficiencies in the current economy in this Q&A with the editor of Pharmaceutical Executive Europe.

Building a Winning Sales Force: Powerful Strategies for Driving High Performance
EVANSTON, IL — February 2009 
Building a Winning Sales Force, a new book from sales force strategy and effectiveness experts Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer, will equip sales leaders with the tools they need to create successful sales organizations in difficult economic times. Read full news release...

What Recession?: Selling Power
January/February 2009 — ZS's Andris Zoltners was quoted in this article about selling in the recession.

Current Market Requires New Strategies: Medical Device & Diagnostic Industry
January 2009 — Pete Masloski of ZS was featured in this article about how MPS companies can cope with the recession.

Winning Sales People Realise that Amateur Hour Is Over:  FT Article Cites ZS
November 18, 2008 — Stefan Stern of the Financial Times writes about the urgent need for sales people to become more disciplined and professional in the face of sophisticated buyers, particularly in the B2B realm. Mike Moorman of ZS provides insights on the importance of customer insight and value-selling to today's successful sales process.

Newly Integrated Software Suite Offers Comprehensive Sales Performance Management Solutions
EVANSTON, IL — October 8, 2008 
A software suite that helps executives across industries manage a wide range of sales and marketing challenges is now available from ZS Associates, a global management consulting firm specializing in sales and marketing consulting, capability building, outsourcing and software. Read full news release...

As ZS Turns 25, One-Year-Old Philadelphia Office Doubles Staff, Projects Growth for 2009
Philadelphia, PA — October 2, 2008
As global sales and marketing consulting firm ZS Associates celebrates its 25th anniversary, the firm’s Philadelphia office marks its own trajectory of steady growth and success. Within 16 months of opening with 17 consultants at One Liberty Place, ZS Associates’ Philadelphia office doubled in size in 2008. The office projects this year’s revenues to increase another 50 percent, running contrary to current economic trends. Read full news release...

Quota-Based Compensation Plans Outpace Ranking Plans
EVANSTON, IL — September 30, 2008
The third annual Incentive Practices Research (IPR) study, conducted by global sales and marketing consulting firm ZS Associates, finds that an increasing number of companies—in pharmaceutical/biotech, medical products and high technology industries—are favoring quota-based compensation plans over ranking plans. Read full news release...

Drug Sales Armies Beat Slow Retreat:  WSJ Video Blog Interview
Signs that the sales-force arms race is easing, a bit...
March 17, 2008 — Scott Hensley of the Wall Street Journal interviews ZS Managing Director Jaideep Bajaj for his Health Blog, discussing how – and why – drug makers are trimming the ranks of their sales reps.

Selling Sales Forces on a Merger:  WSJ Article Draws on ZS Expertise
Careful planning helps keep both customers and top performers...
November 12, 2007 — The Wall Street Journal's "Theory and Practice" column looks at the tricky but crucial task of melding sales forces when competitors merge. Writer Joann Lublin interviewed ZS Associates' Mike Moorman, Managing Principal for B2B Sales and Marketing, for insights into the challenges, best practices, and potential missteps of integrating formerly competitive sales forces.

ZS Expanding on Science of Sales
October 29, 2007 — In a feature article, Crain's Chicago Business highlighted ZS Associates' singular position as a sales and marketing consultancy, and the firm's growth plans for 2008, to include offices in China, Spain, and Switzerland.   

Media Relations

Media inquiries about ZS Associates should be directed to:

Mack Reynolds / Anahita Wadia
The Reynolds Communications Group
+1 312.541.9300 Tel
+1 312.541.9333 Fax
/

Greg Austin
ZS Associates
+1 617.557.5834 Tel
+1 617.557.5801 Fax