By attending this course:1. You will learn techniques and approachesthat have been proven to work best for forecasting sales of pharmaceuticals – including pharma-specific drivers like market access, step-care, targeted therapies etc.2. You will be able to challenge the forecasts others have produced for you, and produce your own forecasts in most situations.3. Concepts will be explained in simple, non-mathematical terms. Concrete examples from the pharma industry are used rather than vague concepts.4. You will leave with a collection of techniques and principles that you can implement easily and immediately after the course.5. You will receive an Excel-based forecasting tool that integrates all the techniquestaught and applied during the workshop. This ensures you leave with real hands-on ability to use the techniques.6. You will receive Gary’s book Sales Forecasting for Pharmaceuticals: An Evidence Based Approach, which will be a valuable reference to have with you.Programme outline:Day 1Welcome & General IntroductionThe Right Approach to ForecastingThe Proven Rules of Good ForecastingStructuring a ForecastExtrapolationThe Impact of Product Profile on Your Market ShareDay 2The Impact of Launch Order on Your Market ShareThe Impact of Promotional Spend on Your Market ShareBuilding Market Access and Other Pharma Specific Considerations into Your ForecastForecasting How Quickly You Will Achieve Your Sales PotentialWhere to Get The Data For Your Forecasts