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Case Studies

Case_StudiesExamples of successfully completed and/or ongoing client programs.

Case Study #1: Revive Stalled Sales of a Mature Product

  • The Situation: Client abandoned sales support of mature product, Vanguard called in to handle the task
  • The Scope: National
  • The Duration: 2007-2012 (long-term, trusted relationship with client established)
  • The Outcome: Vanguard delivers 119% sales growth, 99% TRx growth over five-year period

Case Study #2: Execute a Strategic Expansion of Salesforce

  • The Situation: Client to double salesforce, but wanted to lessen "new-hire risk" before permanently hiring expansion reps
  • The Scope: National
  • The Duration: 24-month initiative
  • The Outcome: Vanguard staffed national sales force in five weeks, held retention to 96% over 18 months, then 92% of original team offered permanent employment

Case Study #3: Drive a Successful Launch

  • The Situation: Client salesforce occupied with two other important launches, needed to outsource launch of new antihypertensives
  • The Scope: National
  • The Duration: 2-year program
  • The Outcome: Vanguard staffed national sales force in six weeks, early read on launch NRx data is excellent; proceeding to plan


"I was frankly very impressed with the caliber of sales representative Vanguard Pharma recruits given the resources they have to work with. In fact, we ended up hiring a number of Vanguard reps and now call them our own."
Marketing Manager
"More vendors should be like Vanguard. They are very client-friendly, their contracts are very reasonable, they don't have any cancellation fees or other silly charges. They stick to the budget, never passing on any overages, and yet still work extremely hard on our behalf — and most importantly, deliver positive results."
Marketing Manager
"There's no question that utilizing the Vanguard salesforce was the single most important driver of the business in our allergy product's launch year. The marketshare we captured exceeded expectations in a very competitive marketplace, and the comparisons between the Vanguard-covered areas and 'control areas' (no Vanguard coverage) were incredibly dramatic!"
Marketing Manager
"I first was exposed to Vanguard when as a product manager I received some very important, late-breaking, newsworthy clinical developments that affected my product's business (I hadn't heard the news yet) — and we weren't even working with Vanguard at the time!!"
Senior Product Manager
"It's remarkable how you can be up the proverbial creek without a paddle one day (no salesforce), and then call Vanguard the next day, and POOF!…INSTANT SALES FORCE!! I had a national salesforce up and running in less than 8 weeks. Truly remarkable!"
Senior Product Manager
"Everything Vanguard management does is with an acute sense of urgency, accordingly in line with our needs as a client. A good example? We changed our minds half-way through a recent program and decided that we needed a rep more urgently in Winnipeg instead of Halifax (the budget wouldn't allow for both)."
Project Manager - Contract Sales

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