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Event Details


The Pharma Forecasting Course

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Who should attend?

- Forecasters who want to build more evidence based approaches into their forecasts. - Marketers who want to understand how to link forecasts to their real-world concerns (like the competitiveness of their product profile, promotional spend, speed to market etc.). - Market researchers who want to know how to take data from surveys and audits and reflect them in forecasts. - Market access and pricing executives who want to break down the silos that exist between forecasting and other functions and to understand how their concerns should be reflected in forecasts. - As well as any other executive who has to produce or receive a forecast as a part of their professional role.


By Attending This Course, You Will

  1. Learn the techniques and approaches that have been proven to work best for forecasting sales of pharmaceuticals – including pharma-specific drivers like market access, step-care, targeted therapies etc.

  2. Be able to challenge the forecasts others have produced for you, and build your own forecasts in most situations.

  3. Understand the concepts behind evidence based forecasting techniques for pharmaceuticals, which will be explained in simple, non-mathematical terms and backed up with real examples from the pharma industry rather than with vague illustrations.

  4. Be able to determine the right level of detail to include in your forecast and understand the reliability of the different data sources you will use.

  5. Receive an Excel-based forecasting tool which integrates all the techniques taught during the workshop. This ensures you leave with a hands-on ability to apply what you have learned over the two days.

  6. Receive Gary’s book Sales Forecasting for Pharmaceuticals: An Evidence Based Approach. This is an excellent resource which dives further into the content and examples covered during the course and will assist you in your forecasting activities.



Annelies Swaan

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