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Foundation Training

Introduction to Pharmaceutical Business Intelligence and Market Research

De Vere Horsley Estate, Ockham Road South, East Horsley, KT24 6DT
Tuesday 05 November 2019 - Thursday 07 November 2019, 9:00 AM - 5:00 PM


This three-day residential course for newer researchers provides a thorough understanding of market research and business information practice, through ‘hands-on’ workshops covering data resources, research techniques and other key areas. 

Whether you work in a pharma company or a research agency, the course will also enhance your working relationships through giving you a better understanding of what it’s like on the ‘other side of the fence'.

Comments from last year's delegates included:

"I expected to learn about the relationship between agency and industry and it met my expectations" (Agency delegate)

"It provided me with the tools to commission a market research project" (Pharma delegate)

"It exceeded my expectations in terms of the depth and interaction, and I loved the workshops" (Agency delegate) 

"Good insight into the agency side of market research and useful practice analysing primary / secondary data under time pressure. Very well organised - good handover between speakers" (Pharma delegate) 


Dan has 20 years of pharma primary market research experience and is currently EU Director at the Research Partnership where he focuses on domestic and international ad hoc business intelligence among EU-based pharma companies. 

Prior to this Dan’s career includes heading up Illuminas Health, working at Ipsos MORI and Hall & Partners, as well as client side positions at Roche in Insights and at LifeScan (Johnson & Johnson) in diabetes marketing. 

In more recent years Dan has taken a specialist interest in technology, behavioural science, digital therapy, and fathering his two very tiring children.

Jenny is currently Business Analytics and Operations Lead for Roche in the UK with a remit to champion excellence in business intelligence and lead development of data and analytics. 

Jenny has an special interest in forecasting, early product development and health psychology. She has a wealth of expertise in business intelligence gained from previous roles at AstraZeneca, GSK, SmithKline Beecham and as an independent consultant.

Paul O’Nions has been in the industry since 2001, joining Novo Nordisk as a Business Intelligence analyst, progressing through various BI roles at all levels and now has a leadership position within Sanofi. 

Paul has always focused on both marketing and sales information ensuring information and insight is delivered to bridge the gap between the sales, marketing and market access functions with the aim to maximise synergies that ensure marketing strategy turns into sales success. This has culminated in three BOBI awards over the years: best use of secondary data; best customer insight; and best sales effectiveness research. Key projects have included the design and implementation of segmentation and targeting strategies, key account management planning processes with integrated analytics, and sales force optimisation projects – all of which have been intrinsically linked to maximise business return. 

Paul is now on the Board of the BHBIA and his primary focus is ensuring the needs of the secondary data analysts, field force excellence colleagues, CRM specialists and data visualisation professionals are heard and, more importantly, acted upon.

James has over 10 years healthcare market research experience gained from working at large and small agencies in the UK and overseas.  During this time, he has developed a reputation for designing, executing and delivering industry level winning research programmes, built on establishing a clear understanding of the business issue, ensuring it stays at the heart of the project and delivering outputs that are clear, simple and crucially, actionable.

James has a large repertoire of research competencies and is a regular speaker on the use of ‘enabling techniques’ at industry training events.

Jamie has over 15 years’ experience in the pharmaceutical industry working in large agency environment before founding Impact Health in 2012.

Since founding Impact Health the company has grown from strength to strength working with both regional and international clients within the pharmaceutical, consumer health, life-science, device and diagnostic industries.

Jamie and the team at Impact have been fortunate enough to work very closely with their client base offering individualised solutions and dedicated service offerings.  Key areas of expertise include aiding in the design of successful strategies throughout the brand life-cycle and engaging with our clients to ensure insights are developed into relevant, actionable solutions which have real IMPACT.

Sue's marketing research career began client side before becoming a Director at two healthcare agencies and subsequently setting up Synergy Healthcare Research with Jon Freeman. Sue enjoys the variety of working on both qualitative and quantitative research across a broad range of therapy areas. She has presented a number of papers, convened training courses and contributed to seminars on topics such as communications research, enabling techniques, pricing research, interviewing skills and new product development. Sue has won many BOBI awards, including the 2016 Best Business Impact award, being part of the winning team for The BOBI challenge in 2013 and Business Intelligence Excellence (agency) in 2012. 

Stewart is an experienced market researcher with over 20 years working in the pharmaceutical industry. He started his career at Merck Serono, where he worked in business intelligence in various roles until moving on in 2009. In his current role as EMEA Market Research Manager at Janssen, he is responsible for Immunology primary market research projects across the EMEA (Europe, Middle East and Africa) region. He was previously a member of the Business Intelligence team in the UK, with responsibility for pharmaceutical strategic planning and customer insight across the UK organization, before moving to a Regional role in 2016. Stewart was a member of the BHBIA committee, serving as vice chair until 2011, focusing on various training courses for the industry. He has been a regular speaker at BHBIA conferences and winner of BOBI awards.


DAY 1 - Tuesday 5th November 2019 

Conveners: Dan Coffin, Research Partnership and Paul O'Nions, Sanofi 

  • 09.00 Registration & Coffee 
  • 09.30 Welcome and introduction to Day 1 - Dan Coffin 
  • 10.00 Legal and Ethical Guidelines overview - Dan Coffin 
  • 10.20 Pharmaceutical Drug Flow - from factory to patient (part 1) - Paul O'Nions 
  • 11.15 Coffee 
  • 11.30 Pharmaceutical Drug Flow - from factory to patient (part 2) - Paul O'Nions 
  • 12.15 Lunch 
  • 13.00 Briefing for Secondary Data Workshop and introduction to the different data sources - Paul O'Nions 
  • 13.30 Preparation of Syndicate Group Presentations - Paul O'Nions 
  • 16.30 Presentation of Syndicate Group Presentations - Paul O'Nions 
  • 17.30 Agenda for Day 2 and close - Dan Coffin 
  • 19.00 Dinner and Team Activity - hosted by Dan Coffin, Paul O'Nions and Stewart West, Janssen 

DAY 2 - Wednesday 6th November 2019 

Conveners: Stewart West, Janssen and Dan Coffin, Research Partnership 

  • 09.00 Introduction to Day 2 - Dan Coffin 
  • 09.15 The Research Process - RfP and Proposal - Dan Coffin 
  • 09.45 Workshop - Task 1 - Dan Coffin 
  • 11.00 Coffee 
  • 11.15 The Research Process: Qualitative vs. Quantitative Research – Jamie Margerison, Impact Health and Dan Coffin 
  • 12.15 Lunch 
  • 13.20 Workshop - Tasks 2 and 3 - Jamie Margerison and Dan Coffin 
  • 14.55 Tea 
  • 15.10 Overview of Projective Techniques - Stewart West and James McLeod, Kantar Health 
  • 16.00 Workshop - Task 4 - Stewart West and James McLeod 
  • 17.30 Review of Day 2 and close - Stewart West 
  • 19.00 Dinner - hosted by Jenny Dawson, Roche Products Ltd and Stewart West 

DAY 3 - Thursday 7th November 2019 

Conveners: Jenny Dawson, Roche Products Ltd and Sue Thamia, Synergy Healthcare Research 

  • 09.00 Introduction to Day 3 - Jenny Dawson and Sue Thamia
  • 09.15 Creating Great Presentations - including workshop session - Jenny Dawson 
  • 10.15 Coffee 
  • 10.30 The Research Process: Commissioning, Fieldwork, and Presentation - Sue Thamia and Jenny Dawson 
  • 11.30 Workshop - Task 5 - Sue Thamia and Jenny Dawson 
  • 12.30 Working lunch (preparation for task 5 presentations) - Sue Thamia and Jenny Dawson 
  • 13.30 Review of Workshop Task 5 and Top Tips - Sue Thamia and Jenny Dawson 
  • 14.30 Course Review and Closing Comments - Jenny Dawson and Sue Thamia
  • 15.00 Departure of delegates 

Delegate Fees

'Early bird' delegate fees - extended to apply to all bookings made by 10am on Friday 18th October 2019:

  • Members: £1,053 + VAT
  • Non-Members: £1,197 + VAT

(These prices include a 10% early booking discount).

Cancellation Policy for early bird bookings: full fee payable / no refunds given; however a substitute delegate can be accepted. (Our standard cancellation policy does not apply).

Delegate Fees for bookings made after the 10th September 2019:

  • Members: £1,170 + VAT
  • Non-Members: £1,330 + VAT

Cancellation Policy: standard cancellation policy applies, as stated on booking form

Online Booking - Click on the register for event button below. Please note you must be logged in if you are a member or join as a registered user to book online. VAT will be added when you click Register for Event