Pharmaceutical company sales and marketing operations groups now support an increasingly diverse sales force and localized marketing plans to help relieve pressures on the bottom line. But these groups are receiving fewer resources to match their increased responsibilities. The result: Many are turning to offshoring and outsourcing—which we call “global outsourcing”—that promises lower costs and greater expertise.


Not everyone enjoys excellent results. However, many companies are finding that global outsourcing is not an option but a necessity. They need the benefits of global outsourcing but cannot afford the additional costs of a badly designed program. The rewards are tremendous, but so are the risks. This paper outlines key implementation steps for a successful offshore outsourcing program.