The French VTO Market Structure & Dynamics
The French Voluntary Trade Organization (VTO) market is consolidating, making VTOs increasingly important partners for pharma companies...
Institute of Management
The Smart Manager knows where, why and how to go
Our training programs are developed and carried out by the “Smart Pharma Institute of Management” which is our professional training center
- Smart Pharma Institute of Management is a division of Smart Pharma Consulting that offers training programs to high potential executives from the pharma and biotech sectors
- Those high level training programs have been designed for professionals who are willing to reinforce their skills in Strategy, Operational Marketing and Management in both national and international contexts
- Smart Pharma Consulting is a certified Training Organization since 2002
Catalogue 2026
- In 2026, 16 training programs are proposed:
- 2 inter-company seminars
- 14 intra-company masterclasses
Seminars
- We propose two unique 5-day seminars to develop the talent of pharma companies collaborators wishing to become “High Performers”
Masterclasses
- Strategic Marketing Excellence
- Tactical Marketing Excellence
- Market Analysis & Forecasting
- Action Plans for Med Reps
- ELITE Program for Med Reps
- Best-in-Class MSLs
- BD&L best practices
- Smart vs. Good Managers
- Time Management
- Project Management
- KPIs & KEIs
- Storytelling in business
- Implementing a Physician Experience program
- From Promotional- to Service-led Medical Calls
Academic experience
- Our training programs are based on unique teaching methods that have been acclaimed since 1992 by students and executives from pharmaceutical companies
- All programs are led by Jean-Michel PENY, President of Smart Pharma Consulting and Program Faculty Director of the Smart Pharma Institute of Management
- Jean-Michel PENY has extensive experience both in the pharmaceutical industry and in the world of academia, with ~1,150 executives and ~2,100 students having benefited from his teaching activities:
- 7 years as General Manager for pharmaceutical companies (Servier International and Novartis Génériques France)
- 32 years in Strategy and Management consulting for the pharmaceutical sector (Bain & Co, Arthur D.Little, Kearney, ISO Health Care Consulting)
- 33 years of teaching activity: Lecturer (ESCP Europe B-School, ESSEC B-School, Paris Pharmaceutical and Medical Universities) and former affiliate Professor of Strategy & Marketing at HEC B-School
- 43 articles published on strategy and management in the pharmaceutical industry
- 7 books published on strategy and marketing
- ~10 position papers per annum