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Over the past decade -especially over the last five years, we have seen substantial advancements in the world of medicine. Through the advances in Human Genome Discoveries, physicians can practice true preventative medicine.  New Combination Drug Therapies are extending the lives of cancer and HIV patients.  Robots can perform surgery.  These are just a few of many other lifesaving advancements brought to us by researchers inside both large and small Pharmaceutical, Biotech and Medical Device companies.

In today’s Pharma world the acronym CLM is typically associated with Tablet detailing.  This is unfortunate because tablet detailing by itself does not equal CLM, although if used effectively can be an integral piece of an organization’s master CLM plan. Too many individuals including myself misuse the abbreviation almost every day whereby creating a negative connotation to the term.  With that said, tablet detailing software does offer the ability to capture more granular detail of your sales interactions, enabling a more intelligent approach to future sales activity, but by itself will not close the loop.  This is where I believe the whole “tablet detailing = CLM” confusion lies.