Razor’s Edge Newsletter

It’s Matt Murray, from Performance Search Partners, a MRINetwork™ Company, the executive search firm focusing in the life sciences. If you’ve received this email, you have spoken to a PSP Talent Scout recently. The Razor’s Edge is a quarterly newsletter designed to educate.

Welcome to the 4th quarter issue of The Razor’s Edge.

Ahh. The holidays. Inhale. Exhale. This time of year allows us to take a deep breath and look back over the year to analyze our performance and where we want to go in the coming year.

In the Q4 Razor’s Edge you’ll read about events and technology that shaped 2006 and promise to mold 2007. There has been a lot of downsizing, consolidation, and disappointments in our vertical this year. SEC rulings, FDA turn downs, recalls! PSP has noticed the plate is getting smaller. Yet the good news is with 78MM boomers, there is more food on the plate. Boomers need the products more than ever, even as capitation influences pricing and physician decisions. Because of this, there are a lot of folks crushing it. Commissions are huge. Equity is vesting. Even luxury cars are being given away.

Doesn’t sound like your world?

Well PSP’s theme for 2007 is "It’s your turn!"

PSP can show you how to change it. PSP can show you where to go. Which vertical? Which company? What’s sustainable? What’s innovative and hot?

Develop the network before you need it. PSP’s efforts delivered over $66MM in revenue for clients in 2006! Were you a part of those commissions? Isn’t it time you received equity? Isn’t it time your products were innovative and not "ME TOO". The holidays are a perfect time to reflect on your career. Are you where you really want to be? If you want to confidentially discover what your options are contact one of PSP’s Talent scouts.

Happy Holidays! Good Luck in 2007!

Sincerely,
Matt Murray
Chief Talent Scout

One more thing:

I’d like to take the chance to thank the team at PSP for an amazing year. Some of them have moved on, but all have contributed a great deal to the success of PSP’s clients and candidates.

Gretchen Newman. Office Director. Your pluck, and organizational skills, keeps it all going.

Matt Mospan. Your technical proficiency and wit keeps you at the top.

Andrew Arlen. Your contributions were immense. Good luck in your new endeavor in 2007.

Taylor Cooke. Wow. Excellent Head Hunter. Keep it up!

Kent Corley. Intuitive. And exacting.

Frank Cohen. Bright, and principled. Glad you’re a part of the team.

Lauren Bernstein. Your responsiveness and good cheer are missed. Good luck in NYC!

My sincerest thanks for all your efforts and late hours invested to be the best!

Heard in the OR

News:

Orthofix purchases Blackstone:

Kyphon and the St. Francis purchase: http://www.drugnewswire.com/9804/

Events:

2nd Annual Stem Cell Summit
San Diego, Feb 12th and 13th, 2007
http://www.stemcellsummit.com/register.html

3rd annual Medical Device and Diagnostics Marketing Compliance Conference
Washington, DC, June 18th and 19th, 2007
http://www.cbinet.com/show_conference.cfm?confCode=HB745

NASS 22nd Annual Meeting
22nd Annual Meeting: October 23-27, 2007 in Austin, Texas.

The American Academy of Orthopaedic Surgeons 2007 Annual Meeting
San Diego, CA February 14-18, 2007.
http://www.aaos.org/education/anmeet/anmeet.asp

59th Annual Meeting of the American Academy of Neurology
Boston, MA April 28th-May 5th

Congress of Neurological Surgeons 2007 Annual Meeting
San Diego, CA September 15-20, 2007
www.neurosurgeon.org/meetings

Technology: Cool stuff.

Portable CT Scanner!
www.neurologica.com

Two Clinical Trials Studying Treatment of Thoracic Aortic Aneurysms and Dissections:
http://www.etopics.com/index.asp

Heel Sensor: http://www.devicelink.com/mpmn/archive/06/11/018.html

Seismic Technology: http://www.devicelink.com/emdm/archive/06/11/001.html

Sharpen the Blade - What we’re reading now.

One of our 10mm clients asked us to tap a Vice President of Marketing. In the diagnostics PSP learned that they wanted to hit 50mm in 3 years. The question is: Is this a VP of marketing for a 10mm company or 50mm company? He got the point and PSP got the search. Sell value. Not products. People buy what things do for them, not products. People buy new decks, not a hammers, nails, and wood. 50mm in revenue, not a VP or Director of Sales.

by Jeffrey J. Fox, Richard C. Gregory

The Dollarization Discipline shows organizations and marketers how to effectively communicate the economic value created by their products and services. Too often, when companies compete using conventional sales and marketing approaches, they force customers to make financial decisions (how much to spend), based on non-financial arguments (product features and benefits). On this playing field, the company that can show true financial advantage in real dollars and cents wins every time. This book offers a step-by-step strategy for doing just that.

Every day, good companies suffer because they create value for customers but aren’t able to keep their fair share. This is because most marketers can’t fully explain the value customers get from their products, and the argument falls to the lowest common denominator-price. The solution is an approach to sales and marketing that goes beyond articulating features and benefits, but calculates the monetary value a customer receives from a product or service. This enables the seller to price the product as a true reflection of its value-and also let’s the seller prove it to the customer!

With real case studies and detailed, step-by-step guidance on effective dollarization, The Dollarization Discipline finally offers a practical, straightforward way for marketers and business leaders to prove the value of their "value-added.""

Ravings for PSP: what your peers say of PSP’s Performance!

Dear Mr. Murray,

I had the pleasure of working with Matt Mospan, a recruiter with Performance Search Partners, when recently looking for a career change. He was able to match my skills with a great company, within only two weeks of working with him. Throughout the entire process he was very informative and professional. I had the sense that he really cared about finding the right position for me, as well as making sure I would be the right person for the position. I would highly recommend him to both employers and to those who are looking for a quality recruiter, with high standards.

Sandi H.

 

I am writing this letter on behalf of Matt Murray of Performance Search Partners. They truly partnered together to assist in my search for that perfect career opportunity that would fit me personally as well as professionally. I must say that throughout this journey they consulted with me every step of the way. They continually offered feedback, encouragement, and strong communication from start to finish. The end result was to be expected; they placed me with a company that values the same things that I do; a company that I am proud to be a part of. I would strongly recommend partnering up with Performance Search Partners if you want positive results and the record to show for it. Thank you.

Mark P.
Senior Sales Rep

 

Dear Matt,

I wanted to say thank you for contacting me about this job and facilitating the interview process for me. If not for you and your company, I never would have known about this position. I’ve wanted to do something like this since before I graduated from nursing school and I’m thrilled to have the opportunity to travel and explore the corporate world. Also, thanks for checking in regularly and being available to me throughout the interview process. Your suggestions and advice were really helpful. It was also very reassuring to know that I could contact you with any questions or concerns and you would help me out, find answers, whatever, and get back to me right away. I will definitely send people your way with my highest recommendation.
Thanks again for all of your help and all the work you did to help me land this position. I truly appreciate it.

Carrie G.
Clinical Specialist

 

Matt,

Thanks again for your hard work Matt! I appreciate your patience and professionalism. I will absolutely recommend your services to anyone! It was a pleasure partnering with you to find people.

John T.
Canada Sales Manager

 

Opportunities: It’s your turn!

• AVP Sales East Spine $300k + equity
• VP of Marketing-orthopedics
• Area Director Sales (NW, MW, NE) $225k+
• Sales reps Seattle, San Fran, NYC, MI
• More on www.PSP1.com

Distribution:

In addition to direct placement, PSP manages the product portfolio of distributors and independent sales reps in the Spine, Orthopedic, Tissue, Cold Therapy, and DME markets. Q1 2007 PSP will have Urology, Extremity Ortho, and aesthetic/plastic surgery products. PSP even provides medical billing options.

PSP introduces both qualified independent reps/distributors to companies seeking quick market traction and immediate growth. Here are two examples: Sam had a solid working relationship with a Materials Manager who wanted to save her four hospitals money by consolidating tissue vendors. The Materials Manager mentions this to Sam. Sam called PSP. PSP introduces Sam to a PSP tissue vendor. The tissue vendor bids on the 2.2 mm contract. Sam gets a commission. Um a big commission. Um a really big commission.

Another example: A client asks PSP for national talent. PSP calls Jane. PSP introduces Jane to the client. Jane asks her surgeons, "If I brought you a solid product would you use it?" Surgeon says yes and Jane now earns $40,000 a month in commission. What is $40,000 x 12 months? Could you live off $480,000 a year?

Is it your turn? Just email PSP at info@PSP1.com and insert "PSP MEDICAL" into the subject line for more info.

Almost free iPod or Treo 700 offer:

Send the name of qualified sales/medical device talent or a growing medical company and if PSP helps them, PSP will send you an iPod or Treo 700! Send leads/referrals to referral@PSP1.com with the subject line "Sales Lead"

Performance Search Partners specializes in identifying, qualifying and delivering top medical sales talent internationally. www.psp1.com

If you wish not to receive the PSP’s Razor’s Edge, please reply with "unsubscribe".