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The Pharma Forecasting Course

Gary Johnson Pharma Sales Forecasting Expert

Gary Johnson

  • The most down-to-earth pharma forecasting expert with superb training talent.
  • Founder & CEO of Inpharmation, Europe's most respected pharma forecasting & pricing specialist consultancy.
  • Renowned consultant for the world’s top 10 pharma companies, and many more.
  • Winner of a number of speaking and best paper awards.
  • Author of Sales Forecasting for Pharmaceuticals: An Evidence Based Approach.
Next sessions:  

10-11 December 2015, London
12-13 April 2016, Zurich
4-5 October 2016, Brussels
13-14 December 2016, London

Leave here your e-mail address and we will contact you :

By attending this course:

You will learn techniques and approaches that have been proven to work best for forecasting sales of pharmaceuticals – including pharma-specific drivers like market access, step-care, targeted therapies etc.
You will be able to challenge the forecasts others have produced for you, and produce your own forecasts in most situations.
Concepts will be explained in simple, non-mathematical terms. Concrete examples from the pharma industry are used rather than vague concepts.
You will leave with a collection of techniques and principles that you can implement easily and immediately after the course.
You will receive an Excel-based forecasting tool that integrates all the techniques taught and applied during the workshop. This ensures you leave with real hands-on ability to use the techniques.
You will receive Gary’s book Sales Forecasting for Pharmaceuticals: An Evidence Based Approach, which will be a valuable reference to have with you.


What sets The Pharma Forecasting Course apart?

Gary Johnson is an award-winning expert-trainer who:
  • Has consulted/forecast for every top 10 pharma company.
  • Expert in forecasting – but also all quantitative techniques, so that forecasting is tied in to market access, market research etc.
  • Has forecast for every leading country and major therapy area.
  • Finalist for the MCA Business Book of the Year Award and semi-finalist for the the Financial Times Global Business Book of the Year Award.
  • Winner of the EphMRA and the BHBIA (British Healthcare Business Intelligence Association) best paper awards.
  • Trained over 1000 executives around the world. His presentations are constantly tweaked according to delegate feedback. They have thus evolved over the years so they are easy to understand and consistently get very high customer feedback scores.
Unlike other forecasting courses, in this programme:
  • The focus is on techniques and approaches that have been proven to work best.
  • Concepts are explained in simple, non-mathematical terms.
  • Concrete examples are used rather than vague concepts.
  • Pharma-specific techniques which take  into account issues like market-access and not generic forecasting techniques that struggle when applied to pharma.
  • Delegates leave with a collection of techniques and principles that they can implement easily and immediately.

Who should attend?

  • Forecasters who want to build more evidence based approaches into their forecasts.
  • Marketers who want to understand how to link forecasts to their real-world concerns (like the competitiveness of their product profile, promotional spend, speed to market etc.).
  • Market researchers who want to know how to take data from surveys and audits and reflect them in forecasts.
  • Market access and pricing executives who want to break down the silos that exist between forecasting and other functions and to understand how their concerns should be reflected in forecasts
  • As well as any other executive who has to produce or receive a forecast as a part of their professional role.

Executives from professional services organizations should request approval from Gary Johnson prior to registering to this course.
Please contact Annelies Swaan, Marketing & Sales Manager,, tel +32 (0)2 709 01 42.

Past participants

Below is a non-exhaustive list of executives who participated in The Pharma Forecasting Course:

Manager Strategic Planning&Marketing 4SC Germany
Finance Controller Abbott Portugal testimonial
Head of Licensing & Business Development Abiogen Pharma Italy testimonial
Market Research Manager Actelion France
Sales Analyst Alexion Pharmaceuticals Switzerland testimonial
Business Development Manager ALK Denmark testimonial
New Products Manager Almirall Spain 
Business Planning & Analysis Manager Amgen Netherlands  testimonial
Marketing Manager Amgen Switzerland
Associate Brand Director Astellas UK testimonial
Senior Manager Sales Administration Astellas UK  testimonial
Business Analyst AstraZeneca Romania
Business Development Manager AstraZeneca Germany testimonial
Global Marketing Manager AstraZeneca United Kingdom
Manager Business Development AstraZeneca Germany testimonial
Business Unit Manager Bayer Ireland
Head of Supply Chain Bayer France
Business Analyst Bial Portugal testimonial
Business Intelligence Manager Boehringer Ingelheim United Kingdom testimonial
Customer Value Management Associate Boehringer Ingelheim Australia testimonial
Busines Analysis Manager Boehringer Ingelheim Austria
International Product Manager Boehringer Ingelheim Germany
Global Business Analyst Boehringer Ingelheim Germany testimonial
Group Brand Manager Boehringer Ingelheim Portugal
Marketing Information Manager Boehringer Ingelheim Netherlands
Senior Manager Market Research EMEA Bristol-Myers Squibb France testimonial
Business Development & Alliance Manager Chiesi Germany testimonial
Commercial Assessment Manager - Corporate Marketing Chiesi Italy testimonial
International Brand Manager Chiesi Italy testimonial
Junior New Product Planning Manager Chiesi Italy testimonial
New Product Advisor Chiesi Italy testimonial
Business Development Manager Egis Poland
Marketing Junior Produkt Manager Ferring Germany
Director Business Development Formycon Germany testimonial
Business Analyst Genzyme The Netherlands testimonial
Business Intelligence Manager Grünenthal Belgium 
Product Manager Grünenthal Germany testimonial
Business Development Manager Helsinn Switzerland
Marketing Manager Helsinn Switzerland testimonial
Business Development & Licensing Associate Hemofarm Serbia testimonial
Global Portfolio Manager Intendis Germany testimonial
Business Analyst Ipsen The Netherlands testimonial
Business Intelligence/Market Research Manager Janssen Belgium
VP, Licensing & New Business Development Johnson & Johnson Belgium  testimonial
Director Forecasting - Neuroscience Johnson & Johnson United States of America
Marketing Information Manager Kowa United Kingdom  
Analysis & Forecasting Manager LEO Pharma Denmark testimonial
Portfolio and Pricing Manager LEO Pharma Denmark testimonial
Director Commercial Operations, Capability & Six Sigma Lilly Spain
Business Analyst LundBeck Greece testimonial
Marketing Manager Medis Slovenia
Associate Marketing Director Merck Serono Switzerland testimonial
Associate Manager Business Intelligence Merck Serono Switzerland testimonial
Business Intelligence Manager Merck Sharp & Dohme Belgium testimonial
Brand & Customer Manager Merck Sharp & Dohme Switzerland
Global Commercial Operations  Norgine United Kingdom
Market Research & Business Analytics Manager Novartis Portugal testimonial
Project Lead Forecasting Novartis India testimonial
CSO Lead Business Partner for the US Multiple Sclerosis Business Unit  Novartis United States of America
Business Insights Manager - Primary Care Novartis Germany
Demand and Supply Planning Systems Manager Novartis Switzerland
Senior Business Analyst Novo Nordisk Netherlands 
Global Forecast Manager Novo Nordisk Denmark
Market Insights and Forecasting Manager Novo Nordisk Germany
Diabetes Financial Analyst Novo Nordisk United Kingdom
Manager International Commercial Operations Otsuka Germany
Business Development Associate Paion Germany  testimonial
Head of Business Development & Licensing Department Palau Pharma Spain
Key Account Manager Pfizer Turkey testimonial
Pricing & Portfolio Commercialisation Manager Pfizer United Kingdom testimonial
Commercial Accountant, Northern Europe & UK                Prostrakan United Kingdom
Portfolio Manager Ratiopharm Finland
Manager Business Development Recardio Austria testimonial
Sales & Marketing Director Richter Latvia
Market Research Manager Roche Germany testimonial
Business Development Director Roche Switzerland 
Market Analyst Roche United Kingdom
Marketing Leader Roche Switzerland testimonial
Supply Chain and Launch Manager Sandoz Romania testimonial
Director Strategic Market Intelligence Sanofi Germany testimonial
Head of Business Unit Generics Sanofi France
Business Development & New Product Planning Executive Sanofi United Kingdom
Director Business Support & OTC  Sanofi Belgium  testimonial
VP Strategic Planning & Commercial Excellence Shionogi United Kingdom testimonial
Sales Analytics & Reporting Analyst Shire United Kingdom testimonial
Director International Sales and Marketing Training Shire United Kingdom testimonial
Business Insights Analyst Shire Spain
Business Insights Analyst Shire Ireland
Business Insights Manager Shire Brazil
Strategy Analyst Sotio Czech Republic testimonial
Business Analyst Stallergenes Italy
Business Analyst Stallergenes France
Brand Director Takeda United Kingdom testimonial
Marketing Manager Takeda United Kingdom testimonial
Strategic Marketing Director  Takeda United Kingdom testimonial
Associate Director Takeda Denmark
Business Intelligence Manager Therabel France testimonial
Supply & Demand Continuous Improvement Specialist Teva Spain testimonial
Business Analyst Teva Russian Federation
Team Leader Supply & Demand Projects & Initiatives Teva Germany
Brand Manager UCB Netherlands testimonial
Global Patient & Market Insight Associate Manager UCB Belgium
Director New Product Commercialisation CNS UCB Belgium  testimonial
Director New Product Planning CNS UCB Belgium testimonial
Head of Data Strategy and Reporting, Strategic Marketing Practice UCB Belgium testimonial
Business Development Uriach Spain  
Business Development & Project Manager Vifor Pharma Switzerland testimonial
Business Intelligence & Forecasting Manager Vifor Pharma United Kingdom
Manager Forecasting, Planning and Analysis Viropharma Belgium
CEO Will-Pharma Belgium testimonial
Scientific Advisor Will-Pharma Belgium
Forecasting Manager Zambon Italy testimonial

Programme outline of The Pharma Forecasting Course

The course starts on day 1 at 09:30h with a welcome coffee and ends on day 2 at 16:00h.

Day 1

Welcome & General Introduction

The Right Approach to Forecasting

  • When to use models and when to use judgement.
  • When to use extrapolation and when to use 'causal' (e.g. promotional spend).
  • Whether to use a single forecasting model or more than one.

The Proven Rules of Good Forecasting

  • Why you should 'divide and conquer' when building a forecast.
  • Why simple approaches work best (and what we mean by 'simple').
  • The other key rules that forty years of academic research into forecasting have proven.

Structuring a Forecast

  • What is meant by an 'epi-based forecast'.
  • What is meant by a 'patient-based forecast'.
  • What is meant by a 'sales-based forecast'.
  • Fitting market access into your forecast structure.
  • When to use each of the above.


  • A simple totally non-mathematical explanation of how extrapolation techniques differ from each other.
  • Which simple extrapolation techniques work best?
  • Which ones are built into Excel and which ones require additional software.

The Impact of Product Profile on Your Market Share

  • The key idea behind conjoint analysis (the most common research technique for looking at the impact of product profile).
  • How to build a simple conjoint-type model yourself, without a survey for forecasting.


Day 2

The Impact of Launch Order on Your Market Share

  • How and why launch order affects your market share.
  • How to build a simple launch order model to predict the impact of your launch order.

The Impact of Promotional Spend on Your Market Share

  • How and why promotional spend affects your market share.
  • How to build a simple promotional spend model to predict the impact of promotional spend on your market share.

Building Market Access and Other Pharma Specific Considerations into Your Forecast

  • How market access has different effects at different levels of your forecast.
  • Simple market access modelling approaches.
  • How co-prescription affects shares.
  • How 'lines of therapy' affect shares.
  • How off-label usage affects shares.

Forecasting How Quickly You Will Achieve Your Sales Potential

  • Why therapy class uptakes tend to be 's-shaped'.
  • Why brand market share uptakes tend to be 'r-shaped'.
  • A simple non-mathematical explanation of how the famous Bass Model can help you predict the above.
  • Flow/State models (new, repeat, switch etc.) and their role in forecasting uptakes.

Where to Get The Data For Your Forecasts

  • Compliance and continuation/persistence.
  • Epidemiology sources and accuracies.
  • Diagnosis and prescription rate sources and accuracies.
  • Events (which events really matter and why most forecasts are "over-evented').

Learning methodology

This course optimally balances interactive lectures and group work on case studies that illustrate the theory and enable delegates to practice the tools & techniques. You will be provided with an Excel workbook (that you can take home on a CD-ROM) including simple exercises that you will complete at the end of each session. This will ensure you leave with real hands-on ability to use the techniques.

Meet the expert: Gary Johnson

As the founder and Managing Director of Inpharmation, a consultancy specialising in sales forecasting and modelling for the pharmaceutical industry, Gary Johnson works with the world's top 10 pharma companies and many more.

Gary is also the expert-trainer on our popular Value Pricing for Market Access course of which you can read testimonials from past participants here.

Prior to founding Inpharmation, Gary spent two decades in the pharma industry holding senior positions, such as General Manager and Head of Global Marketing with a number of major blue-chip pharma companies, including SmithKline Beecham, Fisons and Schwarz. Gary Johnson is a sought-after industry speaker and conference chairman.

Winner of a number of speaking and best paper awards with the EphMRA and the BHBIA, he is the author of "Value Pricing for Market Access: Evidence-based pricing for pharmaceuticals" and "Sales Forecasting for Pharmaceuticals: An Evidence Based Approach" - the definitive works on pricing and sales forecasting of pharmaceutical products. Other books include "Monkey Business: Why the Way You Manage is a Million Years out of Date" - finalist for the MCA Book Prize.


  • 10-11 December 2015, London
  • 12-13 April 2016, Zurich
  • 4-5 October 2016, Brussels
  • 13-14 December 2016, London

Interested in additional dates?
Leave your email address to be kept informed

Venue & Accommodation

10-11 December 2015, London

This course takes place at the Hilton London Paddington Hotel which is conveniently located 15 minutes from Heathrow Airport and connected by footbridge to Paddington Station.

Hilton London Paddington
146 Praed Street, Paddington,
London, W2 1 EE
United Kingdom
Tel: +44 (0) 207 850 0500
Fax: +44 (0) 207 850 0600

We have secured preferential room rates at this hotel for our delegates. Registering three weeks or more prior to the course will secure your room at a preferential rate. Upon your registration, C.E.L.forpharma will send you a Hotel Accommodation Sheet to complete and send back.
Do not hesitate to contact Sarah Nissen, Customer Communications Associate, if you need assistance in this matter (; tel +32 (0)2 709 01 46).

12-13 April 2016, Zurich

This course takes place at the Hilton Zurich Airport Hotel which is located just five minutes from Zurich Kloten Airport with the complimentary shuttle. Zurich’s vibrant city center is located only a fifteen minutes drive away. 

Hilton Zurich Airport Hotel
Hohenbuehlstrasse 10
Opfikon-Glattbrugg 8152
Tel: +41 44 828 50 50 
Fax: +41 44 828 51 51

We have secured preferential room rates at this hotel for our delegates. Registering three weeks or more prior to the course will secure your room at a preferential rate. Upon your registration, C.E.L.forpharma will send you a Hotel Accommodation Sheet to complete and send back.
Do not hesitate to contact Sarah Nissen, Customer Communications Associate, if you need assistance in this matter (; tel +32 (0)2 709 01 46).

4-5 October 2016, Brussels

This course takes place at the Sheraton Airport Hotel & Conference Center which is situated opposite Brussels National Airport, literally at 2 minutes' walking distance from the arrival hall.

Sheraton Brussels Airport Hotel
Brussels National Airport
1930 Zaventem
Tel: +32 27 10 80 00
Fax: +32 27 10 80 80

We have secured preferential room rates at this hotel for our delegates. Registering three weeks or more prior to the course will secure your room at a preferential rate. Upon your registration, C.E.L.forpharma will send you a Sheraton Brussels Airport Hotel Accommodation Sheet to complete and send back. 
Do not hesitate to contact Sarah Nissen, Customer Communications Associate, if you need assistance in this matter (; tel +32 (0)2 709 01 46).

13-14 December 2016, London

This course takes place at the Sofitel London Heathrow Hotel which has direct access to Terminal 5 via a covered walkway and Terminals 1, 2, 3  and Terminal 4 via courtesy Heathrow Express and connect rail connection. The hotel is only 21 minutes from Central London by train.

Sofitel London Heathrow Hotel 
Terminal 5
London Heathrow Airport
TW6 2GD London
United Kingdom
Tel: +44 20 87 57 77 77
Fax: +44 20 87 57 77 88

We have secured preferential room rates at this hotel for our delegates. Registering three weeks or more prior to the course will secure your room at a preferential rate. Upon your registration, C.E.L.forpharma will send you a Hotel Accommodation Sheet to complete and send back. 
Do not hesitate to contact Sarah Nissen, Customer Communications Associate, if you need assistance in this matter (; tel +32 (0)2 709 01 46).

Registration fee

Team discounts are offered as of 3 or more registrations from the same company.

Leave your email address for further information:


10-11 Dec. 2015 Course, London (FOR-33)
Registration after 23 October 2015

Register Now!

12-13 Apr. 2016 Course, Zurich (FOR-34)
Registration before 26 February 2016
  € 2.770
Registration after 26 February 2016

Register Now!

4-5 Oct. 2016 Course, Brussels (FOR-35)
Registration before 19 August 2016
  € 2.770
Registration after 19 August 2016

Register Now!

13-14 Dec. 2016 Course, London (FOR-36)
Registration before 28 October 2016
  € 2.770
Registration after 28 October 2016

Register Now!

* (VAT excl.)

To register, please go to our online registration form.

Testimonials of The Pharma Forecasting Course

"The training was very inspirational and energising. It brought lots of ideas and in-depth knowledge from Gary’s experience and his very practical exercises.”

Milos Panjkovic, Business Development & Licensing Associate, Hemofarm – Serbia (October 2015)

"Gary is a true professional who pairs entertaining practical examples with crisp insights from his long-standing experience. The information provided is well-structured and instantly helps to create more accurate forecasts. I can recommend this course to anybody who wants to learn or to improve their forecasting skills."

Peter Huber-Saffer, Business Development & Alliance Manager, Chiesi – Germany (October 2015)

"Gary is a very clear speaker, breaking forecasting down to its most simple and effective techniques. Gary happily shares his wealth of experience. This is a must-attend course!"

Maurienne Will, CEO, Will-Pharma – Belgium (October 2015)

"Very valuable training! Excellent teacher."

Erik Maas, Business Planning & Analysis Manager, Amgen – The Netherlands (October 2015)

"Gary Johnson's course brought a new perspective to my forecasting techniques and will allow me to refine my models."

Georgette Calnan, Business Analyst, Bial - Portugal (April 2015)

"A great course presenting several forecasting models and introducing the market access specifics in biotech. Worthly especially for professionals dealing with marketed products with sales history."

Jakub Jarolim, Strategy Analyst, Sotio - Czech Republic (April 2015)

"Very good mix between practicing and teaching."

Benjamin Hartmann, Marketing Leader, Roche - Switzerland (April 2015)

"Very good approach with real life cases and studies."

Rui Rebelo, Finance Controller, Abbott - Portugal (April 2015)

"Gary is a very knowledgeable and experienced expert. He is able to provide you with very good examples to put in context."

Gonçalo Vasconcelos Dias, Market Research & Business Analytics Manager, Novartis - Portugal (December 2014)

"Gary presented complex content with good examples, in a very well structured and pragmatic way. The course, literature and tools all together make the perfect base to work on!"

Iris Margraf, Director Business Development, Formycon - Germany (December 2014)

"Very practical and complete course with the added value of having an expert available to discuss with the audience."

Davide Santucci, Junior New Product Planning Manager, Chiesi - Italy (December 2014)

"Gary's knowledge and experience is impressive and his wide range of practical examples absolutely helped to understand the theoretical models and to transfer it into daily practice. Besides that, Gary is a very confident and entertaining lecturer!"

Doreen Brückmann, Business Development Manager, AstraZeneca - Germany (November 2014)

"A very clear and useful forecasting course!"

Chiara Annamaria Zanetti, Forecasting Manager, Zambon - Italy (November 2014)

"Gary Johnson is a very good speaker and enjoyable to listen to."

Henrike Götze, Manager Business Development, AstraZeneca - Germany (November 2014)

"Excellent if you need an introduction to forecasting."

Gabriele Scali, Head of Licensing & Business Development, Abiogen Pharma - Italy (November 2014)

"Gary is a fantastic speaker! Not only did he manage to explain this difficult subject in a smooth and easy understandable way but he was at the same time consistently open for questions. I am grateful to Gary who was always there to help me and answer all my questions! If all my teachers would have been like him, my life would have been much easier!"

Nela Novakovic, Controller, Prostrakan - Germany (May 2014)

"Quick and easy way to learn how to properly model forecasts in the pharma industry."

Melissa Felix Figueroa, Global Business Analyst, Boehringer Ingelheim - Germany (May 2014)

"Gary has the fantastic ability to make technical things quite simple. I also appreciated his experience and the practical examples he gave. You leave the course with knowledge, experience and a convenient tool to start with. I highly recommend this course!"

Manel Saïdani, Business Intelligence Manager, Therabel - France (May 2014)

"Very well designed and delivered course. Gary mixes theory with practice in an engaging way and gave me some great tips and tricks on changing my forecasting approach!"

Tarik Djeddour, VP Strategic Planning & Commercial Excellence, Shionogi – UK (November 2013)

"I highly valued Gary's forecasting course, in particular because he illustrates the theory with many anecdotes and examples!"

Pascal Schär, Business Development & Project Manager, Vifor Pharma – Switzerland (October 2013)

"Gary's course was recommended to me by a colleague and I'm really glad I followed it. It's a very good course and fully met my expectations."

Benediekt Muylaert-Gelein, Head of Data Strategy and Reporting, Strategic Marketing Practice, UCB – Belgium (October 2013)

"Gary Johnson is a very competent expert who gave a very interesting introduction in this field!"

Harald Kattnig, Manager Business Development, Recardio – Austria (April 2013)

"The Pharma Forecasting Course with Gary Johnson is very useful and beneficial for all levels in pharma forecasting."

Javier Arilla, Supply & Demand Continuous Improvement Specialist, Teva – Spain (December 2012)

"This course did cover everything we had to learn to forecast. Highly recommended!"

Yoshi Kanezashi, Marketing Information Manager, Kowa – UK (December 2012)

"Hands-on and gave an excellent overview on forecasting techniques!"

Werner Braun, Director Strategic Market Intelligence, Sanofi – Germany (October 2012)

"Complex analysis made simple. A brilliant way of deep diving into forecasting in 2 days."

Juan Vergez, Associate Manager Business Intelligence, Merck Serono – Switzerland (June 2012)

"Excellent organized course with focus on practical execution and a lot of different examples from reality. Gary Johnson and an interesting various group made the course a perfect experience."

Sven Dehn, Market Research Manager, Roche – Germany (June 2012)

"Gary is engaging and does his best for all the participants to have them understand the content to full extent. He uses a lot of examples and exercises, so it was quite fun!"

Yuuki Ochiai, Business Intelligence Manager, Boehringer Ingelheim – UK (March 2012)

"Very good introduction to pharma forecasting with a lot of content. Gary is able to communicate his expertise very clearly!"

Lewis Pearson, Pricing & Portfolio Commercialisation Manager, Pfizer - UK (December 2011)

"An excellent grounding. The only drawback is that it leaves you wanting more."

Geoffrey Wyatt, Associate Marketing Director, Merck Serono - Switzerland (December 2011)

"Very insightful and practical forecasting event, offering useful tools and structured methodology for accurate and meaningful forecasting."

Ekaterina Smolkina, Business Analyst, Genzyme – The Netherlands (October 2011)

"Excellent lecturer. Well organized and nice structured course. Gary teaches with passion and uses simple examples and great comparisons that help in better understanding the complexity of the forecasting process."

Elisabetta Pani, New Product Advisor, Chiesi – Italy (October 2011)

"This was an interesting introduction to the theory of forecasting, and it has whetted my appetite to challenge our current forecasts."

Kate Irving, Brand Director, Takeda – UK (October 2011)

"Interesting and useful course. Especially for product managers."

Elena Pavlidou, Business Analyst, LundBeck – Greece (October 2011)

"Brilliant course, very clear and with specific advise relevant to the pharma industry. Gary is very forthcoming, sharing his 20 years experience and knowledge of forecasting in this industry."

Tatiana Freire, Customer Value Management Associate, Boehringer Ingelheim - Australia (June 2011)

"Valuable course by an excellent expert and passionate lecturer, shared with colleagues coming from all around the world."

Danilo Pelosi, Commercial Assessment Manager - Corporate Marketing, Chiesi - Italy (June 2011)

"This course has provided me with so much theory that I now can challenge the market forecasts in a much more qualified way than before attending this course."

Kirsten Rask Nielsen, Portfolio and Pricing Manager, LEO Pharma - Denmark (June 2011)

"A very good course to become more experienced in forecasting."

Rogier Woelderink, Business Analyst, Ipsen – The Netherlands

"Thanks for this interesting and enthusiastic forecasting conference!"

Elodie Privat, Sales Analyst, Alexion Pharmaceuticals – Switzerland

"Gary represents a high level of expertise. It is really helpful to analyse a current practice in my organisation and point the areas for improvement. The point is that after the course I know much more how to do that."

Slawomir Kawaler, Business Controlling Manager, Nycomed – Poland

"Quite inspiring course with significant insights for further implementation into business."

Almaz Miftakhov, Key Account Manager, Pfizer – Turkiye

"Very good overview and introduction! Gary Johnson perfectly structured this pharma forecasting course and offers lots of interesting information combined with a huge background of deep market experience."

Katharina Golomb, Product Manager, Grünenthal – Germany

"This forecasting workshop is an excellent review of fundamental concepts in pharma marketing and provides many simple insights that can be quickly used in practical applications."

Serkan Oray, Director New Product Planning CNS, UCB – Belgium

"This is the second C.E.L.forpharma course I attended. Quality confirmed!"

Barbara Ronca, International Brand Manager, Chiesi - Italy

“The Pharma Forecasting Event provides good theoretical insight and a practical model that can be applied to many different cases. This workshop was useful in providing a perspective of forecasting.”

Can Sunata, Sales Force Effectiveness Manager, Astellas – Turkey

“Gary explains that forecasting principles include breaking it down and making it simple. Gary has an excellent style that includes breaking forecasting into the parts and making complex and various forecasting approaches simple and more intuitive”

Sam Morton, Senior Marketing Manager, Sanofi-aventis - France

“Especially recommended to people who work already for some time with forecasting, because Gary has gigabytes of valuable information to provide IF you ask questions! So do it, have a list of questions and you will get the answers, I am sure!”

Roland Adomaitis, Operations Manager Finland, Eli Lilly  - Lithuania

“Interesting content. Practical advice. Excellent organisation. Overall satisfied and willing to suggest it to my other colleagues.”

Dimitrios Tsourougiannis, Market Intelligence Manager,  Astellas – Greece

“Thanks Gary, this is a very good course with animated presentations and very helpful exercises.”

Lieve De Meutter, Business Intelligence Manager, Merck Sharp & Dohme – Belgium

“This is a great hands-on workshop. Gary is able to simplify pharma sales forecasting by breaking the process down and providing clarifying background information. Only an expert of his caliber can explain forecasting at such level of clarification.”

Koen Jacobs, Brand Manager, UCB – The Netherlands

“A very effective course, with simple examples as well as one integrated but staged exercise to work through over the 2 days.”

Avi Leaf, Marketing Manager, Takeda - UK

“Gary pitched things at the right level. His course offers a very nice mix of theoretical and practical content!”

Mark Darmody, Sales Analytics & Reporting Analyst, Shire - UK

"Very practical sessions, having the opportunity to correct some recurrent mistakes and clarify frequent doubts about the use of forecasting models. Very good presentation skills, Gary!"

Juan Miguel Quiles Martinez, Marketing Manager, Solvay - Spain

“I am truly relieved we did not just play with a model but looked at the rationale and the logics behind it, stepping back from the details. Also, Gary’s knowledge of therapeutic markets spans a wide spectrum, covering both primary and specialist care markets. Very good course, thanks!”

Elena Cavalli, Associate Brand Director, Astellas – UK

“Gary has got the rare ability to shrink very complicated concepts into a very understandable discussion over only 2 days.”

Claudio Lezzi, Marketing Manager, Helsinn Healthcare - Switzerland

“Gary Johnson’s pharma forecasting conference provides very insightful analyses and learning points.”

Peter Skov, Analysis & Forecasting Manager, LEO Pharma, Denmark

"An excellent rounded introduction to Pharmaceutical Forecasting. A quick tour through the key models over an interesting 2 days."

Jill Skinner, Director International Sales and Marketing Training, Shire - UK

"The Pharma Forecasting Course is a very good course, since it provided clear and actionable insights & tools. Both the overall content and Gary’s presentation skills are very good!"

Emmanuel Joubert, Senior Manager Market Research EMEA, Bristol-Myers Squibb - France

"Gary was engaging and an obvious expert who was able to pitch complicated issues at a level people could understand in a second language. The content of his forecasting seminar was very good: perfect combination of theory and practice! The academic foundation of the programme is something I appreciated strongly."

Strategic Marketing Director, Takeda - UK

"The Pharma Forecasting Course is developed and led by Gary Johnson, a very interesting and knowledgeable speaker. This course is definitely not a waste of time, whether you do forecast or not."

Ruslan Akhmadov, Business Development Analyst, Nycomed – Russia

"Gary Johnson is a good speaker with a lot of expertise and an inspiring look at forecasting of pharmaceuticals."

Filip Schurgers, National Project Manager, Wyeth – Netherlands

"As I am involved in forecasting, I found the pharma forecasting course very useful in terms of defining concepts and learning the logic behind defending good forecasting methodologies."

Revati Nehru, Project Lead Forecasting, Novartis – India

"This is an excellent forecasting course for Asian beginners."

Atul Saxena, Project Lead Forecasting, Novartis – India

"The Pharma Forecasting Course is a very good course, simple and comprehensive at the same time."

Victoria Revilla, New Products Business Analyst, Almirall - Spain

"An outstanding course that offered all: a well-structured, understandable and comprehensive introduction to a complex subject, lots of examples from daily practice, while leaving sufficient time to clarify individual questions and providing the opportunity for working groups. A valuable course for both,  newcomers as well as experienced participants, presented by an excellent speaker. All in all very recommendable!"

Monika Schuessler,  Executive Manager New Business Development, Janssen-Cilag - Germany

“This is the right course if you want to learn the fundamentals of pharma forecasting from a very good teacher (i.e. Gary Johnson)”

Mazin Soubt, Global Brand Manager, Novartis - Switzerland

“An interesting overview of how we have to manage forecasts in pharma markets. I am convinced that The Pharma Forecasting Course of Gary Johnson is one of the best.”

Radu Amzoi, Supply Chain and Launch Manager, Sandoz - Romania

"An excellent course covering both theoretical and pragmatic issues related to pharma forecasting. Of value to those already experienced in different forecasting techniques and approaches, as well as the uninitiated."

Alun Davies, European Marketing Intelligence Manager, Astellas Pharma Europe - UK

"Gary’s presentation skills are very good and he clearly has a high level of expertise. This is a very interesting course explaining the concept of forecasting. It makes me look forward to do my next forecast!"

Sonja Buyle, Director New Product Commercialization CNS, UCB - Belgium

"The Pharma Forecasting course gave me a new view on the discipline. From something I viewed as very complex and blurred in mathematical models to a discipline that actually builds on a combination of common sense and simple models. Gary is an excellent teacher - always exemplifying with real life examples. I can highly recommend the course. "

Jacob Glenting, Business Development Manager, ALK-Abello - Denmark

"Gary does not only have an impressive expert knowledge, he is also a superb teacher and highly flexible regarding questions from the audience - a rare blend of talents! Thank you for the great seminar and it was really nice meeting you. "

Thomas Temme, Business Development Associate, Paion – Germany

"It was an excellent course & organization. Probably one of the best I ever had (many exercises, clear messages and methods)! Superb!"

Solvejg Nasert, Global Strategic Marketing & Sales - Market & Portfolio Development, Intendis GmbH - Germany

"An excellent overview of how to forecast sales of pharmaceuticals in a rational way, as well as how to put into perspective used standards on the corporate or global level... Interesting and full of handy tips & tricks to improve and challenge forecasts!"

Kathleen Van den Eynde, Business Support & OTC Director, Sanofi-aventis - Belgium

"Gary is explaining the complex world of forecasting in pharma in an amazingly practical and understandable way"

Matthias Fleischer, Sr. Manager Sales Administration, Astellas Pharma - United Kingdom

"Based on his knowledge and experience, Gary knows how to bring the complex world of forecasting to his audience in a simple and practical way. This course is gracefully simple in its concept, but complete in its content. The theory is made easily understandable with examples, exercises and group work"

Urbain Gressens, Manager Market Research & Forecasting EMS, Eli Lilly - Belgium

"A lot of basic rules on forecasting can be derived from common sense or previous experience, however this also makes it difficult to defend your forecast when challenged. Gary Johnson's seminar on forecasting provides a good overview of the rules that apply in forecasting and how these are objectively supported by research. After following this course not only will you be able to provide better and more accurate forecasts but you should also feel more confident in presenting and defending your assumptions, hypotheses and predictions."

Frank Demeulenaere, Associate Director New Product Commercialization CNS, UCB - Belgium

"Gary Johnson wants to become a “Pharma Forecasting Guru”. I personally think: he is not so far away from it! The course was very useful for daily practice. Gary is able to present and teach a - on a first look - not very exciting topic in a very exciting, convincing manner. He gives useful tools and his book, given to the participants of the course, is more than useful for after-reading and learning."

Ulrike Hartmann, Medical Product Manager, Astellas Pharma GmbH - Germany

"Interesting information presented in an easy-to-understand way, mixed with exercises and little games, as well as many good examples. Gary is well versed in all aspects of the course. He is very knowledgeable in both forecasting and the pharmaceutical market"

Ingrid Heyne, Desk Research Specialist - Patient & Market Insight, UCB - Belgium

"An Evidence Based Approach" immediately applicable to practice! A great approach to this tough topic"

Albano Attrice, Product Manager Infectiology, UCB - Belgium

Tips & Insights from Gary Johnson


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