UPFRONT VIRTUAL HOW | 40 MEMBER NEWS | 43 AD INDEX | 44 FOCUS CONTACTS | 45 CONTRIBUTING AUTHORS Shawn Andrews Mike Capaldi Dennis M. Falci Deborah Gioffre Jeff Kozloff Kevin Kruse Brian Lange Duncan Lennox Robert Lytle Christine MacAdams William Magagna Linda Morales David B. Nash Evelyn Nichols Joe Pulichino, Ed.D Alexis Skoufalos Tim Sosbe Carol Wells Focus is the official magazine of The Society of Pharmacutical and Biotech Trainers (SPBT). The society is governed by a board of directors, with management operations handled by an executive management group. The magazine is published four times a year and subscriptions are free to all members of SPBT. Nonmember subscriptions are $100 per annum. Focus is designed to provide members of the Society of Pharmaceutical and Biotech Trainers with news and analysis of training, reports on trends in training, commentary and opinion, and reports on news and activities of SPBT. FOCUS | SPRING 2013 | www.spbt.org 5 FROM THE PRESIDENT Got Business Acumen Training? By Carol Wells Sales have moved beyond simple selling skills. Today’s reps need a well-rounded view to be strategic partners. 11 GUEST EDITOR The Time for Patient-Centric Training By Evelyn Nichols With the patient at center stage, the curtain is rising on a new world for healthcare. It’s an opportunity for training’s star to shine. 13 FRONT OF THE ROOM Mastering the Guest Speaker Experience By Brian Lange Guest speakers bring new voices to class, but you have to keep control. Brian offers some solutions for before, during and after. 15 VIEWPOINT The Sunshine Act: Partners for Healthy Dialogues By Mike Capaldi Ready for more regulation? Partners for Healthy Dialogues is leading the conversation to prepare life sciences professionals. 46 5 QUESTIONS 5 Questions with … Maynard Webb By Kevin Kruse Kevin speaks with author and advisor Maynard Webb about “rebooting work” into an innovative and inspiring experience. 9http://www.spbt.org