The traditional pharmaceutical commercial model was built for a market that no longer exists. Greater scrutiny of value, more complex customer relationships, new channels of engagement and mounting pressure on margins are forcing companies to reconsider how they organize, invest and compete. But recognizing the need for change is easier…
In its latest annual report, IQVIA showed that the 340B drug pricing program has continued to grow at double digit rates. In 2025, 340B drug sales grew by 20.3% year-over-year reaching $179.5B. If you adjust this data for missing 340B sales, IQVIA projects that the 340B program is “approximately $200B,…
After failing to obtain the needed votes required to include mandatory MFN legislation in his Big Beautiful Bill, President Trump has looked to other avenues to engage MFN pricing with the pharma industry, a position he signaled clearly in two Executive Orders in April and May 2025. Trump sent letters…
Industry insiders have voiced interesting skepticism in the face of what others outside the industry have described as much needed ground-breaking legislation aimed at curbing long-standing anti-competitive PBM practices. As I noted in a recent post, policymakers have acknowledged for years that opaque PBM practices have distorted drug pricing and…
Artificial intelligence is rapidly becoming embedded across the pharmaceutical industry, from drug discovery to commercialization. Yet as adoption accelerates, many organizations remain unclear about where AI creates real value and where it simply adds complexity. Rather than treating AI as a set of isolated use cases, pharma leaders should approach…
This year brought major shifts in the pharmaceutical landscape as the Trump Administration negotiated directly with manufacturers, used tariff threats to force lower prices and reshoring, issued new executive orders on affordability and introduced a national direct-to-consumer pricing model. With policy pressure rising, 2026 will require manufacturers to translate the…
