Pharmaceutical executives are waking up to a hard new reality. The winds of healthcare economic change, accelerated by a historic pandemic, have upended the old “feet on the street” commercial sales playbook by which they successfully operated for good. Whether pharma leaders like it or not, the future of the…
While the pandemic has continued to accelerate changes to the pharma business model, other factors – healthcare consolidation, the upcoming election, bipartisan support for direct negotiation – are impacting all aspects of development, commercialization, and market access. In response to these market dynamics, manufacturers have been adapting their commercial approaches.…
For years, lawmakers have been chomping at the bit to reduce the perceived power of the pharmaceutical industry — once the crown jewel of American business. Their efforts have finally come to fruition with the signing into law of the misnamed Inflation Reduction Act. The law, in part, allows Medicare…
Among the many trends accelerated by the pandemic was the overhaul of pharma’s commercial model. It was tacitly understood to be ripe for change – the cost was increasingly conspicuous, and the results increasingly suspect. The prior model had grown out of step with field realities. Employed physicians had less…
The pandemic has dramatically accelerated many changes across healthcare, and one of them is redefinition of Medical Affairs’ role in commercialization. The shift to virtual detailing and the increased focus on economic and clinical value have implications for Medical Affairs well beyond staffing numbers. These changes demand that Medical Affairs…
