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Selling to Complex, Evolving Customers

The Future of Medical Affairs: Impact of the Evolving Healthcare Landscape

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…

New Report Highlights Pharma Commercial Model Requires an Urgent Overhaul

Forbes

The pharmaceutical industry is in the midst of profound transformation. Downward economic pressures, a tightening federal regulatory environment and changes in competition and market expectations are upending the traditional pharmaceutical commercial model. As these pressures intensify, the need for a new model becomes increasingly evident. While many manufacturers are adapting,…

The Future of the Commercial Model: Snapshot of an Industry in Transition

While the pandemic has continued to accelerate changes to the pharma business model, other factors – healthcare consolidation, the upcoming election, passage of the IRA – are impacting all aspects of development, commercialization, and market access. In response to these market dynamics, manufacturers have been adapting their commercial approaches. But…

It’s Time for Pharma to Reimagine a New Role for Medical Affairs

Pharmaceutical Executive

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…