Healthcare companies are being challenged to reduce costs while delivering innovative, quality care.  Shrinking reimbursement, penalties for quality shortfalls, and increasing transparency of pricing are challenging traditional operating assumptions.

For pharmaceutical manufacturers, navigating these changes requires understanding how to effectively engage healthcare delivery customers that look and behave differently.  As providers become more integrated and take on more risk, manufacturers must develop commercial models that can adapt to this rapidly changing landscape.  Numerof & Associates’ Kim White and Christen Buseman discuss the emergence of integrated delivery networks (IDNs) and the critical steps manufacturers must take to meet rapidly evolving customer goals and successfully compete in the US market in their recently published article, When Care Models Collide.