In her recent Industry Insights Columns for eyeforpharma, President Rita Numerof, Ph.D., addresses one of the most rapidly emerging trends in healthcare: the formation of integrated delivery networks (IDNs).

It’s no secret that healthcare delivery is consolidating. But many manufacturers haven’t adapted their commercial models to keep pace with their changing customers. While IDNs share the goal of managing cost and quality of care, how they go about doing this may vary by organization and manufacturers must understand what sets these large networks apart from traditional providers.

These merged organizations are using their newfound size to squeeze prices and shift decisions away from individual physicians. They’re also beginning to take on financial risk for their care and becoming even more value-conscious. To learn about three key requirements for successfully selling into this changing market, read Selling to IDNs: Strategies for Success and IDNs – What Pharma Needs to Know.

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