News and Insights

New Commercial Models

The Future of the Commercial Model: Post-Pandemic Insights

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.…

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…

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…

Covid-19 Accelerates the Need for a New Commercial Model

As leadership focuses on the trauma of Covid-19 across healthcare delivery and the challenges it presents, it is easy to forget that the traditional commercial model was under serious stress before the pandemic. Consolidation across delivery, changes in product decision-making, and growing limitations on access were making that model increasingly…