News and Insights

New Commercial Models

5 Tips On How To Compete in Bundled Care Environment


On the morning of April 1, hospital and medical device company executives woke up to yet another new chapter in bundled pricing — CMS’ Comprehensive Care for Joint Replacement (CJR) initiative. Unlike the Bundled Payments for Care Improvement (BPCI) programs that preceded it, there is no opt-out clause for the…

Planning for Success in an IDN Environment


Increasingly, manufacturers are feeling pressure to modify their commercial models in light of changes in the market environment. As healthcare delivery organizations consolidate into integrated delivery networks (IDNs) product decision-making processes are changing. The shift to institutional decision-making impacts how purchase decisions get made, by whom, and the criteria used,…

The Three Critical Steps Needed for Building a New Commercial Model


Driven by new reimbursement requirements from CMS (and echoed by private payers), healthcare delivery organizations are facing an unprecedented increase in their accountability for the quality and cost of care. This has profound implications for the commercial approach that manufacturers take to the market. One clear consequence of this increased…

Adapting to the Evolving Healthcare Delivery Marketplace


Earlier this year, HHS secretary Sylvia Burwell announced that by 2018, at least half of all Medicare payments would be made through programs that put providers at risk for quality, cost, or value. On the heels of that announcement came another by the Health Care Transformation Task Force that also…

When Care Models Collide

Pharmaceutical Executive

Healthcare companies are being challenged to reduce costs while delivering innovative, quality care. A host of factors—shrinking reimbursement, penalties for quality shortfalls, more assertive payers, and the increasing transparency of provider pricing—are challenging traditional operating assumptions. Some of these changes are mandated by recent legislation, and others are market responses…

Practical Healthcare Reform and the Impact of Change


As a consequence of recent healthcare reforms, providers are facing increasing financial pressure. This pressure has resulted in new market structures and dynamics that are affecting pharmaceutical and medical device manufacturers’ commercial business models. In this article we will explain how reform has altered the landscape, why manufacturers need to…