News and Insights

Organizational Infrastructure

Expanding Your Market Access Capability

MD&DI

Historically, market access has been seen as the last step in the commercialization process. However, this orientation is increasingly out of step with market reality. Manufacturers face growing resistance from providers who, squeezed by shrinking reimbursement, require economic and clinical value data that establishes the marginal impact of a new product relative to…

Uses and Abuses of Dashboards

HealthLeaders Media

Dashboards provide an at-a-glance overview of progress against goals, and have gained wide acceptance as a tool for managing organizational performance. With good reason — when they provide a valid, holistic view of progress they focus attention on critical operational strengths and weaknesses, allowing corrective action to be taken where…

4 Cultural Challenges of Bundled Pricing

Becker's Hospital Review

Historically, a cardinal rule guiding decision making in hospitals was that administrators made decisions on administrative matters, but decisions impacting physicians and their practice of medicine could only be made by other physicians. However, as organizations respond to current cost and quality pressures by making pricing more transparent through bundling…

Retooling Your Sales Function to Ensure Market Access

eyeforpharma

Just as landmark scientific advances have accelerated the pace of innovation, rising costs and demands for affordable healthcare are challenging the economics and traditional business assumptions of the industry. Markets are becoming fragmented as physicians, providers, patients, and payers look for focused solutions that have optimal efficacy and safety profiles…

Rethinking Customers and Products

As the financial dynamics of the healthcare industry have become increasingly challenging, much of the healthcare insurance industry has defined its strategic response as doing what it’s always done, but for less. Insurers have gotten tougher in negotiations with providers and employers in order to pay for less. And repeated…

Reinventing Marketing to Reinvigorate Growth

PM360

The escalation of healthcare costs is rapidly changing the basis for competition in the industry. Across the world, payers are clamping down on healthcare costs by saying “no” to new products, line extensions, and, of course, price increases. Reacting to the prospect of exponentially increasing financial liabilities, payors of all…