The Healthcare Landscape Has Shifted. How Will Pharma’s Commercial Resource Planning Respond?

Posted by Pratap Khedkar on Mon, Nov 19, 2018

This is the first post in a three-part series on commercial resource planning.

The ground is shifting under pharma companies’ very foundations. Pharma’s customer bases are transforming, as private practices give way to complex provider systems, and influence over treatment decisions spreads well beyond the physician. The role of the end user is changing as the patient journey grows increasingly intricate and individualized. Data, analytics and other technologies are changing the way that therapies are developed, delivered and assessed. Value is edging out volume as the primary performance metric—and the definition of value varies by stakeholder.


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Trump’s Medicare Pricing Policy Could Mean Big Disruptions to Medical Benefits

Posted by Howard Deutsch on Tue, Nov 13, 2018

Gustavo Poblete co-authored this blog post with Howard Deutsch.

The Trump administration rolled out a significant policy proposal aimed at reducing the prices that Medicare pays for prescription drugs covered under the Part B medical benefit. While the policy is positioned as a “pilot” covering half the country, it will, if implemented as proposed, bring substantially greater disruption to drug pricing, contracting and distribution than purportedly envisioned by the government. Manufacturers with drugs covered under the medical benefit will need to fully reevaluate their strategies to adapt.


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What the Changes in DTC Spending Mean for Pharma Companies

Posted by Sharon Suchotliff on Mon, Nov 12, 2018

Hensley Evans co-wrote this blog post with Sharon Suchotliff. 

In our previous blog post, we shared three key trends that are driving direct-to-consumer marketing into a state of flux. These forces—the exit of big DTC spenders due to loss of exclusivity, specialty brands driving investment in TV only, and shifts in consumer behavior and marketing mix—are behind the 4.7% decline in spending that we saw between 2016 and 2017.


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From Good to Great: To Accelerate Growth, Look Inward

Posted by Yasasvi Popuri on Thu, Nov 08, 2018

How can we identify and realize growth opportunities? That’s the multibillion-dollar question that looms large on the minds of pharma and biotech companies when their drugs enter the maturation phase. In our experience, pharmaceutical and biotech companies take one of two broad approaches to address this problem: understanding and addressing the provider, patient or payer barriers or diving deeper into field force effectiveness to improve the customer experience. The choice of approach depends on whether marketing or sales leadership initiates the franchise-wide pursuit of additional growth opportunities.


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Who’s the Real Target of Trump’s Medicare Price Policy?

Posted by Howard Deutsch on Mon, Nov 05, 2018

Bill Coyle, Pratap Khedkar and Gustavo Poblete co-authored this post with Howard Deutsch.

When President Trump announced at the Department of Health and Human Services that the federal government would be taking “revolutionary” action on drug prices, he had harsh words for the “global freeloading” by foreign nations that demand low prices while saddling Americans with the high prices that fund pharmaceutical industry R&D. And he came with a plan: Medicare Part B prices will be lowered by indexing to drug prices in other wealthy nations.


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