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The Active Ingredient features expert insights and commentary from leaders of ZS Associates' global pharmaceuticals practice.

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How to Survive in Pharma's Payer-Empowered World

Posted by Ed Schoonveld on Fri, Feb 15, 2019

This blog post was originally published on ZS's pricing and access blog, The Price of Global Health.

Until recently, commercial success for a prescription drug mainly involved getting the drug on payer formulary and creating pull-through with sales force efforts toward physicians. Success was defined as securing full, unrestricted access and building significant share through share of voice. The rapidly rising cost of healthcare, new emerging pharmaceutical technologies with breakthrough potential, public concerns over drug pricing, and a gradual shift from fee-for-service to value-based payment models are transforming the pharmaceutical market. Today’s market is much more complicated, as public and private payer management is more restrictive, medical communities are more willing to engage in value vs. cost trade-offs, and providers are taking a more holistic and integrated healthcare delivery focus.

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Topics: healthcare ecosystem, payers, value-based payments, pharma manufacturer, pharma landscape, pharma commercial model, patient value, pharma decision-making, access journey

Physicians, Payers and Patients Want Evidence, and Med Affairs Knows How to Deliver

Posted by Pratap Khedkar on Wed, Jan 16, 2019

As the pharmaceutical industry continues to stack up scientific breakthroughs, there’s a growing need for experts within pharma organizations who can articulate deep disease knowledge, link clinical results to outcomes, and demonstrate product value. As luck would have it, a small department that’s well suited to the task has steadily been building its capabilities and expanding its reach into new areas. Medical affairs, once a little-known entity, is making its mark on the industry, but if leveraged properly, its impact could be even greater.

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Topics: Pratap Khedkar, healthcare ecosystem, Sarah Jarvis, medical science liaisons, clinical evidence, collaboration, drug development and commercial, medical affairs, communicate scientific complexity

Bezos, Buffet and Dimon Bring in Part-Time CEO Gawande: Who Will Be the Muscle?

Posted by Paul Darling on Mon, Jun 25, 2018

Pratap Khedkar co-wrote this blog post with Paul Darling.

Boston-based Atul Gawande needs a new name plate as he adds CEO to an already long list of titles including surgeon, professor, writer and executive director. Gawande is a crusader who’s focused on improving healthcare delivery and accessibility, so company leaders Jeff Bezos, Warren Buffett and Jamie Dimon are confident that Gawande’s background and passion make him the ideal ambassador to advocate for and deliver a revamped healthcare experience for their collective employees in their joint healthcare entity, which we like to call “BerkshAmazMorgan.” For Gawande, this chief executive post likely is an appealing opportunity to experiment with an entirely new care delivery paradigm that one day could be applied outside these corporations’ walls.

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Topics: Pratap Khedkar, healthcare ecosystem, Paul Darling, healthcare delivery, BerkshAmazMorgan, health management, employer-driven healthcare

Conference’s Underlying Message: Change or You’ll Be Left Behind

Posted by Paul Darling on Thu, Apr 26, 2018

Joe Stevens, Jude Konzelmann and Jaideep Bajaj co-wrote this blog post with Paul Darling.

Becker’s Hospital Review’s ninth-annual meeting in Chicago earlier this month left us with several aha moments, but if we boil it all down into one actionable insight, it’s to focus on customer and patient centricity.

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Topics: customer centricity, Customer Management, healthcare ecosystem, Paul Darling, pharma companies, hospital providers, Becker's Hospital Review

Ready for Your Customers to Tear Down Some Walls—and Build Others?

Posted by Paul Darling on Wed, Apr 25, 2018

The walls are coming down throughout the healthcare ecosystem as cross-industry M&A activity continues. From Walmart’s interest in Humana to Cigna’s push for Express Scripts, vertical integration is pairing up pharmacies, payers and PBMs. Healthcare sectors once separated by rigid corporate HQs now will be separated by the flimsy, pushpin-filled walls of office cubicles. Such deals abound across the healthcare landscape, and in corporate America, too, where companies—many of which already act as their own payers—are teaming up with providers to offer in-house healthcare options to employees.

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Topics: vertical integration, healthcare ecosystem, consolidation, value proposition, pharma companies, commercial transformation, B-to-B selling, device manufacturers, new partnerships, Southwest Airlines

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