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

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Collaboration Sparks a New ‘Value of Drugs’ Discussion, and Pharma Needs to Speak Up

Posted by Joe Stevens on Wed, Feb 06, 2019

The industry’s current value and payment system is being scrutinized as pharma companies continue to expand their traditional, treatment-based drug discovery models to include potential cures. The Institute for Clinical and Economic Review (ICER) is collaborating with the U.K.’s National Institute for Health and Care Excellence (NICE) and the Canadian Agency for Drugs and Technologies in Health to address some of the perceived challenges in pharmaceutical valuation methodologies, namely how the industry should be evaluating high-cost, but potentially curative, treatments.

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Topics: Pharma, cell and gene therapy, Joe Stevens, pharma drug pricing, potentially curative treatments, value of a cure, price of clinical innovation, rebate structures

‘Beyond the Pill’ Offerings Strike a Chord with IDNs, But Face Regulatory Uncertainty

Posted by Joe Stevens on Fri, Oct 05, 2018

Paul Darling and Matt Ruple co-wrote this blog post with Joe Stevens.

As the shift to value-based care changes how healthcare is delivered in the U.S., provider organizations are realizing that strong internal collaboration helps to ensure that patients receive high-quality, cost-effective care. This trend also creates opportunities for pharma companies to partner with provider organizations to help doctors unlock more value from the medicines that they prescribe and to improve patient care. However, in some cases, pharma companies still struggle to convince providers of the value of “beyond the pill” offerings. And as the state of California’s lawsuit demonstrates, increased regulatory scrutiny presents yet another hurdle for these partnerships.

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Topics: patient adherence, beyond the pill, Joe Stevens, IDN partners, provider organization partnership tracker survey, reimbursement support, provider engagement, tracking patient outcomes

IDNs are Gaining Control Over Doctors' Prescription Pads and Pharma Should Take Note

Posted by Joe Stevens on Mon, Sep 10, 2018

Paul Darling co-authored this blog post with Joe Stevens.

Integrated delivery networks represent a growing percentage of pharmaceutical companies’ customer bases and, while they’re a heterogeneous target audience, their goals are relatively homogenous. My colleague Paul Darling and I covered this point in our previous post, but in a nutshell, our research has found that there are four common goals that can serve as conduits for manufacturers and suppliers to align effectively with their IDN partners: providing high-quality care and improving patient outcomes, reducing the cost of care delivery, boosting revenue, and improving the patient experience and satisfaction. IDNs also are interested in a common approach to achieving those goals: standardizing systems and processes across their various sites of care.

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Topics: Paul Darling, value-based payments, prescribing behaviors, pharma marketing, Joe Stevens, IDN partners, provider organization partnership tracker survey

What Do IDNs Care About? We Have the Data

Posted by Joe Stevens on Mon, Jul 16, 2018

Paul Darling co-authored this blog post with Joe Stevens.

Physicians continue to trade in the keys to their private practices in exchange for employee badges within large provider systems. Integrated delivery networks have become major players in healthcare delivery, and pharmaceutical and medical device companies are working hard to tailor their commercial approaches to suit these increasingly complex and diverse stakeholders, which is proving to be quite the challenge. As one industry executive recently told me, “If you know one IDN, you know one IDN.”

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Topics: patient outcomes, Paul Darling, IDNs, healthcare delivery, meaningful patient experience, standardization, high-quality care, Joe Stevens, integrated provider network, provider organization partnership tracker survey

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