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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 Biopharma Companies Can Adapt to Industry Changes: Step Three

Posted by Jude Konzelmann on Mon, Jun 19, 2017

Karan Dhundia co-wrote this blog post with Jude Konzelmann.

In the first and second parts of our blog series, we discussed two steps for adapting to the evolving healthcare landscape, which has seen massive shifts when it comes to delivering care, assessing value and reaching customers. Here’s the third step.  
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Topics: Jude Konzelmann, Pharma, Commercial Operation, healthcare ecosystem, sales force design, biopharmaceuticals, local healthcare market, karan dhundia, commercial organization design

How Biopharma Companies Can Adapt to Industry Changes: Step Two

Posted by Jude Konzelmann on Wed, May 17, 2017


Karan Dhundia co-wrote this blog post with Jude Konzelmann.

In our last blog post, we discussed three pressing challenges for commercial organizations within the biopharmaceutical industry: the increasing evolution and (often uneven) consolidation of healthcare customers, the complexity of each geography’s key influencers and how they work together to deliver care in different therapy areas, and stakeholders’ inconsistent definitions of value. To address these challenges, we proposed a four-part transition framework—covering deployment, roles, structure and marketing—and we delved into step one: the reorganization of field-based commercial personnel. Now let’s get to step two.

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Topics: Jude Konzelmann, commercial operations, Pharma, Sales force decisions, Sales operations, healthcare ecosystem, sales force design, biopharmaceuticals, local healthcare market, karan dhundia, commercial organization design

How Biopharma Companies Can Adapt to Industry Changes: Step One

Posted by Jude Konzelmann on Wed, Apr 19, 2017

Karan Dhundia co-wrote this blog post with Jude Konzelmann.

Today, commercial organizations in the biopharmaceutical industry face a number of challenges that are forcing them to adapt. The first challenge is that as their customers—the physician practices, hospitals, insurers and provider networks that deliver healthcare—have consolidated and evolved, they’ve done so in a very uneven way across geographies. This leaves healthcare delivery in Salt Lake City operating very differently from healthcare delivery in Miami, as an example.

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Topics: Jude Konzelmann, healthcare ecosystem, biopharmaceuticals, local healthcare market, regional sales deployment, sales force deployment, karan dhundia, commercial organization design

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