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

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What It’ll Take to Follow in Gottlieb’s Footsteps: Protect, Innovate and Scale

Posted by Pratap Khedkar on Thu, Mar 21, 2019

Matt Furlow co-wrote this blog post with Pratap Khedkar.

Scott Gottlieb’s nearly two-year stint as commissioner of the FDA is coming to an end, and with the ink on his resignation letter barely dry, Norman Sharpless was appointed acting head. Gottlieb is a tough act for the former director of the National Cancer Institute to follow, even temporarily. Gottlieb brought welcome change to the agency and excelled across three ideal FDA leader focus areas—to protect, innovate and scale up—when historically, the agency’s focus had been heavily skewed to protect, was slow to innovate and was cautious to scale up.

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Topics: generics, Pratap Khedkar, Biosimilars, pharma manufacturer, regulatory, Scott Gottlieb, FDA Commissioner, product approvals

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

DNA-Based Data Is a Hot Commodity, and Pharma Is Buying

Posted by ZS Editors on Wed, Aug 01, 2018

As the pharmaceutical industry continues along the path to precision medicine, drug discovery efforts are just one aspect of the business that increasingly will be fueled by data. A flurry of deals, including GlaxoSmithKline’s $300-million, four-year investment in 23andMe, gives us a window into how pharma companies are forming partnerships and striking deals to tap into stores of data to identify new R&D targets and fill clinical trials.

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Topics: pharma manufacturer, new partnerships, data acquisition strategy, patient data, genomic data, R&D targets

Better Decisions, Faster: Forecasting in Times of Change

Posted by Matt Wills on Fri, May 11, 2018

This post is the first in a four-part series on how pharmaceutical companies can elevate their forecasting operations.

Effective forecasts should inform many decisions, from earnings guidance to brand-level investment prioritization. To do that effectively, forecasters should be a strategic partner to the broader organization by supporting investment decisions and risk management. Achieving that partnership requires a forecasting organization that’s objective and data-driven, comprehensive and consistent across the portfolio and globally, constantly adapting to a changing healthcare and technology landscape, and focused on enabling real-time organizational decision-making and risk management.

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Topics: forecasting, Innovation, pharmaceuticals, operations, pharma companies, pharma manufacturer, strategic partnership, risk management, healthcare marketplace, forecasting in pharma

Get More Out of Your Next Strategy Workshop

Posted by Jennifer Curtis on Mon, Apr 23, 2018

Malik Kaman co-wrote this blog post with Jennifer Curtis. 

Strategy workshops help organizations explore how their actions can drive market events and competitor responses. They’re an internal exercise for the organization to prepare, debate and challenge internal assumptions and to assess strategic choices. When executed effectively, the workshop will challenge participants to define clear strategic objectives, inspire lively debate and encourage the critical evaluation of a diverse list of ideas.

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Topics: sales, marketing, Big Pharma, goals, Strategy, pharmaceuticals, competitive advantage, pharma manufacturer, strategy workshop

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