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

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Despite the FTC’s Objections, a Mega-Provider Healthcare System Could Be on the Horizon

Posted by Paul Darling on Wed, Aug 03, 2016

The current U.S. healthcare climate seems to produce a significant announcement each week of a hospital merger or acquisition. In fact, more than 100 provider mergers are anticipated for 2016. Amidst all of this M&A activity, the Federal Trade Commission (FTC) has been issuing and winning antitrust challenges for many of the larger provider M&As. Until recently, the FTC has been undefeated in all of the cases that it has challenged.

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Topics: Pharmaceutical, m&a, Paul Darling, mergers, Advocate, commercial model, local healthcare market, providers, FTC, NorthShore

Patient Services vs Servicing Patients

Posted by Seth Goodman on Wed, Jul 29, 2015

By now, most pharma brands can rightly claim they provide patient services: Support for benefits enrollment? Check. Co-pay cards? Check. Disease education and management tools? Check and check.

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Topics: Pharmaceutical, consumerization of healthcare, Seth Goodman, patient services

Prescription Market Stakeholders to Drug Makers: Show Us the Value

Posted by Ed Schoonveld on Tue, Jun 23, 2015

The U.S. market for prescription drugs has evolved significantly over the last few years. High and increasing costs of healthcare, together with changes related to the Patient Protection and Affordable Care Act (ACA), have been at the forefront of discussions. Health insurance coverage for previously uninsured, institution of Accountable Care Organizations (ACOs) and various other healthcare quality and efficiency initiatives have also been prevalent topics.

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Topics: Pharmaceutical, pharmaceutical industry, Pharma, Pharma Industry, Drug pricing, Ed Schoonveld

Unlock Large Customers’ Doors With Key Account Management

Posted by Bill Coyle on Mon, Feb 02, 2015

As key account management (KAM) becomes more prevalent for pharmaceutical companies trying to court large clients, how are they actually implementing it? And what challenges are they facing as they try to do so?

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Topics: Pharmaceutical, Bill Coyle, sales management, hospital, key account management

Patients Turn to Caregivers for Help, as Should Pharma Marketers

Posted by Jennifer Gold on Tue, Dec 02, 2014

Many industries recognized long ago the value in learning from a consumer’s key influencers: friends, family members and peers. Seeking decision-making insights, consumer goods, technology and financial services industries routinely engage a moderator to, for example, identify a focus group’s collective motives for buying, say, soap or selecting a retirement plan. Meanwhile, the pharmaceutical industry often ignores a patient’s closest caregivers, who strongly influence treatment decisions.

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Topics: Pharmaceutical, key influencers, HCP, Patients, market research, health care Decisions, Caregivers, Health Care Providers, Jennifer Gold, Diagnosis

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