COVID-19 and Pharma’s In-Person Sales Model

Posted by Pratap Khedkar on Mon, Mar 16, 2020

Daniel Brox co-authored this post with Pratap Khedkar.

As the world continues to monitor the spread of COVID-19, industries of all kinds have little choice but to change on the spot: Educational institutions are quickly transitioning their lessons online and dine-in restaurants are joining the delivery service industry. As measures like lockdowns and social distancing continue to be enforced amid the public health crisis, pharma needs to figure out what that means for the traditional rep-centric model. Putting a stop to in-person physician promotions would reduce traffic across sites of care (for locations that haven’t already restricted access), thereby lowering the spread of disease to healthcare workers, patients and the reps themselves. It’s the responsible thing to do but enforcing a work-from-home mandate—even temporarily—will be challenging. Big disruptions like these are sure to affect everyday business, but they also hold opportunities to rethink existing approaches and try out new ideas.


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Data Alone Can’t Make Health Improvements Happen

Posted by Pratap Khedkar on Thu, Nov 14, 2019

The data changing hands in the new data-driven healthcare partnership between Google and St. Louis-based health system Ascension runs the gamut from patient names and birth dates to lab results and previous hospitalizations. The duo may have its sights set on using this information to personalize care and lower costs, but data privacy alarms are going off everywhere, raising questions about who really owns patient medical records and whether the benefits of sharing patient data outweigh the risks to the patient/consumer.


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Innovation Is Healthcare’s New Normal

Posted by Pratap Khedkar on Fri, Aug 02, 2019

Sometimes it’s hard to keep in mind that healthcare was once considered a stodgy, conservative industry—at least by outsiders. Advances in care development and delivery happened, but the healthcare experience was generally the same as it had been decades before, as were the business models leveraged across the healthcare landscape. We’d grown, maybe not comfortable with, but accepting of the status quo.


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Technology, Patient Centricity and Disruption Remain Top of Mind for Health System Execs

Posted by Pratap Khedkar on Thu, May 02, 2019

I recently joined more than 4,000 attendees at the Becker's Hospital Review 10th Annual Meeting, held in Chicago in early April, to learn about the most pressing issues in the hospital and health system arena from a deep bench of industry experts. Interesting insights emerged across three of the critical themes that the healthcare industry is contending with, which got me thinking:


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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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