How Pharma Can Sharpen its Focus on Value-Based Partnerships

Posted by Nitin Jain on Fri, Apr 19, 2019

Ganesh Vedarajan and Joe Stevens co-authored this blog post with Nitin Jain.

Eastman Kodak Co. was in its heyday just a few decades ago before making a fatal flaw: The film manufacturer failed to adapt its business model to the surrounding forces. The company was too focused on manufacturing to see that digital technology was advancing the camera industry by improving the “outcome” for consumers. Pharmaceutical manufacturers face a similar challenge today: The business model is focused on manufacturing drugs, but patients are asking for better outcomes.


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Patient Centricity Is Important, but Customer Centricity Is Imperative

Posted by Pratap Khedkar on Mon, May 01, 2017

Paul Darling co-authored this blog post with Pratap Khedkar.

Patient centricity was the rallying cry at last month’s eyeforpharma event in Philadelphia, with many speakers echoing the sentiment that the patient is at the center of what we do. That’s great in theory, and it has always been true for pharmaceutical products, but here’s one of the main reasons why patient centricity remains more of a talking point than standard business practice: The pharmaceutical industry has little control over ensuring that a patient benefits from a particular medicine. The patient may be at the center, but pharma is at the periphery.


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Faster, Smarter, More Agile: How to Sell in Pharma When Doctors Become Employees

Posted by Jude Konzelmann on Tue, Nov 19, 2013

Single-physician and small-group practices aren’t going away entirely, but each year, more doctors merge into large group practices. Some will form enormous, multi-specialty practices, and in many cases, these group practices are integrating with hospital systems to form networks across settings of care.

The one-to-one selling approach to doctors that the industry has used for decades isn’t completely dead. But that approach is no longer as impactful as it was in the past, when practitioners had more significant influence on drug usage. The question on the mind of most biopharma sales leaders today is this:  How can our sales force interact with these new physician practices and health networks in which physicians are employees?


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