A Sense of Purpose: The Role of the Field Force During COVID-19

Posted by Chris Morgan on Wed, Mar 25, 2020

Namita Powers, Tania Lennon and Saby Mitra co-wrote this blog post with Chris Morgan.

The most pressing challenge for our society is the impact that the COVID-19 pandemic is having on the global population and economy. Protecting the health of the population is the chief priority, and then stabilizing the economy is the next most urgent priority. However, as pharmaceutical companies navigate this challenging landscape, we find that leadership also is grappling with how to keep field teams engaged and productive during this uncertain time. With travel restrictions, bans on community gathering, work-from-home guidance and understandable restrictions on access to healthcare settings, leaders from across the pharma industry are asking some key questions:


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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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The Evolution of the Patient Experience

Posted by Ian Wilcox on Wed, Aug 28, 2019

With the healthcare business model constantly evolving, and new technologies continuously being adopted, the pharmaceutical landscape and the role of healthcare providers is sure to look radically different a few decades down the line.

I recently spoke with Dr. Roland Turck, managing partner of international biotech consulting firm TurckBio, about some of the biggest trends impacting pharma today, from AI to scientific advancements to bridging the divide between medical and commercial. Here are his thoughts on how the industry will evolve for patients and providers. 


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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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First Launch Commercialization Strategy: Go It Alone or Partner?

Posted by Renuka Agarwal on Fri, Feb 01, 2019

Ben Hohn, Cody Powers and Judith Kulich co-wrote this article with Renuka Agarwal.

The 2019 JPMorgan Chase Healthcare Conference kicked off with a bang as Eli Lilly announced its acquisition of Loxo Oncology for $8 billion. Loxo, a young biotechnology company that partnered with Bayer to launch its first asset, Vitrakvi, in 2018, isn’t a unique story: In today’s environment, the number of first launches for U.S.-based companies—defined by ZS as the first marketed assets of companies that have FDA “novel” status—is rapidly increasing. There were only three first launches from U.S.-based companies in 2011 compared to an astounding 16 first launches in 2018, primarily in oncology, according to ZS research.


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