Specialty Pharmacy: Talk the Marketing Talk Success Factors of Specialty Sales
|
|
- MargaretMargaret Turner
- 5 years ago
- Views:
Transcription
1 Specialty Pharmacy: Talk the Marketing Talk Success Factors of Specialty Sales Kristen Akervik Sales Director, Sterling Specialty Pharmacy 1
2 Disclosure Kristin Akervik, Sales Director, Sterling Specialty Pharmacy Services declares no conflicts of interest or financial interest in any product or service mentioned in this program, including grants, employment, gifts, stock holdings, and honoraria. Learning Objectives Outline techniques for assessing your prescriber market for specialty prescriptions. Discuss key drivers of value for specialty payers. Create a value based marketing pitch to providers and payers. 2
3 Goal The goal of today s program is to gain an understanding of the specialty sales process including sales foundation and execution. At the conclusion of this presentation, participants will be able to: 1. Identify the steps included in an effective specialty sales process. 2. Discuss techniques for assessing prescriber market for specialty prescriptions. 3. Give examples of key drivers of value for specialty providers. 4. Create a value based marketing pitch for providers. 3
4 What is Specialty Pharmacy? High cost, high touch medications to treat chronic and/or rare diseases More complex care plans to maintain, administer, and monitor than traditional drugs Designed to manage distribution, dispensing, clinical management, reimbursement, patient care and education Key Drivers of Value: Providers Key drivers of value for providers: Save time & simplify Reduce administrative burden Prior authorization assistance Co pay cards/foundation research Warm transfers Increase adherence/compliance Improved outcomes 4
5 Key Drivers of Value: Payors Ability of Specialty Pharmacy to: Reduce inappropriate utilization Ensure appropriate dose of medication Reduce drug acquisition cost Coordinate reimbursement and eligibility Improve compliance Reporting metrics & capabilities Effective CUSTOMER MANAGEMENT Effective SALES STRATEGY Proven SALES PROCESS Strong SALES LEADERSHIP Successful Sales Foundation Strong SALES TALENT 5
6 The Right Fit Identifying Strong Sales Talent Knows how to prospect & find accounts Get past gatekeepers Creates value with customer Manages time and territory Promotes your pharmacies strengths Follow through Sales Talent Characteristics of Top Performing Sales Representatives: Sense of urgency regarding client needs Understand long term implications of every short term decision. Entrepreneurial attitude. RESULTS ORIENTED! 6
7 Sales Talent What to Watch Out For Spending too much time on non sales activity Lots of activity with little results No sense of results or ROI with accounts The UPS syndrome Strong Sales Leadership Ask the right questions. Carefully listen to the answers. Working partnership between you and your sales person. 7
8 Goal Setting Key Differentiators Therapeutic Categories of Specialization Special clinical programs Unique ways of providing service What is YOUR key differentiator? 8
9 Differentiator to Strategy Therapeutic Categories of Specialization Sales strategy calling on specific providers that align with your focus? Special clinical programs Marketing initiative around a certain clinical program you ve developed? Unique ways of providing service Creating a service standard that translates into a marketing strategy? 6 Step Sales Process 1. Prospect 2. Qualify Account 3. Needs Discovery 4. Satisfy Needs 5. Objections 6. Close 9
10 Prospecting Finding new customers Territory planning geography and service area Target specialists based on the disease states you service Potential lead generators CRMs, internet, provider databases Pharma reps develop relationships that will open doors and be mutually beneficial. Qualify Accounts Volume new patients/month/qtr? Top 3 5 payors Ability to access decision maker Relationship with another specialty pharmacy? Office protocols and ROI Who handles PA process? 10
11 Needs Discovery Ask open ended questions based on your pharmacy strengths How do they handle prior authorizations? Do they deal with many different payors? Would they like assistance with co pay cards and foundation research? Would they like to warm transfers? Clinical programs Satisfy Need 11
12 Satisfy Unique Needs of the Customer Simplify the process One point of contact Seamless process for patient and provider Improved outcomes Patient education and follow up Objections We let the patient decide. Insurance mandates where the prescription goes. Arrangement with competitor Used to a certain company habit 12
13 Managing Customers/Territory 1. Create a customer database 2. Pre/post call planning, routing and frequency. 3. Management/reporting tool. 13
14 Success Factors in Place? Do you have the infrastructure in place to satisfy provider and payor needs? What are your differentiators? How will you articulate that message? Who will you target? Will you follow a sales process? Questions? 14
15 Kristen Akervik Sales Director Sterling Specialty Pharmacy Specialty Pharmacy: Talk the Marketing Talk Sheila Arquette Executive Director, National Association of Specialty Pharmacy 15
16 Disclosure Sheila Arquette, Executive Director, National Association of Specialty Pharmacy declares no conflicts of interest or financial interest in any product or service mentioned in this program, including grants, employment, gifts, stock holdings, and honoraria. Unique Patient/Prescriber/ Payer Needs Drive Specialty Pharmacy Benefit Investigation/ Verification Navigating the Prior Authorization Process Payer requirements Utilization management edits, preferred products, formulary compliance Facilitation/coordination of patient and prescriber requirements Coverage denials/appeals processing Facilitation of Copay Assistance Manufacturer sponsored assistance programs Foundational financial support 16
17 Extension of the Physician office Securing ongoing referrals Provider satisfaction Coordination of Care 5Ps: Patient, Prescriber, Payer, drug Pipeline, Pharmaceutical manufacturer Patient Satisfaction Standardized Survey Tool? Data Capture/Outcomes Reporting Manufacturer Payer FDA/REMS Accreditation Innovation Patient Compliance & persistency Frequency and mode of communication Cost containment: Bending the Curve Split fill programs Medical drug management Payer partnerships Patient Satisfaction Provider Satisfaction MPR Data collection/outcomes measurements 17
Specialty Pharmacy 101
Specialty Pharmacy 101 The Landscape of Specialty Pharmacy Services DATE: October 27, 2011 NAME: TITLE: Clinical Pharmacist, Serve You Agenda Define specialty pharmacy Examine market trends and current
More informationA High-Touch Approach to Improving Patient Access. Using field support to navigate reimbursement challenges
A High-Touch Approach to Improving Patient Access Using field support to navigate reimbursement challenges For the brand and reimbursement teams who must develop commercial strategies for the biopharmaceutical
More informationRoad Map to Starting a Specialty Pharmacy
Road Map to Starting a Specialty Pharmacy Nine Essential Destinations on the Route to Success Written in conjunction with Mediware and Suzette DiMascio, President/CEO of CSI Specialty Group 1.888.MEDIWARE
More informationThe New Age of IDNs. Six Reasons to Sharpen Your Strategy
The New Age of IDNs Six Reasons to Sharpen Your Strategy Many pharmaceutical companies struggle to figure out the right level of investment in creating and executing an IDN strategy. If your organization
More informationCommercial Pricing and Contracting 101
Commercial Pricing and Contracting 101 Reimbursement and Contracting CBI Conference Philadelphia, PA February 4, 2016 Althea Danzey, Director of Contracting Tina Still, Senior Manager of Contracting Eisai
More informationCerpassRx Member Handbook
CerpassRx Member Handbook Welcome CerpassRx is pleased to administer your prescription benefit plan. About Us CerpassRx is an innovative Pharmacy Benefit Administrator that offers access to pharmacies
More informationPolicies Approved by the 2018 ASHP House of Delegates
House of Delegates Policies Approved by the 2018 ASHP House of Delegates 1801 Unit Dose Packaging Availability To advocate that pharmaceutical manufacturers provide all medications used in health systems
More informationWendy Poirier, Director of Towers Watsons Canadian Health & Group Benefits Practice talks about the Canadian Rx Coalition
EXCLUSIVE INTERVIEW: Wendy Poirier, Director of Towers Watsons Canadian Health & Group Benefits Practice talks about the Canadian Rx Coalition Today I am pleased to interview Wendy Poirier Director of
More informationCharting a Steady Course
2 0 1 6 BENEFITS STRATEGY & BENCHMARKING SURVEY INDUSTRY ADDENDUM ENERGY Charting a Steady Course Survey Overview Gallagher s 2016 Benefits Strategy & Benchmarking Survey provides insights into how benefit
More informationSpecialty Pharmacy: Issues and Opportunities
Specialty Pharmacy: Issues and Opportunities Samm Anderegg, Pharm.D., MS, BCPS, CEO, DocStation Jocelyn Keegan, Payer/Provider Product Lead, Point of Care Partners Samm Anderegg, Pharm.D., MS, BCPS, CEO,
More informationUsing business intelligence for strategic advantage in REMS Received (in revised form): 23 rd November 2010
Original article Using business intelligence for strategic advantage in REMS Received (in revised form): 23 rd November 2010 Ashwin Mathias is a manager at ZS Associates. He has 8 years of experience in
More informationUPS Healthcare Supply Chain Vital Signs
UPS Study Executive September 2017 START 2017 UPS Survey 2017 United Parcel Service of America, Inc. 1 An industry growing more complex: managing competition, compliance and costs Pharmacies are grappling
More informationBest Practices for Program Success. Solutions at the Shelf from Rx EDGE. Rx EDGE. Pharmacy Networks. Media That Delivers
Best Practices for Program Success Solutions at the Shelf from Rx EDGE Rx EDGE Pharmacy Networks Media That Delivers White Paper - 2017 Welcome! This is your Solutions at the Shelf best practices road
More informationDEMONSTRATING YOUR MEDICINE S VALUE TO ALL STAKEHOLDERS TRUSTED COMMERCIALIZATION AND MARKET ACCESS EXPERTISE
CATALYSTS DRIVING SUCCESSFUL DECISIONS IN LIFE SCIENCES DEMONSTRATING YOUR MEDICINE S VALUE TO ALL STAKEHOLDERS TRUSTED COMMERCIALIZATION AND MARKET ACCESS EXPERTISE WHEN COMMERCIALIZING A MEDICINE, IT
More informationPharmacy 201 Session 2
Pharmacy 201 Session 2 Session 1 Assignment 1 Does the Client/Prospect Have a Pharmacy Contract? 2 How Long is the Term of the Contract or Agreement? 3 Is the Client/Prospect currently in a carved-in or
More informationShifting Pharma Sales Models. Text for a pull out can go heretext for a pull out can go heretext for a pull out can go
Text for a pull out can go heretext for a pull out can go heretext for a pull out can go Text for a pull out can go here Text for a pull out can go here Shifting Pharma Sales Models to Focus on Providing
More informationHEALTHCARE HIGHWAYS RX NEW MEMBER PACKET
Honest HIGH-TOUCH Compassionate SUPPORTIVE Proactive CREATIVE HEALTHCARE HIGHWAYS RX NEW MEMBER PACKET WELCOME HEALTHCARE HIGHWAYS RX IS PLEASED TO HAVE BEEN SELECTED TO ADMINISTER YOUR PRESCRIPTION BENEFIT
More informationManaged Services for High-Growth Biopharmaceutical Companies. Centralize, optimize and scale your contingent workforce program
Managed Services for High-Growth Biopharmaceutical Companies Centralize, optimize and scale your contingent workforce program We manage your contingent workforce, allowing your business to grow Fast-growing
More informationDynamic Prescriber Pull-Through Messaging Proven Effective at Growing Share
Dynamic Prescriber Pull-Through Messaging Proven Effective at Growing Share Targeted pull-through messages demonstrated to be more effective with increased frequency A PRECISION BRIEF Introduction Healthcare
More informationCutting Edge Information
Cutting Edge Information http://www.marketresearch.com/cutting Edge Information v3179/ Publisher Sample Phone: 800.298.5699 (US) or +1.240.747.3093 or +1.240.747.3093 (Int'l) Hours: Monday - Thursday:
More informationWORKSHOP B Monitor MSL and Field Force Compliance
WORKSHOP B Monitor MSL and Field Force Compliance Jeremy Lutsky Sr. Legal & Compliance Counsel Theravance Biopharma US, Inc. Alison Benincasa Associate Director, Specialty Markets Compliance Christine
More informationInnovative Approaches to Saving Patients Money on Prescription Drug Costs
Innovative Approaches to Saving Patients Money on Prescription Drug Costs April 2018 1 Innovative Approaches to Saving Patients Money on Prescription Drug Costs Executive Summary As prescription drug prices
More informationInflation Near 10% Drug Price Growth Nearly Flat at 0.2%
Drug Trend Report 2017 Despite AWP Inflation Near 10% CVS Health Kept Drug Price Growth Nearly Flat at 0.2% and Adherence Improved Drug Trend Report 2017 In 2017, despite AWP inflation ~10% our strategies
More informationMaximizing Market Access: THE 5 MOST CRITICAL QUESTIONS TO ASK WHEN LAUNCHING A SPECIALTY DRUGS
Maximizing Market Access: THE 5 MOST CRITICAL QUESTIONS TO ASK WHEN LAUNCHING A SPECIALTY DRUGS by Jan Nielsen, division president, Access & Patient Support Are You Asking the Right Questions? We ve all
More informationSummary of the Actions of the ASHP House of Delegates. June 3 and 5, 2018
Summary of the Actions of the ASHP House of Delegates June 3 and 5, 2018 The House of Delegates Ultimate authority over ASHP professional policies One annual session consisting of 4 meetings: 2 meetings
More informationImpacting R&D through pharmapayer collaboration: the AstraZeneca-HealthCore Partnership. John Cai, AstraZeneca Siddhesh Kamat, HealthCore
Impacting R&D through pharmapayer collaboration: the AstraZeneca-HealthCore Partnership John Cai, AstraZeneca Siddhesh Kamat, HealthCore Outline Challenges faced by pharma R&D and the need for Real World
More informationPharmacy Benefit Drug Trends and Pipeline Casey Robinson, PharmD, MBA, Cigna Pharmacy Management
Pharmacy Benefit Drug Trends and Pipeline Casey Robinson, PharmD, MBA, Cigna Pharmacy Management Disclosure and Conflict of Interest Pharmacist Objectives Dr. Robinson declares no conflicts of interest,
More informationPharmacy Benefit Drug Trends and Pipeline. Casey Robinson, PharmD, MBA, Cigna Pharmacy Management
Pharmacy Benefit Drug Trends and Pipeline Casey Robinson, PharmD, MBA, Cigna Pharmacy Management Disclosure and Conflict of Interest Dr. Robinson declares no conflicts of interest, real or apparent, and
More informationSpecialty Pharmacy: Inside the Innovation. Tim Davis, Pharm.D. General Manager PANTHERx Specialty Pharmacy
Specialty Pharmacy: Inside the Innovation Tim Davis, Pharm.D. General Manager PANTHERx Specialty Pharmacy Learning Objectives 1. Identify the differences between unique practices of pharmacy including
More informationGENOTROPIN committed to personalized patient support
active malignancy. Because growth hormone deficiency may be a sign of pituitary or other brain tumors, the presence of such tumors should be ruled out before trement is initied. Somropin should not be
More informationImportant Prescription Benefit Information
Important Prescription Benefit Information Prepared Exclusively for: Wichita Center for Graduate Medical Education HDHP Plan medtrakrx.com Welcome to MedTrakRx Dear Member: This booklet contains important
More informationYASHAJIT SAHA & ABHISHEK SHARMA, SUBJECT MATTER EXPERTS, RESEARCH & ANALYTICS ADVANCED ANALYTICS: A REMEDY FOR COMMERCIAL SUCCESS IN PHARMA.
YASHAJIT SAHA & ABHISHEK SHARMA, SUBJECT MATTER EXPERTS, RESEARCH & ANALYTICS ADVANCED ANALYTICS: A REMEDY FOR COMMERCIAL SUCCESS IN PHARMA wns wns ADVANCED ANALYTICS: A REMEDY FOR COMMERCIAL SUCCESS IN
More informationIntroduction to the Generic Drug Supply Chain and Key Considerations for Policymakers
Association for Accessible Medicines Introduction to the Generic Drug Supply Chain and Key Considerations for Policymakers Key Takeaways Generic drugs play an important role in the U.S. health care system,
More informationOCREVUS Start Form. Instructions for Patients. Instructions for Health Care Providers
Instructions for Patients By completing this form: You will enroll in support services from Genentech You can apply to the Genentech Access to Care Foundation (GATCF) to determine if you are eligible to
More informationPOSITION DESCRIPTION Partnerships Manager - NSW. About Redkite
POSITION DESCRIPTION Partnerships Manager - NSW About Redkite Redkite is a leading national charity which provides essential support to children, teenagers and young adults (up to 24 years), and their
More informationTransparency Debate in PBM Industry Consumer Driven Healthcare Summit Sept , 2006 in Washington, DC. Marina Tackitt PBMI
Transparency Debate in PBM Industry Consumer Driven Healthcare Summit Sept. 13-15, 2006 in Washington, DC Marina Tackitt PBMI Session Objectives Summarize Complexity of Drug Benefit Management Define Concept
More informationIBM Micromedex care delivery Evidence-based clinical decision support for healthcare decision-makers
IBM Micromedex care delivery Evidence-based clinical decision support for healthcare decision-makers WELLNESS AND PREVENTION REDUCING COSTS BETTER USE OF PATIENT DATA AND ANALYTICS IMPROVING QUALITY OF
More information2013 Southwind Institute
2013 Southwind Institute Anthony M. D Eredita Executive Vice President Southwind, A Division of The Advisory Board 2 The M&A Wave is On-going: Hospital and Physician Scale thought to be an answer but may
More informationDefining Strategic Metrics to Demonstrate Impact
The Value of Medical Affairs: Defining Strategic Metrics to Demonstrate Impact www.envisionpharmagroup.com The Value of Medical Affairs: Defining Strategic Metrics to Demonstrate Impact Objectives Establish
More informationInformation Systems: Unique Challenges of Managing Medicines Information
Information Systems: Unique Challenges of Managing Medicines Information Dennis Ross-Degnan, ScD Harvard Medical School and Harvard Pilgrim Health Care Institute Medicines as a Key Component of Universal
More informationASBM Biosimilars. Canada Prescribers and Biosimilars October, Kevin Olson, CEO Industry Standard Research
ASBM Biosimilars Canada Prescribers and Biosimilars October, 2017 Kevin Olson, CEO Industry Standard Research KevinO@ISRreports.com Table of contents Page 3 Methodology 5 Sample Characteristics 6 Executive
More informationA spec i a l r e p o r t w ri t t e n i n a s s o c i at i o n w i t h I M S
A spec i a l r e p o r t w ri t t e n i n a s s o c i at i o n w i t h I M S Playing to WIN in the Dynamic Market Issues and Considerations for Enhanced Commercial Effectiveness CChange is in the air.
More information'Safe Harbor' For Preapproval Information Exchange To Get Legislative Push
Other Publications: Scrip Medtech Insight In Vivo Rose Sheet This copy is for your personal, non-commercial use. For high-quality copies or electronic reprints for distribution to colleagues or customers,
More informationUS Pharmacy Benefit Management Market Report
US Pharmacy Benefit Management Market Report ----------------------------------------- 2014 Executive Summary In the US, Pharmacy Benefit Management (PBM) deals with the management of prescription drug
More informationMEANINGFUL USE AND PQRS
MEANINGFUL USE AND PQRS Understanding the Measures Presented By: Morgan Kuper, Customer Service Supervisor 2016 Meaningful Use Overview Objectives and Measures Exclusions Changes to Specific Objectives
More informationMEANINGFUL USE CRITERIA PHYSICIANS
MEANINGFUL USE CRITERIA PHYSICIANS The first list is of the 25 Stage 1 Meaningful Use criteria for eligible providers (EP) and comes from the proposed rule: "Medicare and Medicaid Programs; Electronic
More informationDermatology-specific EMR & Practice Management. NexCloud Maximize Practice Workflow and Patient Volume
Dermatology-specific EMR & Practice Management NexCloud Maximize Practice Workflow and Patient Volume EXPERIENCE THE DIFFERENCE A Fully Integrated Solution Can Make in Your Practice I love that Nextech
More informationCRM and the Future of Healthcare Engagement
CRM and the Future of Healthcare Engagement CRM and the Future of Healthcare Engagement As a growing number of healthcare organizations are discovering, the most common technology in healthcare the electronic
More informationThe Path to Clinical Enterprise Maturity DEVELOPING A CLINICALLY INTEGRATED NETWORK
The Path to Clinical Enterprise Maturity DEVELOPING A CLINICALLY INTEGRATED NETWORK dhgllp.com/healthcare Kevin Locke PRINCIPAL Kevin.Locke@dhgllp.com 330.606.4699 Michael Strilesky SENIOR MANAGER Michael.Strilesky@dhgllp.com
More informationStandard Operating Procedures
Standard Operating Procedures 5.14.1 Investigational Product Handling and Storage History Version Date Author Reason 1.1 23 rd August B Fazekas New procedure 2007 1.2 16 th October 2007 B Fazekas Update
More informationIndustry Overview & Strategic Growth Framework
A Pharmacy Innovation Company Industry Overview & Strategic Growth Framework Larry Merlo President & Chief Executive Officer Agenda Rapidly-changing health care environment Uniquely positioned to drive
More informationThe future of biologics: reverse engineering for successful product supply
The future of biologics: reverse engineering for successful product supply CORNELL STAMORAN VP, STRATEGY & CORPORATE DEV T. 03.10.11 Catalent s biologics presence Advanced GPEx cell line engineering technology
More informationeconsult considerations for implementation in California s healthcare safety net
econsult considerations for implementation in California s healthcare safety net Introduction As part of our commitment to strengthening the healthcare safety net, Blue Shield of California Foundation
More information.COM. Pharmaceutical Brand Management Achieving Managed Care Pull-Through Performance
Pharmaceutical Brand Management Achieving Managed Care Pull-Through Performance www.healthcaremedicalpharmaceuticaldirectory.com Healthcare Medical Pharmaceutical Directory.COM Pharmaceutical Brand Management
More informationReal-Life Strategies for Account Managers to Help Grow Market Share
1 CMR Institute 2017. All Rights Reserved. Real-Life Strategies for Account Managers to Help Grow Market Share As an account manager, understanding your customers challenges including their performance
More informationInnovations in Drug Pricing and Reimbursement:
ADVISORY REPORT AM PL E PA G ES S A S G ES A FirstWord Dossier Advisory report and Reimbursement Published Copyright 2016 Doctor s Guide Publishing Limited Part of the FirstWord Dossier family of reports
More informationOREGON HEALTH AUTHORITY DRUG USE REVIEW/PHARMACY AND THERAPEUTICS COMMITTEE. OPERATING PROCEDURES Updated: March 2018
OREGON HEALTH AUTHORITY DRUG USE REVIEW/PHARMACY AND THERAPEUTICS COMMITTEE OPERATING PROCEDURES Updated: March 2018 MISSION: To encourage safe, effective, and innovative drug policies that promote high
More informationUnderstanding The World Of Specialty. And Why We Should Care?
Understanding The World Of Specialty Drugs And Why We Should Care? What Are Specialty Drugs? Specialty Drugs are drugs used for the treatment of complex conditions and they often require special storage,
More informationPrescription Drug Pricing. Page 1
Prescription Drug Pricing Page 1 Prescription Drugs As a Percent of Total National Health Expenditures, 1991-2014 12% 10% 8% 6% 4% 2% 0% 1991 1992 1993 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003
More informationOff-Label Promotion: Risks, Controls and Assessment
7 th th Annual National Pharmaceutical Congress November 9, 2006 Off-Label Promotion: Risks, Controls and Assessment John T. Bentivoglio Co-Leader FDA/Healthcare Group jbentivoglio@kslaw.com 202.626.5591
More informationSan Joaquin Valley Insurance Authority Prescription Drug RFP Analysis July 5 th, Michael E. Thomas, Pharm.D. V.P. National Pharmacy Management
San Joaquin Valley Insurance Authority Prescription Drug RFP Analysis July 5 th, 2012 Michael E. Thomas, Pharm.D. V.P. National Pharmacy Management PBM Information Pharmacy Benefit Management (PBM) Carve
More informationKey learnings from a product launch success story
Insight brief U.S. Market Access: Key learnings from a product launch success story James (Jim) Anderson, Senior Director and Head of Reimbursement, Access & Distribution Solutions Joe Bonaccorso, Vice
More informationMichael Boyer, Human Resources/Risk Management Director CITY OF FORT MORGAN P.O. BOX 100 FORT MORGAN, COLORADO (970)
For Capitated On-Site Clinic and/or Wellness & Population Health Management Services For the City of Fort Morgan, Colorado July 19, 2013 Michael Boyer, Human Resources/Risk Management Director CITY OF
More informationSales Force of the Future
Presented to: The Pharma, Biotech & Device Colloquium June 7, 2004 Coverage Points Future Truths We Hold to be Self-evident Future Sales Force: 3F Principles of Design Fusion Flexibility Fit Getting There
More informationAcurian on. Bolstering Clinical Trial Enrollment with Site Support Services It s All about Relationships
Acurian on Bolstering Clinical Trial Enrollment with Site Support Services It s All about Relationships Within the patient enrollment continuum, when a candidate for a clinical trial attends their First
More information@ALSETF #EAP2015. Jess B. Rabourn CBI Expanded Access Conference July 22, 2015
How to Win Physician Collaboration Models for Advancing Access to Lifesaving Therapies @ALSETF #EAP2015 Jess B. Rabourn CBI Expanded Access Conference July 22, 2015 How to Win Now that we want Expanded
More informationexecutives Using health insurance exchanges to gain competitive advantage
Health Care Of special interest to Health care executives 5Insights for executives Getting fit for the new health care environment Using health insurance exchanges to gain competitive advantage Many states
More informationSteve Clark Senior Vice President
Steve Clark Senior Vice President 1 Collaborations Opportunity for life sciences companies Partner with Optum & United leadership to design and pilot high-impact programs Close key gaps in care to improve
More informationProven Methods for Accelerating Cost Reduction. Richard Peters, Sr. Director of Surgical Services, Provista
Proven Methods for Accelerating Cost Reduction Richard Peters, Sr. Director of Surgical Services, Provista Presentation objectives Importance of Cost Reduction Sources of Supply Chain Inefficiency Tips
More informationEnsuring Independence in CME Activities:
Ensuring Independence in CME Activities: Compliance Expectations of the ACCME s Standards for Commercial Support SM CME is Independent What is the practice-based problem we want to address? Why does the
More informationWho We Are. 1,000,000 The number of PAs adjudicated by our team in The percent of our employees who are clinically-degreed and certified.
Who We Are 4 Decades of Expertise Prior Authorization Pharmacy Data Analysis Clinical Advisory Services Who We Serve Self-Funded Employers Labor Funds Health Plans with members in Commercial, Medicare
More informationHome Page. Alerts and Notifications provides information on prescription fills in progress, as well as delayed medications and Rx Fill Alerts.
Quick Start Guide 1 Introduction to Welcome to PharMerica s ViewMasteRx portal. The portal allows you to easily track your medication orders, payor types, and charges. The simple navigation and dashboards
More informationsmarter solutions better adherence improved results
smarter solutions better adherence improved results Medication non-adherence is a big problem Costs the healthcare system roughly $300 billion Prescription Adherence Rates Significant drop in adherence
More informationHow to Set Up Your Starmark HRA
How to Set Up Your Starmark HRA Setting up a Starmark HRA is easy. 1. Complete the HRA Designer, HRA Service Agreement and Business Associate Agreement you receive from your agent, and distribute the Coordination
More informationAshfield Commercial. Commercial & Medical Services. INSIGHT & PERFORMANCE Business Edge InforMed Insight Pharma Marketing Academy
COMMERCIAL Ashfield In2Focus Pharmexx Ashfield Commercial Ashfield Healthcare Ireland Ashfield KK Expansis Ashfield MCG CLINICAL Ashfield In2Focus Pharmexx Ashfield Healthcare Ashfield Healthcare Ireland
More informationIT S WHAT YOU CAN T SEE THAT HURTS YOU IS THE PHARMACEUTICAL INDUSTRY REPLACING EXISTING MEDICATIONS WITH MORE EXPENSIVE MEDICATIONS?
SPECIALTY DRUGS Many plan sponsors have had to make difficult and painful choices about how to spend pharmacy benefit dollars But now payors are once again challenged not just by extremely high costs but
More informationHealthcare Demand Generation Report
Healthcare Demand Generation Report Selling to Healthcare Organizations Healthcare organizations are investing heavily in information technology solutions to comply with new healthcare policies and mandates
More informationPharmamarketing - strategic challenges
Pharmamarketing - strategic challenges Biomedicine Master Program Lund University Course: Biomedicine the Profession Anna Chérouvrier Hansson, MSc. December 16th, 2014 1. Pharmamarketing - definitions
More informationThe ROI on Member Retention
The ROI on Member Retention Why Focus on Member Retention? The Myths Around Member Retention Retention is About Loyalty, Not Satisfaction The Lifetime Value of a Member The Key to Retention is Member Relationship
More informationSPECIALTY PHARMACY : ARE YOU MISSING OUT ON A VIABLE REVENUE STREAM. January 16, 2018
SPECIALTY PHARMACY : ARE YOU MISSING OUT ON A VIABLE REVENUE STREAM January 16, 2018 Agenda Defining Specialty Pharmacy and its revenue trends Rationale for the immense growth and how to leverage the cost
More informationWHITE PAPER. Engaging the Evolving Stakeholder Network: A New Approach for Medical Affairs
Engaging the Evolving Stakeholder Network: A New Approach for Medical Affairs 1 Executive Summary In today s complex healthcare landscape, the success or failure of a new therapeutic intervention depends
More informationImpact of Patient Engagement on Project Valuation
Impact of Patient Engagement on Project Valuation Bennett Levitan, MD-PhD Epidemiology, Janssen Research and Development CTTI Patient Groups & Clinical Trials Expert Meeting January 22, 2015 2 Disclosures
More informationBusiness Reasons for Change
Business Reasons for Change A Guide for Medical Billing Companies on the benefits of changing medical billing software platforms. Benefits of Changing Medical Billing Software Change can increase your
More informationUnderstanding Payer Dynamics. A critical factor in maximizing brand performance. Healthcare Measurement IMS Payer Insights
Understanding Payer Dynamics A critical factor in maximizing brand performance Healthcare Measurement IMS Payer Insights Understanding Payer Dynamics A critical factor in maximizing brand performance In
More informationSIAPS assistance is grouped into four technical areas
Our specific approaches to each of the five result areas follows Governance Under SIAPS, our approach to improving governance and accountability focuses on establishing transparent management systems grounded
More informationUsing Your Prescription. Drug Program. Answers to important questions about retail pharmacy and mail order purchasing
Using Your Prescription Drug Program Answers to important questions about retail pharmacy and mail order purchasing Welcome! We know you re going to enjoy the many advantages of your prescription drug
More informationEngagement Center Development: Innovating by Focusing on the Human Connection
Engagement Center Development: Innovating by Focusing on the Human Connection Kim Swafford MHA Group Vice President, Telehealth & Health Technology Strategy Providence St. Joseph Health 2 GEMINI TOUR Providence
More informationFrom Volume to Value: Using payer insights to increase sales effectiveness
From Volume to Value: Using payer insights to increase sales effectiveness by Anita Burrell The collective will of the provider community has moved to acquiescence to the payer will controlling costs and
More informationOperational Considerations for Transparency. September 2011
Operational Considerations for Transparency September 2011 Current Global Regulatory Trends Type of Regulations/ Guidance Company s obligations Scope Sanctions/ Penalties State Laws Promotional spend reporting
More informationA New Standard Of Providing Subjects Unblinded Medication And Supplies
A New Standard Of Providing Subjects Unblinded Medication And Supplies Tom Heck May 2017 Introduction Tom Heck President RxSolutions, Inc. 24 years in Pharmaceuticals Integral or in leadership at six specialty
More information2012 Healthcare (Pharmaceutical) Industry Perspective
2012 Healthcare (Pharmaceutical) Industry Perspective In keeping with our tradition, we pause to reflect on the critical issues the pharmaceutical industry will face in 2012 and how life sciences companies
More informationProject Destiny Summary
Project Destiny Summary The American Pharmacists Association (APhA), the National Association of Chain Drug Stores (NACDS), and the National Community Pharmacists Association (NCPA) have joined together
More informationThe Future of Hub Services: Higher Touch, Less Complexity
The Future of Hub Services: Higher Touch, Less Complexity As competition in a diversifying specialty drug business rises to fever pitch, manufacturers are seeking new ways to differentiate the product
More informationMARKET ACCESS & PUBLIC AFFAIRS MANAGER BELUX
MARKET ACCESS & PUBLIC AFFAIRS MANAGER BELUX Sofie Paeps Valerie Van Sannen Senior Executive Search Consultant Executive Search Consultant 0032.478.93.15.11 0032.485.97.52.32 sofie.paeps@hronegroup.com
More informationPolicy Position. Pharmacy-mediated interchangeability for Similar Biotherapeutic Products (SBPs)
Pharmacy-mediated interchangeability for Similar Biotherapeutic Products (SBPs) Geneva, April 2016 Appropriate use of biotherapeutics including SBPs - SBPs, also known as biosimilars, are developed to
More informationKaizen Medical Management
Kaizen Medical Management Gaps Finding KAIZEN is pleased to have the opportunity to provide you with its expertise and services that to helps in improving your services and meeting the healthcare best
More informationBiopharmaceutical Company Communications with Health Care Stakeholders RESULTS OF SURVEYS WITH PAYERS AND PROVIDERS
Biopharmaceutical Company Communications with Health Care Stakeholders RESULTS OF SURVEYS WITH PAYERS AND PROVIDERS DECEMBER 2017 Executive Summary As biomedical research continues to push into new frontiers
More informationWHY TRUE RX? Trust True Rx pharmacists consult one-on-one with clients to hold down prescription costs.
WHY TRUE RX? Mark Williams, RPh Nathan Gabhart, RPh Trust True pharmacists consult one-on-one with clients to hold down prescription costs. Integrity True clients pay the TRUE cost of the prescription,
More informationCBI Specialty Product Data Strategies. John Giannouris, VP Specialty Pharmacy Services
CBI Specialty Product Data Strategies John Giannouris, VP Specialty Pharmacy Services December 14, 2016 Speaker John Giannouris Vice President, Specialty Pharmacy Services ValueCentric john.giannouris@valuecentric.com
More informationPowering the Life Sciences Commercial Engine with Market Access Insights
Powering the Life Sciences Commercial Engine with Market Access Insights April 2017 CONTENTS 1. Introduction 3 2. The Race for Market Access Insights has Begun 4 3. Life Sciences is Not Yet Firing on All
More information