Cross-Category Access: How manufacturers can protect their brands in key markets, February 2011.
By Susan Weber.
Health plans are very important customers for pharmaceutical and biotech
manufacturers, and the truth is, they can make—or break—a brand’s success. So how can
manufacturers drive their brands’ performance in the health plan market,
now and in the future? According to new insight from Health Strategies Group, the key is to
understand what influences payer access decisions in your drug category.
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Managed Care Customers: Seven Myths of Approaching the C-Suite, January 2011.
By David Morton.
Learn how to maximize every moment in front of Managed Care C-Suites. Relationships with the C-Suite have become a top priority for many manufacturers. Gaining an understanding of the Seven Myths of Approaching the C-Suite will help you and your team, build better relationships with C-suite executives at health plans and pharmacy benefit managers (PBMs).
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Oncologists Require “Specialized” Approach for Breast Cancer Products, January 2011.
By Denise Woltemath.
Health Strategies Group defines the type of support oncologists want from companies. The value a representative delivers is unique to the breast cancer market and is based on seven building blocks. The most important behaviors, knowledge, and resources influencing a representative's value in the breast cancer market are revealed.
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The Oncology Market: Six Key Trends for the Next Three Years, January 2011.
By Denise Woltemath.
Change is nothing new in the oncology selling environment. New products, growing competition, and shifts in reimbursement practices all contribute to make the market a moving target for sales and marketing executives. However, research reveals that six key trends could play a major role in how the market shakes out in the next three years.
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Contract Analysis: The Aetna/CVS Caremark Agreement, July 2010.
By Jerry Miller and Scott Hengst.
Health Strategies Group analyzes how responsibilities will be split between the organizations and the implications this and other possible PBM and health plan collaborations may have on the industry and pharmaceutical manufacturers.
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Coverage Gap Discount: Considerations for Contract Strategy Development, June 2010.
By Heather Lee Whipple.
Health Strategies Group Medicare experts provide an overview of the Medicare Part D coverage gap and plans to eliminate it by 2020. Five bottom-line implications for pharmaceutical manufacturers and biotechnology companies are outlined.
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Drivers Affecting Your Brand's Success with Payers, May 2010.
By Dave Rees.
Understanding the "real reasons" why a brand is underperforming with payers is a challenge for brand teams. In this executive brief, our managed markets consulting experts, outline six basic drivers of underperformance in managed care, how to determine which of these drivers are affecting results, and where to invest to improve performance.
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The Total Account Approach, April 2010.
By David Morton.
A framework for maximizing your key managed care customer relationships.
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Oncology Brands Lose Immunity from Managed Care Control, March 2010.
By Susan Weber.
High costs, a huge pipeline, and increasing payer skepticism about the cost-effectiveness of new oncology treatments are driving significant changes in access for oncology agents. Health Strategies Group describes the changing landscape and provides recommendations to manage this trend.
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Tightening the Grip: Health Plans Target Autoimmune Agents, March 2010.
By Susan Weber.
Payers traditionally have been unable to influence utilization of biologic–but the rules of the game are changing fast. MCOs are tackling the rising costs of specialty drugs head on–and it appears that autoimmune agents will be the first test of their ability.
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The Sales Force of the Future, February 2010.
By Rick Rosenthal.
Highlights trends and develops future selling environment scenarios and their impact over the 2009–2014 period.
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Oncology Sales Success: The "Total Office Call" Imperative, January 2010.
By Denise Woltemath.
You've asked representatives to conduct "the total office call", but do you have a strategy to define success?
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An Account-based Sales Approach Increases Hospital Access, July 2009.
By Nicole Stonewall.
Health Strategies Group’s research identified several benefits accruing to manufacturers who use account-based sales approaches when deploying hospital sales representatives in the hospital segment.
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MCO Trends in Specialty Pharmacy Management, July 2009.
By Howard Flushman.
As the specialty market continues to evolve, manufacturers must understand the myriad of payers in today’s marketplace and how their decisions affect specialty pharmaceuticals.
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Trends that Enhance Sales Management Effectiveness, April 2009.
By Rick Rosenthal.
Health Strategies Group's sales effectiveness experts identified four significant trends in sales manager effectiveness. You’ll be fascinated by how simple changes in process, or even just focus, can turn an average sales organization into an extraordinary one.
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You've Got Three Talented Reps. But Who's Really Best for Leadership Development, April 2009.
By Rick Rosenthal.
To make the right choice, consider their strengths from every angle.
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