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November, 2016

SIX COMPANIES MAINTAIN THE BEST RELATIONSHIPS WITH CLINICAL DECISION MAKERS

For Immediate Release
Date: November 11, 2016 
Media Contact: Stacey Pollock
949-242-1035 or [email protected]

 

YARDLEY, P.A., November 11, 2016/PRNewswire/— Gilead, Lilly, Novartis, Novartis Oncology, Novo Nordisk, and Sanofi have some of the best relationships with clinical decision makers at PBMs and health plans, according to Relationships with Clinical Decision Makers, part of the Account Management Advantage: Managed Care service from Health Strategies Group.

These six companies rank in the top 10 across four cornerstones of effective relationships with clinical decision makers: Account Executive Performance, Account Management, Company Approach, and Programs and Services.

Top 10 Performers in Each Cornerstone

“Clinical decision makers continue to designate the majority of their relationships with companies as Transactional or Collaborative,” says Robert Shewbrooks, principal at Health Strategies Group. “However, these six companies are more likely to develop Partner-level relationships that are consistently well-managed and based on mutual goals.”

Health Strategies Group measures 15 key strategies, approaches, and practices as attributes of effective relationships with clinical decision makers.

To improve relationships with these individuals, pharmaceutical and biotech companies might:

  • Ensure their account executives have a strong knowledge of drugs and disease states
  • Allow account managers to provide access to senior management when necessary
  • Demonstrate a strong commitment to the managed care industry
  • Offer a wide variety of customizable programs

The Account Management Advantage: Managed Care service is used by managed markets executives and account management teams to evaluate their performance versus key competitors and optimize access to clinical decision makers from leading health plans and PBMs. The latest report describes key strategies, approaches, and practices that companies can use to make their interactions with clinical decision makers more valuable. The report surveyed 42 medical directors and clinical pharmacists from leading health plans and PBMs representing more than 128 million lives, or 44% of insured Americans. Participants included 16 national accounts and 22 large regional accounts. For additional information on Account Management Advantage, please contact Robert Shewbrooks, principal, at (609) 397-5282 or at [email protected].

About Health Strategies Group:
Health Strategies Group offers a dedicated team of research leaders committed to dissecting the trends, identifying customer needs, and pinpointing the barriers and opportunities for pharma within the evolving healthcare environment. Recently, Health Strategies Group was ranked the No. 1 market research company that pharmaceutical and biotech executives would recommend. For more information, visit the company’s Web site at www.HealthStrategies.com.

 

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