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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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