August, 2017

Assessing Your National Account Relationships

How does Aetna perceive its relationship with your company? How can you improve your relationship with Aetna?

April, 2015

How employers can battle double-digit Rx cost increases

Benefitnews — April 20, 2015 

Employers are bracing for double-digit pharmacy cost increases in the next year, but advisers can help them to take steps now to mitigate those cost increases for both their active and pre-retiree populations.

Aon Hewitt estimates pharmacy cost increases before plan design changes are projected to be 9.5% in 2015, 10% in 2016 and 10.5% in 2017. This follows recent years that saw a flat or very low single digit increase, says John Malley, leader of Aon Hewitt’s innovation pharmacy team.

October, 2014

As Doctors Lose Clout, Drug Firms Redirect the Sales Call

Wall Street Journal -- September 24, 2014

SAN DIEGO—Kendall French used to pitch drugs to doctors who could prescribe them.

But many of those doctors now work for hospitals that don't give them final say over what is on the menu of medicines they can pick. So when the GlaxoSmithKline PLC saleswoman began plugging two new lung-disease drugs to a big San Diego hospital system this spring, it was to an administrator who doesn't see patients but helps write the menu, also called a "formulary," of approved medications.

September, 2014

Four Facts You Should Know About Oncology Pathways

PM360, September 12, 2014 -- Oncology pathways are detailed, evidence-based care processes that sometimes specify the single best treatment or a limited range of options for a particular group of patients. As oncology pathways gain more traction, marketers may need to employ different strategies to protect their brand access.

Here are four facts about oncology pathways that every marketer should know.

August, 2014

ACO Initiatives Test Pharma's Traditional Sales Model

FORBES 6/2014 -- The US healthcare system’s shift from volume- to value-based reimbursement for treatment  in order to lower costs and improve patient care is disrupting healthcare business models.  The high-profile government–led accountable care organizations (ACOs), which put financial pressure on payers and providers to share responsibility for meeting quality and cost goals, is no exception.



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