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September, 2016


For Immediate Release
Date: September 29, 2016 
Media Contact: Stacey Pollock
949-242-1035 or [email protected]


YARDLEY, P.A., September 29, 2016/PRNewswire/— Eight biopharmaceutical companies—AstraZeneca, Baxter, Boehringer Ingelheim, Johnson & Johnson HCS, Lilly, Merck, Novo Nordisk, and Pfizer—perform well across four cornerstones that drive company relationships with c-suite executives at hospitals and health systems, according to Company Relationships with C-Suite Decision Makers, part of the Account Management Advantage: Institutional Channel service from Health Strategies Group.

These four cornerstones include: Company Representative Performance, Account Management, Company Approach, and Programs and Services. “Each cornerstone comprises several strategies, approaches, and practices that are attributes of effective relationships with decision-makers from leading health systems and hospitals,” says Bob Shewbrooks, principal.

Top Cornerstone Performers

Although these eight companies are the current leaders, all biopharmaceutical companies have opportunities to strengthen their relationships with c-suite executives, Shewbrooks says.

To improve their Company Representative Performance, biopharmaceutical companies should ensure that their sales teams:

  • Demonstrate the ability to achieve mutual business goals
  • Are knowledgeable of the industry, customer organization, and patient flow
  • Have authority to make decisions about programs and collaborations


To strengthen their Programs and Services, biopharmaceutical companies should:

  • Support the customer’s disease management initiatives
  • Offer resources to assist the customer with improving operational efficiency and attaining quality and
    safety goals
  • Assist their customer with improving overall patient experience and patient satisfaction scores


The report also found that companies still have room for improvement in developing “partner”-level relationships that are based on productive interactions, clear goals, and mutually beneficial gains. “C-suite decision makers still designate the majority of relationships with companies as ‘transactional’ or ‘collaborative,’” Shewbrooks says.

The Account Management Advantage: Institutional Channel service is used by biopharmaceutical executives to evaluate their performance versus key competitors and build stronger relationships with their customers. The latest report is based on an in-depth analysis of 1,500 relationships and includes input from 50 c-suite decision makers at leading health systems and hospitals. For additional information on the service, contact Bob 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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