Market Access

7.25.2014 Account Strategy for Payer Organizations

Three Key Principles in Managing Payer Relationships

By Jacob Presson, Senior Research Analyst Building and managing payer relationships doesn’t always receive the same level of dedicated attention as that of KOL relationships.  However, at the end of the day, nurturing these relationship types...
 

7.15.2014 Account Strategy for Payer Organizations

Delivering a Payer Value Proposition in Managed Markets: The Role of MSLs, MCLs and HOLs

By Natalie DeMasi, Research Analyst In this era of increasing healthcare spending scrutiny, the onus is on managed markets account managers to deliver a persuasive payer value proposition.  In meetings about formularies, payers will want to see...
 

7.9.2014 Health Economics and Outcomes Research (HEOR)

Protecting Profitability: Translating Strong Health Economics and Outcomes Research to Drive Interactions with Medical Device Payers and More

By Victoria Cavicchi, Research Analyst Health economics and outcomes research (HEOR) groups have carved out their place in life sciences organizations throughout the industry. Though pharmaceutical and biotech companies have long-since accepted...
 

6.10.2014 Account Strategy for Payer Organizations

Pharmaceutical Reimbursement Strategy: What We Can All Learn From Winnie the Pooh

By Jacob Presson, Senior Research Analyst Working with payers and hospitals in order to maintain profitability is a key role for managed markets groups and the account managers responsible for these contacts. Payers are becoming increasingly interested...
 

3.24.2014 Market Access

Patient-Reported Outcomes Spurred by Big Data in Pharma

By Nicole May, Research Analyst The opportunities are countless for Big Data in pharma, particularly within the clinical trial space.  Harnessing the data generated during clinical trials could help shorten trial timelines and lead to less expensive...
 

2.26.2014 Account Strategy for Payer Organizations

Provide a Framework for New Product Planning Groups to Influence Clinical Trials

By Jacob Presson, Research Analyst A common theme running through a lot of what we at Cutting Edge Information learn while conducting research on the pharmaceutical industry is the need for more consistent and productive communication between internal...
 

12.23.2013 Market Access

The Price Is (Maybe Not) Right: Watching Your Best Price

By Jacob Presson, Research Analyst Most people who currently work in sales or have done so in the past know the thrill of closing a big deal.  After weeks of working with a client, both sides agree on a price and the papers are signed.  The thrill...
 

11.14.2013 Managed Care Liaison / HOL

A Method to the Madness: Managed Markets Account Managers

By Jacob Presson, Research Analyst As payers demand ever-increasing evidence of product efficacy and cost effectiveness from the pharmaceutical industry, managing relationships with them is growing in strategic importance.  As a result, account...
 

11.7.2013 Health Economics and Outcomes Research (HEOR)

HEORs and Tails: Why Is Staffing Market Access Teams So Difficult?

By Christie Shilling, Research Analyst Pharmaceutical market access teams hold a wide range of responsibilities and, as such, require employees with a variety of knowledge and skills.  Organizations that create a well-rounded market access team...
 

10.31.2013 Health Economics and Outcomes Research (HEOR)

Challenges of Big Data Loom Large Over Pharma

By Nicole May, Research Analyst Big Data strategies face big obstacles as well as big rewards. Research analysts recently discussed problems plaguing Big Data- and analytics-driven teams with pharmaceutical and medical device executives. Similar...