White papers

Payers vary in their ability to assert formulary compliance. We will explore how tools and analytics can enable a pharmaceutical manufacturer to assess factors impacting formulary control and incorporate those findings when evaluating contracting opportunities. We apply these approaches to understand the various levers payers use to control product utilization and measure the direct and indirect ...

Incentive Compensation is one of the most important drivers for sales force productivity and effectiveness. Sales teams today continue to form a significant driver of a firm’s topline, and hence having an engaged sales force is critical for corporate success. Sales compensation is a significant line item in any firm’s budget, so achieving optimal return on this investment is a topic of keen ...

From broadcasting a series of monologues at ‘easy’ customers in order to sell products, to having an engaging and effective dialogue with fairly ‘complex’ targets to make meaningful connections – marketing has definitely come a long way. The touch point with the customer no longer ends when the store closes. The ‘purchase model’ has become very complex. The reality is it’s no longer about a ...

Globally, healthcare continues to focus on treating disease. More reactive ‘sick care’ than proactive ‘healthcare’! This approach basically leads to intervention only when the health of any person reaches a critical stage, resulting in costly clinical interventions and hospitalizations. Inefficiencies in the delivery of healthcare further contribute to spiraling costs. The unsustainable economic ...

Processing claims quickly and accurately is one of the biggest challenges payers face today. Huge volume of claims notwithstanding, multiple and incompatible systems requiring significant manual hand-offs have made the timely disposal of claims the single biggest burden on payer operating costs. Add to it the problem of incorrectly filed claims that require re-processing and the problem suddenly ...

Good reporting is an essential tool for managing your business. This reporting needs to be focused and actionable – focused in that it addresses the key business questions you face; actionable in that it helps you answer these questions and make decisions. Too often reporting fails to meet this requirement. Many well-known factors contribute to this failure – from incomplete or poorly integrated ...

The concept of the 'customer-centric business' is pervasive, with companies small and large, across every industry, making efforts to improve customer focus. This is no doubt good as businesses would not exist without customers. However companies run the risk that efforts to increase customer focus become disconnected from business performance. If they do not deliver business value, ...

The pharmaceutical industry is changing and manufacturers need to modify approaches and structures to survive in a competitive environment. The pace of change necessitates that Pharmaceutical companies undergo a transformation; with organizations expanding the capabilities of their commercial models through smarter experimentation, scalable measurement, faster learning, and dynamic decision ...

Improving the quality of care and services to patients and enrollees is one of the key imperatives of the Affordable Care Act (ACA). Several initiatives and measures have been put in place to make this imperative an operational reality across the entire healthcare landscape. For several years, CMS has posted quality ratings of Medicare Advantage plans (STAR Ratings) to help Medicare ...