Medindia

X

Managed Care Pull-Through Initiatives Suffer from Poor Measurement of ROI

Thursday, August 5, 2010 Corporate News J E 4
Advertisement

CHAPEL HILL, N.C., Aug. 5 /PRNewswire/ -- Increased market share is the most important success indicator for measuring effectiveness of managed care pull-through programs. However, gauging the Return on Investment for pull-through initiatives is a challenge. For 33 percent of companies, insufficient metrics and analysis is a hurdle for increasing pull-through.

Difficulty in identifying appropriate metrics to quantify the program's success results in a pull-through initiative with insufficient analysis and lack of information necessary to make mid-course corrections, according to "Managed Care Pull-Through Excellence: From Formulary Access to Increased Market Share," conducted for a partner of Best Practices, LLC.

"You have to decide at the beginning what 'good' looks like," explains an interviewed associate director. "If you reach that, you've done a great job. If not, you have to reevaluate to see what's not working and make changes."

Download a complimentary summary of "Managed Care Pull-Through Excellence: From Formulary Access to Increased Market Share" at http://www3.best-in-class.com/rr1015.htm. It includes selected best practices drawn from extensive primary research with executives from 24 leading pharmaceutical companies including, Pfizer, Takeda, GlaxoSmithKline, Daiichi-Sankyo and Boehringer Ingelheim.

The full 85-page report contains more than 250 benchmark metrics and 40 best practices, providing account managers, sales leaders and brand executives a roadmap to identify and close performance gaps in their own pull-through organizations and to improve their processes, programs and activities.

Key topics of this primary research include:

  • Contracting strategies that support pull-through
  • Customer communication topics, channels and timing
  • Effective activities and programs
  • Use of program evaluation metrics
  • Key challenges faced in accomplishing Managed Care pull-through
  • Best practices in achieving pull-through effectiveness

For more information on this study or other recent primary research studies, contact us at 919.403.0251 or at bestpractices@best-in-class.com.

BEST PRACTICES, LLC, conducts work based on the simple yet profound principle that organizations can chart a course to superior economic performance by studying the best business practices, operating tactics and winning strategies of world-class companies. Best Practices, LLC has been a leader in pharmaceutical research and consulting for more than 17 years; our clients include 48 out of the top 50 pharmaceutical companies.

SOURCE Best Practices, LLC

Advertisement


Advertisement

You May Also Like

Advertisement
View All

Post your Comments

Comments should be on the topic and should not be abusive. The editorial team reserves the right to review and moderate the comments posted on the site.
User Avatar
* Your comment can be maximum of 2500 characters
I agree to the terms and conditions
s
Regeneron Announces Presentation at the Bank of Am...
S
CigRx™ Dietary Supplement Launch In Richmond, Virg...