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Opening salvo
Regardless of your point of view on healthcare reform or the much-discussed legislation, the Patient Protection and Affordable Care Act (PPACA) is now the law of the land in the United States. Our...
View ArticleDark Night of the Pharmaceutical Soul
Tolstoy’s observation that while happy families are all alike, every unhappy family is unhappy in its own way describes the pharmaceutical selling environment today. No standard go-to-market strategy...
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When did Pharma miss the Innovation Pride Parade?
A recent article identified four basic skills that new leadership in pharma needs to be successful in the arena of consumer health. The author, Michael Winter, addresses the topic from his perspective...
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More Than Half of Doctors Refuse to See Reps
A recent report from ZS Associates affirms a decade-long decline in pharmaceutical rep access to physicians. The reasons are well known: doctors have busier schedules, they’re joining large practices...
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Pharma and its Innovator’s Dilemma
A recent conversation with a friend in the pharma industry validated my thoughts and concerns about the systemic challenges that pharma is facing. The pivotal insight came from my friend’s comment that...
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Is Big Pharma Losing Its Innovation Brand? Not so fast…
The list of leading consumer electronics and telecom companies that have embraced digital health this year are all household brands: Apple, Qualcomm, Google, Amazon, Samsung, Verizon and AT&T....
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Wrapping Services Around Products: The New Pharma Model
“The home is ultimately going to be the major site of care for all but the sickest patients.” This from an interview with George Halvorson, CEO of Kaiser Permanente, in which he expounds about...
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On Creating a (Healthcare) Whole Bigger than the Sum
platform, noun 1. A raised level surface on which people or things can stand. When I think about a platform, especially in business, I imagine a foundation for building an integrated solution or a...
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The Two-Edged Sword of Healthcare Reform for Pharma
The Economist recently published a report on the cost impact of healthcare reform in the US. The data shows that the fundamental idea of bending the cost curve by changing the way healthcare is...
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Is Your Doctor an Endangered Species?
I recently attended the American College of Physicians’ (ACP) Internal Medicine Meeting, the annual national conference for internists and primary care physicians. It was well attended and offered a...
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The Last Mile in Healthcare Delivery
Lately, I’ve been thinking about the impact of the changing healthcare landscape on the people who actually deliver the healthcare – the healthcare professionals - as millions and millions of more...
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Big Pharma Makes Moves To Manage Disruption
What I liked most about a recent HBR article was what wasn’t mentioned. The recent Harvard Business Review article, “How Merck is Trying to Keep Disrupters at Bay,” is all about disruption, and anyone...
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Can Innovation Trump Consolidation in Healthcare?
At the ACA party, there are 15 pharma companies standing around a room with only 10 chairs. Which means that when the music stops, five of them are SOL. That’s the future for pharma in a world in which...
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Pharma: Build “Around the Pill” not “Beyond the Pill”
For several years, pharma has attempted to move “beyond the pill” to offset declining product pipelines. The dream is to find new revenue opportunities. New business models. But as we’ve seen, these...
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Making Pharma “Fit for Purpose”
While in London recently for a series of meetings, I repeatedly heard the English phrase “fit for purpose.” It’s become a cliche for many in England, but I was struck by its syllabic crispness and...
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Pharma…at the moment of truth
There is a moment of truth between a doctor and patient when a diagnosis is made and a treatment regimen is determined. It might be a routine ailment with a simple standard of care protocol. Or it...
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Pharma Marketing: A Peak Behind the Curtain
Changes in healthcare in the United States have reached the inflection point where everyone in the industry needs to reevaluate their business model and value proposition. Full stop. The parents of...
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