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Highlights from ExLPharma’s 2nd Pharmaceutical Managed Markets Insight  and Marketing,[object Object],February 9-10, 2010,[object Object],Philadelphia, PA,[object Object]
The Providers Perspective,[object Object]
Provider’s Concerns,[object Object],Quality of Care,[object Object],Patients Access to Drugs,[object Object],Compliance/Costs of Readmits or unnecessary ER visits ,[object Object],Free up Capacity,[object Object],Reduce Denials,[object Object],Getting Paid,[object Object]
What can you do?,[object Object],Keep us informed of expensive drugs and how do we get paid.,[object Object]
			ExampleCoverage for Drug X in Local Market,[object Object]
Convince the Medical Directors of Health Plans,[object Object],Instead of just paying for one drug among a whole class of drugs, focus on patient-centered care,[object Object],Help to finance for “Off-label” use if justified ,[object Object],Streamline Charity Care Guidelines,[object Object]
Bottom-line: Everyone Wins,[object Object],Patients – gain access to drugs for individualized treatment,[object Object],Insurers - May pay more for drugs which will more than off-set by avoiding unnecessary ER visits, readmits and patient compliance. ,[object Object],Hospitals – Provide quality care to patients & actually get paid,[object Object]
And YOU?,[object Object],More Sales,[object Object]
Keys to Developing a Medical/Value Managed Care Strategy to Achieve Competitive Advantage,[object Object]
10,[object Object],The Evidence Continuum ,[object Object],APPLICATION OF EVIDENCE-BASED MEDICINE ,[object Object],Population  Based,[object Object],   Local & Customized,[object Object],EVIDENCE GENERATION,[object Object],EVIDENCE TRANSLATION,[object Object],EVIDENCE APPLICATION,[object Object],Safety,[object Object],Efficacy,[object Object],Effectiveness,[object Object],Efficiency,[object Object],Proof of Concept,[object Object],Tolerability,[object Object],Best Value ? ,[object Object],Risk /Benefit ?,[object Object],Real World Benefits ?,[object Object],CONTROLLED CLINICAL STUDIES,[object Object],REAL WORLD STUDIES,[object Object],Process Improvement ,[object Object],& Quality of Care,[object Object],Initiatives ,[object Object],Practical Clinical Trials,[object Object],Quasi Experimental Studies,[object Object],Observational Studies,[object Object],Economic / Cost / Utility Studies ,[object Object],Systematic Reviews ,[object Object],Population Management Programs,[object Object],Quality of Care Initiatives,[object Object],Point of Care Decision Support,[object Object],Consumer-Centric / Directed Care ,[object Object],Placebo Comparator,[object Object],Agent  Comparators,[object Object],Rigor ,[object Object],Generalizability,[object Object]
Supporting the Evidence Continuum  ,[object Object],Evidence Gap:,[object Object],[object Object]
 Market & Customer Insights
 Coverage & Reimbursement Decision MakingEvidence                ,[object Object],Generation:,[object Object],Safety, Efficacy & ,[object Object],Real World ,[object Object],Effectiveness  ,[object Object],Research to support ,[object Object],product value ,[object Object],               proposition,[object Object],Evidence,[object Object],     Translation:,[object Object],Development ,[object Object],of Customer Centric ,[object Object],“Toolbox” to support  ,[object Object],Access , Coverage ,[object Object],& Process ,[object Object],of Care Activities  ,[object Object],Evidence ,[object Object],   Application:,[object Object],Customized Solutions ,[object Object],to support,[object Object],Preferred & Appropriate,[object Object],Utilization of,[object Object],Portfolio,[object Object]
Evolving Customer Needs,[object Object],Evolving Customer Needs,[object Object],Traditional Customer Needs,[object Object],Evidence-Based Medicine,[object Object],Broad Business Acumen,[object Object],Ability to Lead Transformation,[object Object],Clinically Effective, Safe, and Tolerable,[object Object],1.Cost Effective,[object Object],2.Improves Quality,[object Object],3.Easy to Adopt,[object Object],1. Clinically Effective, Safe, and Tolerable,[object Object],2. Cost Effective,[object Object],3. Improves Quality,[object Object],4. Easy to Adopt,[object Object],Adapting to an Evolving Customer Environment,[object Object]
Customized Solutions Approach,[object Object],A P P L Y,[object Object],Population- Based,[object Object],Evidence- Based,[object Object],Local and Plan Level- Based,[object Object],Measurement-Based,[object Object],T O,[object Object],Identify and treat appropriate patients,[object Object],Promote evidence-based best practices,[object Object],Improve patient outcome and quality of life,[object Object],Manage total cost of care,[object Object],D E L I V E R   V A L U E,[object Object]
Redefining the Value Equation,[object Object],What is it?• Efficacy• Safety• Tolerability• Clinical trials,[object Object],Who else thinks it’s valuable?• Thought leader support• Patient organization support• Healthcare provider advocacy• Quality organization support,[object Object],Clinical Profile,[object Object], Influence,[object Object],Plan Net Cost,[object Object],Related Value,[object Object],What’s in it for me?• Outcomes • Cost effectiveness• Cost offsets• Quality improvement,[object Object],How much will it cost?• Discounts• Rebates,[object Object],[object Object]
Historically underutilized
Changes the value equation,[object Object]
Evidence Translation Toolbox ,[object Object],Knowledge Transfer,[object Object],Population Health,[object Object],Support ,[object Object],Point of Care,[object Object],Support   ,[object Object],[object Object]
Monographs
Slide Presentations
Dossiers
Compendia
EB Synthesis
CME programs
Advocacy Meetings
Product Information
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