Healthcare - Pharma business development, value based healthcare VBHC Michael Porter
We have extensive experience with implementing business solutions in healthcare and pharma. We are specialized in contributing towards Value Based Health Care (VHBC) as introduced by Michael Porter. Learn how agile account management can help you to add business value and organizational value to your customers in healthcare.
Customer profile: Global top-10 pharma company
- society is against overpriced medicine and perceives pharma companies as greedy
- healthcare spending too high and rising
- end of patent situation
- healthcare budgets are under pressure and healthcare insurance companies have an increasing say in healthcare budgets and spending
- contracting too much focussed on preferential position and discounts
- value based healthcare is the future: measuring outcomes of treatments, patient centric healthcare, transition towards outcome based renumeration is inevitable.
- implementation of agile strategic account management to target selected strategic hospitals
- value proposition development with focus on selling and contracting functional, business and organizational value as a package
- train & coach strategic account management teams to develop new skills in agile working, strategic account planning, selling & contracting on tactical and strategic levels in the hospital.
- multi-year strategic partnerships with targeted hospitals to contribute to their hospital performance and hospital strategy.
- substantial business growth based on continued preferential positions, less discounts and higher turnover in services.