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Drug Makers Discuss New Ways to Trim Health Care Costs at ZS Associates and eyeforpharma Forum
Date:3/17/2010

A few leading pharmaceutical companies have already taken steps down this path by implementing new account management strategies that focus on "key" accounts. So far, however, most companies have implemented key account management (KAM) narrowly, using it to improve processes, coordination or stakeholder management in one or two lines of business.

"This watered down version of KAM has generated disappointing results," Bernewitz said. "To improve, companies need to use new tools and new training to create a firm-wide change in mindset that encourages and enables their people to pursue value-based partnerships with payers and providers instead of focusing so heavily on driving sales."

Payers Willing to Engage with Pharma

At the ZS/eyeforpharma forum, payers and providers alike expressed willingness to work with drug makers in a bid to improve patient care and control the total cost of healthcare.

While payers were open to engaging in a dialog, they stressed the need for pharmaceutical companies to improve transparency and approach them to discuss potential value-creation levers long
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SOURCE ZS Associates
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