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Managed Care Pull-Through Initiatives Suffer from Poor Measurement of ROI
Date:8/5/2010

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.


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SOURCE Best Practices, LLC
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