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Account Management Effectiveness as a Competitive Advantage

The US Healthcare system changes rapidly which requires Pharmaceutical/Life Science Companies to manage and adapt to multiple complex stakeholders including Payers, Providers, Distributors, Specialty Pharmacies and Employers.  Prior to Account Managers engaging accounts, a Managed Markets group should develop a customer master database and complete some basic analysis to identify & evaluate the top customers.  […]

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Why wait for declining profitability before implementing enhanced contract analytics?

Often companies don’t seriously perform some sort of “analytics” to determine if the signed contract makes financial sense until after they see their margins and profitability declining.  Traditional thinking says as long as rebates paid are more than compensated by increased volume then there is a good deal in place. There is much more to […]

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340B Drug Pricing Program Ceiling Price and Manufacturer Civil Monetary Penalties Regulation

The latest rule coming out from HHS on the 340B Program was published in the Federal Register on January 5, 2017 (Vol. 82, No. 3) and will have the effect of adding workload and compliance risk to your participation in the 340B program.  On January 30, the Trump Administration withdrew this regulation as part of […]

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The Grinch that stole the Generic Manufacturers Christmas

If you are the manufacturer of a generic drug, your price you sell to the government (Medicaid and 340B) is going to change effective with the 1st quarter of 2017. And to make things interesting, pricing actions you have taken since 2013 will have a direct impact on these new prices.  If your strategy has […]

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