Converting patients after a win

Discussion in 'Managed Care Specialists - General Discussion' started by Anonymous, Sep 1, 2010 at 7:49 PM.

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  1. Anonymous

    Anonymous Guest

    In high level terms, what are some tactics/strategies used to convert patients to your product after you have won formulary position at an MCO or PBM?
     

  2. Anonymous

    Anonymous Guest

    Depends on your network, if you have a network that can handle reimburesement challenges you are more likely to get conversion. There are also consulting firms that specialize in exactly this type of strategic challenge especially with orphan or specialty drugs. Some have better track records than others. You need to develop a conversion formula and also a plan. You need to remember we are going into 4th quarter and 1st quarter benefit changes can change everything.
    The last thing you want to do is create a delay for the patient's or have the physicians prescribing see this as an added challenge to getting patient's started.
     
  3. Anonymous

    Anonymous Guest

    prey, sleep with pharmacy director, and a host of other things.
     
  4. Anonymous

    Anonymous Guest

    After a "win" you need to foster a partnering approach with your strategic point of contact and "architect" a plan of attack utilizing the "synergies" you have created during the "win". By getting the "win" you have a clear mandate that you have a "best of breed" offering but let's remember "Rome wasn't built in a day" and "if the Titantic could turn on a dime it wouldn't have sunk". Remember, "you're not only trying to get your customer to sniff the dogcrap, you're trying to get them to eat it as well". You need to make your customer aware that there is a "paradigm shift" afoot here and they need to "get on board" with the latest "best practices". A big "win" can be a significant "game changer" for not only your customer but the industry as a whole. Make your customer realize that this isn't that hard because for sure - "your not here to boil the ocean" with them. So, my advice is - get with your customer after the "win" and really start to "peel the onion back". Forget the "helicopter view" that was used during the sales process. Now is the time to make sure they are "onboard" and "drinking the Kool-Aid". And by all means take it slow, real slow, so they don't feel like they are "drinking from a firehose". I hope this has been inciteful. Congrats on your "win".
     
  5. Anonymous

    Anonymous Guest

    Well stated. I wish I had you as my boss.
     
  6. Anonymous

    Anonymous Guest

    was this written by Dennis Miller?