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Towards Value Innovation in Pharma 31 May, 2007 Drs. A. R. J. Halkes MHA PR54936/RHA/GZA Perspectives for an imaginative role in health care
The growing problem… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
IMS  study :   changes in pharmaceutical markets are underway globally, with the most emphasis in the advanced markets of the industry 1 1. Trends in Sales Force Effectiveness, IMS 2005 USA UK Ger Can France Italy Iber L.A. Japan China India Turkey Benlx Nordic ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Advanced Markets  (60%) Urgent need for change Mature Markets  (25%) Some pressure for change Emerging Markets  (15%) Changing/Developing models
What would be a negative response from the pharmaceutical industries in advanced markets? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Market perspectives under such conditions ,[object Object],[object Object],[object Object]
Other responses are available ,[object Object],[object Object],[object Object]
‘Adding value’ ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Value innovation Product benefits Brand benefits Service benefits Acquisition costs Customer Value-surplus Costs of - buying -production - handling - services - etc Margin Creation of Customer Value (W. Reijnders 2005) Price ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],E.g.: - accessibility  - consult / service - attitude problem solving  client directed friendly et cetera Brand characteristics Confidence  Function Emotion Et cetera Customer desired  product range: breadth, length, depth of assortment  Complementarities Cohesion Services Guarantee Et cetera
Creating added value by the pharmaceutical industry –  a positioning issue ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Sources for Value innovation in Pharma ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Porter en Teisberg Accessing Measuring Informing Knowledge development Monitoring/ Managing -  Monitoring and managing the Patient’s  condition -  Monitoring    compliance with   therapy - Monitoring   lifestyle   modifications Recovering/  Rehabilitating -Inpatient   recovery - Inpatient and   Outpatient   rehab - Therapy  fine-   tuning - Developing a   discharge plan Intervening -Ordering and    administering   drug therapy -Performing   procedures -Performing   counseling   therapy Preparing -Choosing the   team - Pre-   intervention   preparations   - pretesting   - pretreatment Diagnosing -  Medical   history -  Specifying and  organizing tests - Interpreting   data - Consultation   with experts - Determining the  treatment plan Monitoring/ Preventing -  Medical   history -  Screening -  Identifying   risk facotrs - Prevention   programs Provider Margin Patient value (Health results per unit of cost) The care delivery value chain.  Porter and Teisberg, 2006, 204 Feedback loops (Results management and tracking, staff/physician training, technology development, process improvement) (Patient education, patient counseling, pre-intervention educational programs, patient compliance counseling) (Tests, Imaging, patient records management) (Office visits, lab visits, hospital sites of care, patient transport, visiting nurses, remote consultation)
E.g. ,[object Object],[object Object],[object Object]
Added value to whom:  Synergetic Marketing ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The “Added Value X Relationship” Matrix II Product support services Customer Individualizing surplus value ,[object Object],[object Object],[object Object],3 Extended Rx 5 Enhanced   Long term   and life time 4 Long term 2 Ad hoc Rx V General practice and partnership IV Therapy enhancing support packages III Implementation and consumer  directed  support Services I General and selling  communication and tools Terms of relation ship
A defined concept of pharmaceutical value in health care is at the bottom of the model Commercial processes ,[object Object],Selling processes ,[object Object],[object Object],From outbound communication  to  To interactive  partnership ,[object Object],[object Object],[object Object],[object Object],[object Object],CRM Repeat Life time Long term Ad hoc Cross package Domain package Product service Core product Terms of relation ship Individualizing surplus value
Dimensions of value innovation ,[object Object],[object Object],[object Object],[object Object],[object Object]
Some implications to the industry ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
References ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Van Spaendonck  Management Consultants ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Rob Halkes ,[object Object],[object Object],[object Object]

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Towards Value Innovation In Pharma SFE Conference London 062007

  • 1. Towards Value Innovation in Pharma 31 May, 2007 Drs. A. R. J. Halkes MHA PR54936/RHA/GZA Perspectives for an imaginative role in health care
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  • 11. Porter en Teisberg Accessing Measuring Informing Knowledge development Monitoring/ Managing - Monitoring and managing the Patient’s condition - Monitoring compliance with therapy - Monitoring lifestyle modifications Recovering/ Rehabilitating -Inpatient recovery - Inpatient and Outpatient rehab - Therapy fine- tuning - Developing a discharge plan Intervening -Ordering and administering drug therapy -Performing procedures -Performing counseling therapy Preparing -Choosing the team - Pre- intervention preparations - pretesting - pretreatment Diagnosing - Medical history - Specifying and organizing tests - Interpreting data - Consultation with experts - Determining the treatment plan Monitoring/ Preventing - Medical history - Screening - Identifying risk facotrs - Prevention programs Provider Margin Patient value (Health results per unit of cost) The care delivery value chain. Porter and Teisberg, 2006, 204 Feedback loops (Results management and tracking, staff/physician training, technology development, process improvement) (Patient education, patient counseling, pre-intervention educational programs, patient compliance counseling) (Tests, Imaging, patient records management) (Office visits, lab visits, hospital sites of care, patient transport, visiting nurses, remote consultation)
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