New Pharma commercial engagement model (multi-disciplinary/cross-functional teams- sales/marketing/medical/finance)New customers - hospital managers, PCTs, HIQA etcProtocol driven treatmentsHIQA and Health Technology AssessmentsNew paradigm is ‘effectiveness both economically and clinically”New USP is the ‘QUALY’ (quality adjusted life year) Key issue is flux, change and uncertainty . Need for adaptability and creativity.It is now generally accepted that the organisational model in Healthcare companies need to change to meet new market conditionsComplexities arise from the fact there is no single “new model solution”Pharma companies are facing one if not three common issues that trigger a need for change1. Country environments are undergoing radical changes2. Major changes in market access & potential changes from predominanlty selling in primary care to selling in specialist marketsA need to change the companies cost base to maintain profitabilitynot all these issues are relevant to the generics business eg HIQA and HTA’s. What is important to generics is;Proposed introduction of reference pricing and co-payments. This means that the focus will need to be more on value proposition aimed at customers, rather than traditional wheeling and dealing with distributors and pharmacistsAlso quality of product and continuity of supply is becoming more and more of an issue for generics.
What can you control?What can you influence?How can you be better prepared?
While your new business model might not be clear now, your human talent can be prepared for the change coming.The Talent Gym is a business tool that takes a snapshot of the potential of your people Aligns your People with the Companies business requirements
An objective and independent review of your peopleIt is evidence based, utilising a proven structured programme of Group exercises with structured interviews to assess the capabilities, strengths and weakenesses of your people.
Identify the key components required for the new environment2. Assesss your people and benchmark them against these new components – “The Talent Gym”3.Identify the gaps, develop the training and have your people ready for change4. Aligning your People with the Companies business requirements
Fitness for the Future<br />
Current Pressures on Business<br /><ul><li>Value Propositions