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Best Practice Database
Market Access » Managed Care Organizations and Winning Practices
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Pharmaceutical field medical teams (FMT) are focusing more on payers as insurers, PBMs and other payer organizations have risen in importance. With the healthcare market shifting to a value-based system, a new product’s position on a formulary is now a critical component of launch. Recognizing this trend, pharma has increased its efforts to support and inform leaders such as medical directors and pharmacy directors that play a large role in formulary decisions within payer organizations.
This study explores the frequency of recent field medical rep visits to 11 pharma companies, the topics discussed during these visits, the overall quality of the 11 pharma companies' field medical reps, and differentiating factors that led to high ratings from payers. This study also includes a chapter with payer narratives regarding the good, the bad and the ugly of field medical team interactions.
This study engaged a total of 23 formulary leaders from at least 16 managed care organizations. Medical directors represented more than 40% of the respondents.
Insurance; Health Care; Medical
Anthem; Kaiser Permanente; CVS Health; WellSpan Health; DaVita; Aetna; Ascension; Cleveland Clinic; Express Scripts; Inc.; Tenet Healthcare ; Humana; MedImpact; HCA; UnityPoint Health; St. Joseph's Health; University Hospitals
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