Non-members: Click here to review a complimentary excerpt from "Serving ACOs, IDNs & Emerging Provider Networks: Business Outlook and Internal Coordination"
Provider networks like Accountable Care Organizations (ACOs) and Integrated Delivery Networks (IDNs) are playing a bigger role in prescribing habits and, consequently, are accounting for a fast-rising share of total pharma business. As ACO's influence has grown, pharmaceutical organizations have had to adjust their approach to serving these networks.
In particular, companies need to assess how much business is wrapped up in ACOs and IDNs and how much business these provider networks will generate in the coming years - as well as how much staffing they will require. Also, employees within sales and managed markets need to coordinate their interactions with ACOs. To help biopharma companies answer these questions, Best Practices, LLC conducted a study to provide a window into the current and expected impact of ACOs on revenues and staffing. The study also examines internal coordination to deal with ACOs and other provider networks.
This benchmarking field study will assist biopharmaceutical companies in developing an effective strategy for serving ACOs and IDNs in the fast-changing U.S. healthcare marketplace. The study will enable sales and managed markets leaders to create a more effective approach to the growing presence and influence of provider networks like ACOs and IDNs.
This study has small/medium company and large company segments.
SAMPLE KEY METRICS
- ACO/IDN Impact and Outlook
- Change Management Activities
- Coordination and Knowledge Sharing
- Percentage of overall business that currently flows through ACOs/IDNs
- Percentage of overall business that will flow through ACOs/IDNs over the next two years
- What types of delivery networks do you currently serve, plan to serve over next two years and don't serve
- Current and future trends you see regarding number of FTEs dedicated to ACOs/IDNs
- What stage are you in for dedicating staff for each of the following types of healthcare organizations
- How do you share knowledge across internal functions serving ACOs/IDNs
- Approaches employed to coordinate your ACO/IDN resources across functions to avoid redundancy
SAMPLE KEY FINDING
- Sales through ACOs/IDNs are expected to increase by 50% for large companies and 136% for small and medium sized (S/M) companies by 2016.
- Nearly half the large companies and one-quarter of S/M expect ACOs/IDNs to account for 61%-100% of their business by 2016.
This study engaged 36 leaders at 31 pharma and medical device companies through a benchmarking survey. Analysts also conducted in-depth executive interviews to develop qualitative findings and insights.