Learning Objectives
Upon successful completion of this course, the student will be able to discuss the management restructuring and change of focus toward business that have occurred in the healthcare industry; describe the business and management strategies and theories being applied in the healthcare industry today; and discuss the reorganization of the pharmaceutical industry and its effect on healthcare representatives, including new roles as team members and consultants to healthcare providers.
Who Should Take This Course
- Managers who interact with healthcare administrators, including quality assurance managers, disease management specialists, and chief medical officers, and who would benefit from a knowledge of management strategies that are being applied within healthcare organizations today.
- Those who interact with physicians and other healthcare professionals who have a need to learn about the business aspects of today’s healthcare environment.
Career Applications/Benefits
The American healthcare industry continues to evolve toward a business-oriented, consumer-driven style of providing medical care. The demands of an increasingly competitive marketplace are focusing attention on the business aspect of healthcare. As the needs of the healthcare industry have shifted, pharmaceutical managers have adapted to the opportunities offered within the new healthcare environment. The marketing and selling of pharmaceuticals has changed, with less emphasis on product features and benefits and more emphasis on a package of value-added services provided by the pharmaceutical company. This course will benefit managers, healthcare representatives, and others who work for pharmaceutical companies by making them aware of the issues influencing drug purchasing and utilization. Information provided in this course will help individuals to be effective in selling pharmaceuticals, because they will be able to consider management of the provider’s medical practice from both a business and a healthcare perspective. In addition, as the lines of authority and levels of management begin to change within healthcare and pharmaceutical organizations, many individuals will be asked to take on new responsibilities and functions within their specific companies.
Chapter Content
Chapter One: The Evolution of Business in Healthcare
- Crisis in Healthcare Costs and Quality
- Introduction to Managed Care
- Current Issues in Managing Healthcare
Chapter Two: Current Management Strategies
- Reengineering and Consolidation
- Integrated Delivery Systems, Alliances, and Outsourcing
- Quality Improvement: TQM & Six Sigma
- Quality Improvement: Examining the Players
- Broadening the Organization
Chapter Three: Role of the Healthcare Representative
- Responding to Streamlining Strategies
- Selling in a Quality-Conscious Environment
- Adjusting Selling Strategies