Our market access training will help keep your sales organization up to date regarding the changing landscape. This training will help tap into your customer's changing needs (including the trends towards telehealth), including those surrounding reimbursement (340B, MACRA, etc.), new performance measurements, and value-based payment and selling models.
Accountable Care Organizations eBrief
An Accountable Care Organization (ACO) is one of the ways the Affordable Care Act reduces health care costs while providing better cost management, better patient care, and better health outcomes. In this eBrief, we'll take a closer look at the most relevant information pertaining to ACOs, including:
- The purpose of ACOs and the various types
- Growth trends and the geographic dispersion of ACOs
- Questions account teams should consider regarding ACOs
Copay Accumulators eBrief
Manufacturers often provide discount cards and coupons to reduce patients' out-of-pocket drug expenses. Recently, health plans and pharmacy benefit managers (PBMs) have implemented copay accumulator and copay maximizer programs that affect these market access strategies. In this eBrief, we'll take a closer look at the most relevant information needed to understand these programs, including:
- How copay accumulators and copay maximizers work in the real world
- The effect of these programs on patients' out-of-pocket costs
- How these programs can affect prescribing behavior and patient access to brand drugs
Current Trends in Healthcare
This module discusses some of the solutions and approaches being used by healthcare providers, payers, and consumers to control costs and improve patient care.
EHRs and Health Information Technology: Opportunities for Sales and Marketing
This module looks at how legislation set the wheels in motion. It explores how the use of HIT is being fueled by the adoption of "meaningful use" (now known as "promoting interoperability") certified electronic health records (EHRs) and discusses the challenges associated with implementing EHRs. This module also clarifies the difference between EHRs and electronic medical records (EMRs), which arrived on the scene in many clinical practices before the nationwide commitment to EHRs.
Improving Quality through CMS Initiatives, Benchmarking, and Customer Relationship Management
This module discusses quality improvement initiatives undertaken by the Center for Medicare and Medicaid Services (CMS). It describes the concepts of benchmarking and customer relationship management (CRM), and gives examples of how these approaches are used in healthcare.
Integrated Delivery Networks and Accountable Care Organizations
This module focuses on the increased integration and consolidation occurring among provider organizations and insurers.
As described in this module, integrated delivery networks (IDNs), sometimes referred to as integrated delivery systems or provider networks, come in all different shapes and sizes, and they are formed through various types of formal legal structures as well as informal partnerships. This module will compare IDNs to Accountable Care Organizations (ACOs). It describes the features of these models.
Integrated Delivery Networks eBrief
An Integrated Delivery Network (IDN) is a group of physicians working to form a healthcare system where a patient within the organization can receive a full range of preventive and acute care from one single provider. In this eBrief, we'll take a closer look at the most relevant information pertaining to IDNs, including:
- The purpose of and IDN and its characteristics
- The IDN market influence
- Questions account teams should consider regarding IDNs
Job Aid: Elevate Your Conversation (MDD)
If your customer conversations focus mainly on the features and benefits of your technology, your relationship with a surgeon, supply chain leader, or C-Suite executive may never get off the ground. This job aid provides conversation starters to help you have more effective and meaningful discussions with your customers while you demonstrate your expertise and credibility. These questions can be customized to your situation, no matter what sales model you follow.
Job Aid: Elevate Your Conversation (Pharma)
If your customer conversations focus mainly on the features and benefits of your product, your relationship with a physician, pharmacy director, or C-Suite executive may never get off the ground. This job aid provides conversation starters to help you have more effective and meaningful discussions with your customers while you demonstrate your expertise and credibility. These questions can be customized to your situation, no matter what sales model you follow.
Measuring the Patient Experience: The Connection to Quality
This module describes how providers are measuring and trying to improve the patient experience. Healthcare sales professionals will gain insight into how they can support their customers in these efforts.
Measuring the Patient Experience: The Connection to Quality (Medical Device and Diagnostics)
More than ever before, providers in a variety of settings are investing time and resources to evaluate their patients’ experience of care. Improving the patient experience is part of the “Triple Aim,” and how patients rate their experience is an increasingly important metric in pay-for-performance programs like Medicare’s Value-Based Purchasing (VBP) program. This module describes how providers are measuring and trying to improve the patient experience. Sales representatives will gain insight into how they can support their customers in these efforts.
Navigating a Hospital
When calling on hospitals, sales representatives need to understand the web of departments, divisions, and units within these highly complex organizations. This module describes the key medical and administrative areas in a typical hospital, as well as their primary functions.
Overview of the 340B Drug Pricing Program
This module will help you to understand the history of the program, how it is monitored, and recent changes that have occurred since the adoption of the Affordable Care Act (ACA). You also will learn how to determine the impact of the program in your market.
This module discusses the following topics: the patient's voice, a continuum of care, technologies that support patient-centered care, and measures of quality improvement in patient-centered care.
Population Health Management: A Strategy for Higher Quality and Lower Costs
This module outlines current approaches to population health management, including patient-centered medical homes (PCMHs), perioperative surgical homes (PSHs), and accountable care organizations (ACOs). The module also discusses the implications of population health management for biopharmaceutical and device companies.
Promoting Health Equity and Addressing Social Determinants of Health
Health disparities resulting from racial, socioeconomic, and other factors persist across the United States. Healthcare providers and other stakeholders are working to achieve health equity by targeting social determinants of health, such as food insecurity and low health literacy. This module explores how gaps in healthcare quality and access affect population health and highlights strategies that your customers are using to close these gaps. It also discusses some of the ways that you can support your customers as they aim to achieve health equity.
Selling in a Hospital Environment
As healthcare delivery in hospitals continues to adapt to rapid market changes, the approach to selling in hospitals must also adapt. You already know the driving forces, an emphasis on cost and outcomes, coordinated patient care, value-based payment models, financial penalties, "meaningful use" EHRs, and population health management (PHM), to name a few. This module explores today's hospital environment and what it means for selling life-science products and services. Throughout, you will be asked to consider the impact to your own accounts.
Selling in a Hospital Environment (Medical Device and Diagnostics)
This module explores today’s changing hospital environment and what it means for selling products and services. Throughout, you will be asked to consider the impact to your own accounts.
Selling to Federal Accounts
Life sciences sales professionals who call on federal accounts are responsible for building and sustaining relationships that can have a substantial impact on their company's bottom line. With so much at stake, account executives and other sales professionals should be equipped to deliver meaningful value to these important customers. This module describes some of the key federal accounts and how they contain drug costs and manage utilization. It also discusses key trends affecting market access and some of the customer-focused approaches that account managers and sales professionals can use to best position their products.
Telehealth Trends and Opportunities
Telehealth gives patients new ways to access the care they need, and recent events are speeding adoption of telehealth across the country. This module describes key concepts you should understand about telehealth, including how it works for patients and providers in the real world. It also describes important payment issues and other trends affecting provider implementation and patient acceptance of telehealth.
The Affordable Care Act and Its Implications for the Life Science Industry
This module looks at the main aspects of healthcare reform set forth by the ACA, including expanding access to insurance coverage, closing the Medicare Part D coverage gap, and improving transparency between the industry and physicians. The module also explores the implications of these reforms for the life science industry.
The Entry of Biosimilars into the US Market
More biosimilars are expected to enter the US market in the coming years, potentially creating a more competitive market for biologic products and other competitive products. Understanding the basics of biosimilars is crucial for sales teams with products that treat conditions such as rheumatoid arthritis, anemia, inflammatory bowel disease, skin conditions, and some cancers. This module explains how biosimilars are developed and the key concept of interchangeability. It also describes how customers view the emergence of biosimilars, including their expectations for how the products could affect healthcare costs in the US.
The Health Insurance Marketplace
This module looks at the main features of the market and how state health insurance exchanges are evolving amid political uncertainty. The module also explores the implications of exchanges for various stakeholders, including life science companies.
The Role of Accountable Care Organizations in Healthcare Delivery
This module covers the establishment of accountable care organizations and explores their potential impact on biopharmaceutical and device companies.
Today’s Medical Groups and the Transition to Value-Based Care
This module discusses the trends affecting medical groups and how life science companies can build more meaningful partnerships with these important customers to help protect market access.
Triple/Quadruple Aim eBrief
According to the Institute for Healthcare Improvement (IHI), the three goals of the Triple Aim are the simultaneous pursuit of improving population health, improving the patient experience, and reducing per capita healthcare costs. Some healthcare organizations have even added a fourth goal, establishing their own Quadruple Aim. In this eBrief, we-ll take a closer look at the most relevant information pertaining to Triple/Quadruple Aim, including:
- The Origin of the Triple Aim
- The Origin of the Quadruple Aim
- Types of Triple or Quadruple Aim Goals and Sample Customer Strategies
- Key Strategies for Account Teams related to the Triple/Quadruple Aim
Understanding GPOs eBrief
This eBrief covers the important role that group purchasing organizations (GPOs) play in the acquisition and distribution of products for patient care. It explains the GPO business model, defines key terminology, and provides some strategies for account directors to enhance their GPO relationships.
In October of 2015, US healthcare providers and other industry stakeholders, such as health plans, began using the ICD-10 code sets to report medical diagnoses and inpatient procedures. This module helps you understand ICD-10 and how it impacts your customers.
Understanding Medicare Part D
When it comes to Medicare Part D, there's one word that best describes what's ahead in the years ahead: change! How will these changes affect out-of-pocket costs? Will changes disrupt distribution? What will the impact be to drug access for Americans 65 and older and those with disabilities? This module presents the facts you need to know about Medicare Part D and all the changes ahead.
Value-Based Care and the Changing Healthcare Delivery Model
This module discusses different types of value-based payment and how providers are preparing for the transition from fee-for-service medicine to value-based care. Healthcare sales professionals will gain insight into how they can be valued partners by offering products and services that support their customers' focus on value.
Value-Based Care and the Changing Healthcare Delivery Model (Medical Device and Diagnostics)
Employers, health plans, government agencies, and consumers want to make sure that providers are delivering the highest quality care at the lowest cost possible. As a result, physicians, hospitals, and other providers are under tremendous pressure to move away from their traditional payment and delivery approaches, which are based on service volume, to newer, risk-based models that reward providers for value. This module discusses different types of value-based payment and how providers are preparing for the transition from fee-for-service medicine to value-based care. Sales representatives will gain insight into how they can be valued partners by offering products and services that support their customers' focus on value.
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