Life Sciences Commercial Solutions
Life Sciences companies are facing a litany of challenges that are forcing them to rethink many parts of their business models from research and development to commercial approaches. As they face shrinking pipelines, loss of exclusivity of existing assets, and waning effectiveness of traditional commercial engines, many companies are being challenged to do more with less.
These changes have given rise to a number of challenges that will likely impact and drive the need for evolution of the industry’s go-to-market approach:
- Evolving customer landscape: Convergence, consolidation, and the shift from volume to value are changing the dynamics of the health plan and provider marketplace
- New value equation: Therapeutic area strategy and comparative effectiveness now play a leading role in formulary and prescription decisions
- Marketing 2.0: Customers demand more than just products, they seek solutions that provide a range of pre- and post-prescription support
- New stakeholders = new selling models: C-suite executives and provider formulary panels have a growing role in purchase decisions; a tailored approach and a focus on account management will likely be required to engage these stakeholders
- New data sources - opportunity or distraction?: HIT and social media create an ever-growing set of customer data which can create valuable insights... or a lot of noise
Deloitte Consulting LLP’s Commercial practice offers a full portfolio of solutions to help address the key challenges of today and plan for those of tomorrow.
Learn more about the business model choices for the new market.
|The case for change
Learn how consolidation and changes in decision making among health care providers effect the biopharma commercial model.
|Biopharma customer facing model v2.0
Learn more about the new sales model.
|mHealth in an mWorld
Learn how mobile technology is transforming health care.
|Value-based pricing for pharmaceutical
Read the article to learn about value-based pricing and identify opportunities for additional exploration.
|Breaking down the walls
Learn how to integrate clinical development with commercial operations.
|Should Life Sciences companies socialize on social networks?
Tapping into social networks is great for engaging your audience – if you’re selling aftershave. But can it translate into results for life sciences companies?
|Customer need||Key questions||Deloitte offerings|
|Define new commercial models||How do sales and marketing operating models evolve to deliver greater value to their customers while generating required contribution margins by finding new approaches to drive profitable growth?||
|Create commercial value from data||In a world of segmented data how can Life Sciences companies adapt and develop business intelligence frameworks and to increase the value derived from data?||
|Optimize revenue and economic value||How can Life Sciences companies create competitive differentiators and establish enterprise-wide revenue strategies under the mounting pressure for information on healthcare costs, quality and treatment options?||
|Improve marketing strategy and effectiveness||How does a Life Sciences company innovate beyond mass marketing in the face of rising regulatory scrutiny and uncertainty?||
|Maximize value throughout lifecycle||What can Life Sciences companies do to minimize the risks associated with launching new products while designing a strategy that will deliver revitalization throughout the lifecycle?||
Meet our leadership team
Principal, Deloitte Consulting LLP, National Commercial Practice Leader
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