Yielding more value from the marketing mix
Our client, with a portfolio of mature products, wished to maximize their capabilities in managed markets and increase the profitability of their business relationships with health plans.
Leveraging our affiliation to IMS, we worked with our client to show that health plans can achieve formulary control by using differential co-payments that compare to those of closed formularies for many individual treatment areas.
We were able to provide our client with the tools not only to identify the Managed Care Organizations that exert the most control, but also give them the ability to accurately estimate their degree of control over a number of therapy areas.
As a result of our collaborative efforts, our client has been able to target their most profitable customers by modulating their contract accordingly and facilitating their approach to detailing with patient financial liabilities in mind.