Comments on: Managing Pharma’s Dilemma: MacAllister Explains http://www.pharmalot.com/2008/09/managing-pharmas-dilemma-macallister-explains/ News, Comment and Conversation Fri, 10 Feb 2012 22:45:17 +0000 http://wordpress.org/?v=2.6.2 By: RobertD http://www.pharmalot.com/2008/09/managing-pharmas-dilemma-macallister-explains/#comment-371988 RobertD Wed, 10 Sep 2008 11:26:21 +0000 http://www.pharmalot.com/?p=15335#comment-371988 While complex, the internal structural challenges of pharma companies are the easier part of the problem to solve. The really big challenge is their relationships with the healthcare providers and payers. In most industries the winners are the companies that get very close to their customers to develop coordinated and integrated product and services development and delivery. The pharma industry's relationships with the healthcare providers, payers, and patients is generally weak and antagonistic. Until these relationships are fundamentally changed and greater levels of transparency and trust generated then the potential benefits of future medical discoveries will be delivered neither to patients nor shareholders. The problem is not one sided. Most healthcare providers and payers don't have a good grasp of what they need and are too obsessed with internal issues to reach out. However healthcare delivery can continue without change. The research based pharma company can not. While complex, the internal structural challenges of pharma companies are the easier part of the problem to solve.

The really big challenge is their relationships with the healthcare providers and payers. In most industries the winners are the companies that get very close to their customers to develop coordinated and integrated product and services development and delivery. The pharma industry’s relationships with the healthcare providers, payers, and patients is generally weak and antagonistic. Until these relationships are fundamentally changed and greater levels of transparency and trust generated then the potential benefits of future medical discoveries will be delivered neither to patients nor shareholders.

The problem is not one sided. Most healthcare providers and payers don’t have a good grasp of what they need and are too obsessed with internal issues to reach out. However healthcare delivery can continue without change. The research based pharma company can not.

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