Beyond the pill: not a get-rich-quick scheme
A new report from eyeforpharma reveals the hurdles of building services within pharma companies. Pharma needs new people, new goals and a sustained effort over many years to achieve success in this area.
What is clear is that services are not a “make money fast” model as Pfizer’s Integrated Health project discovered – “we were earning money but the company expected more” admits Christian Isler, Former Global Head of Solutions & Product development. Despite getting positive reviews from customers and enviable health outcomes, the service fell short of meeting its financial goals.
This appears to be a common theme - pharma is used to selling pills that have taken 15 years to develop and have supporting data for their efficacy. Selling a service is dynamic. To overcome this you need to find people who understand healthcare – this is very different to understanding pharma! It requires a complete shift in mindset within pharma companies – and potentially new people too. Marco Mohwinckel from Janssen Healthcare Innovation agrees: “The journey ahead of us is long and we need to be mindful that any behavioural change, let alone system change is not a quick fix”.
The overriding message was that if you aspire to lead the way in the industry you need to reinvent and press on with services. Read the report here, Value Added Services: Stay the course
Christian Isler and Marco Mohwinckel are attending and speaking at the eyeforpharma Value Added Services summit in London on the 17-18 September, click here to find out more
For more information contact:
Aidan Brain
Global Event Director
eyeforpharma
abrain@eyeforpharma.com
(+44)0207 375 7513