KPMG: Ten Imperatives for Pharmaceutical Commercial Transformation

1. Use commercial tactics, not clinical data, to differentiate new products
2. Elevate pricing and contracting within the organization
3. Take a more holistic approach to stakeholder mapping and prioritization
4. Base sales models on a collaborative approach to improving outcomes
5. Play a larger role in the industry transformation from “volume to value”
6. Support providers in improving quality and patient satisfaction
7. Leverage data and analytics to enhance commercial strategies
8. Allocate commercial resources optimally across markets and brands
9. Evolve performance metrics and incentives to reflect new realities
10. Drive the transformation agenda throughout the enterprise

Source: KPMG: Change in pharma? Not optional; 10 Integrated imperatives for pharmaceutical commercial transformation.
Source URL: http://www.kpmg-institutes.com/content/dam/kpmg/healthcareli...

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