Healthcare Value Selling

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Publisher :
ISBN 13 : 9780991048649
Total Pages : 232 pages
Book Rating : 4.0/5 (486 download)

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Book Synopsis Healthcare Value Selling by : Christopher D. Provines

Download or read book Healthcare Value Selling written by Christopher D. Provines and published by . This book was released on 2014-04-30 with total page 232 pages. Available in PDF, EPUB and Kindle. Book excerpt: Salespeople and commercial leaders face a significant challenge and big opportunity. Purchasing in healthcare is undergoing a fundamental shift. Buying decisions, once driven by individual clinicians, are increasingly being made by data-driven committees, cost-driven administrators, and sophisticated buyers. The hospital supply chain and purchasing organization is growing into a powerful force, and is deploying sourcing tactics to gain unprecedented discounts and bring clearer transparency to value. Selling in this new healthcare market in the same old way is a recipe for price erosion, declining margins, frustrated salespeople, and dissatisfied customers. Based on extensive experience and research, this is a practical guide that provides salespeople and commercial teams with the insights to approach economic buyers with renewed confidence. It provides proven strategies and tools to educate customers, sell your value, and defend your value against tough buyers. Understand the ten drivers of change in the new healthcare market Learn how the buyer views your sales bag and the sourcing strategies buyers use to extract value Navigate buying committees and learn to leverage your three elements of value - clinical, economic, and emotional Quantify your value and connect it to the customers' business and reimbursement model Adapt your offering and use negotiation trades to satisfy different buyers and defend your value Learn the clues to identify the four hospital buying behavior segments and how to customize your tactics to each Align your value selling to the six stages of customers' buying process Learn twelve common buyer games and how to defend your value against each This book will prove to be an invaluable source of ideas, strategies and tools for healthcare sales professionals, marketing teams, and executives responsible for leading winning commercial organizations.

Selling to Hospitals and Healthcare Organizations

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Publisher : Createspace Independent Publishing Platform
ISBN 13 : 9781533238375
Total Pages : 296 pages
Book Rating : 4.2/5 (383 download)

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Book Synopsis Selling to Hospitals and Healthcare Organizations by : Thomas J. Williams

Download or read book Selling to Hospitals and Healthcare Organizations written by Thomas J. Williams and published by Createspace Independent Publishing Platform. This book was released on 2016-05-31 with total page 296 pages. Available in PDF, EPUB and Kindle. Book excerpt: This Glossary is designed as an easy-to-use reference. In Part 1 users will find Business and Clinical words that are commonly used within medicine, insurance, finance, supply chain and clinical research defined within the context of the hospital and their related entities. Also included is a detailed listing of medical specialties. Part 2 contains a Healthcare Personnel Glossary that describes the most common titles of hospital personnel along with a brief overview of their job. It is not an all-inclusive healthcare personnel dictionary because titles, roles and responsibilities often differ between hospitals of various sizes and within healthcare systems. In addition, there are differences in titles between community hospitals and teaching hospitals. The latter includes teaching titles and research titles which we deliberately did not add to this missive. Instead, we have provided the most common listing of job titles of personnel working within hospitals and associated healthcare entities. Because physician practices are being purchased by hospitals we did include those. There are Four Appendices to assist the reader. Appendix 1 describes the most frequently used Acronyms and Medical Industry Abbreviations. Appendix 2 provides a short list of Anatomical Terms. Appendix 3 lists several Healthcare Agencies and Organizations that sellers may encounter in their discussions with healthcare personnel. Appendix 4 is a brief list of Prescription Terms.

The Price We Pay

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Publisher : Bloomsbury Publishing USA
ISBN 13 : 1635574129
Total Pages : 305 pages
Book Rating : 4.6/5 (355 download)

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Book Synopsis The Price We Pay by : Marty Makary

Download or read book The Price We Pay written by Marty Makary and published by Bloomsbury Publishing USA. This book was released on 2019-09-10 with total page 305 pages. Available in PDF, EPUB and Kindle. Book excerpt: New York Times bestseller Business Book of the Year--Association of Business Journalists From the New York Times bestselling author comes an eye-opening, urgent look at America's broken health care system--and the people who are saving it--now with a new Afterword by the author. "A must-read for every American." --Steve Forbes, editor-in-chief, FORBES One in five Americans now has medical debt in collections and rising health care costs today threaten every small business in America. Dr. Makary, one of the nation's leading health care experts, travels across America and details why health care has become a bubble. Drawing from on-the-ground stories, his research, and his own experience, The Price We Pay paints a vivid picture of the business of medicine and its elusive money games in need of a serious shake-up. Dr. Makary shows how so much of health care spending goes to things that have nothing to do with health and what you can do about it. Dr. Makary challenges the medical establishment to remember medicine's noble heritage of caring for people when they are vulnerable. The Price We Pay offers a road map for everyday Americans and business leaders to get a better deal on their health care, and profiles the disruptors who are innovating medical care. The movement to restore medicine to its mission, Makary argues, is alive and well--a mission that can rebuild the public trust and save our country from the crushing cost of health care.

Value-Based Healthcare and Payment Models

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Publisher :
ISBN 13 : 9780984831012
Total Pages : 290 pages
Book Rating : 4.8/5 (31 download)

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Book Synopsis Value-Based Healthcare and Payment Models by : Grace E. Terrell

Download or read book Value-Based Healthcare and Payment Models written by Grace E. Terrell and published by . This book was released on 2019-11-15 with total page 290 pages. Available in PDF, EPUB and Kindle. Book excerpt: NEW GUIDE DECODES VALUE-BASED CARE AND PAYMENT MODELS As value-based care is coming of age, deciding how to start can be an overwhelming task. Risks are high and success with the new models is challenging and time consuming. This book fills an important need by providing concrete and proven strategies to aid in an organization's successful transformation. The book is filled with practical, no-nonsense advice on the shift to value-based care in both the private and public healthcare sectors. This is the time when healthcare stakeholders need to rethink their own added-value strategies in a manner that best serves patients and providers alike. In the complicated world of payment and delivery system reform, this book deconstructs the most challenging concepts for the novice yet provides sophisticated insights for even the most seasoned executive. BONUS! The authors also lay out high-value strategies for 20 different subspecialties with specialty-specific changes in the way medicine is practiced and paid for.

Understanding Value Based Healthcare

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Publisher : McGraw Hill Professional
ISBN 13 : 007181700X
Total Pages : 417 pages
Book Rating : 4.0/5 (718 download)

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Book Synopsis Understanding Value Based Healthcare by : Vineet Arora

Download or read book Understanding Value Based Healthcare written by Vineet Arora and published by McGraw Hill Professional. This book was released on 2015-04-03 with total page 417 pages. Available in PDF, EPUB and Kindle. Book excerpt: Provide outstanding healthcare while keeping within budget with this comprehensive, engagingly written guide Understanding Value-Based Healthcare is a succinct, interestingly written primer on the core issues involved in maximizing the efficacy and outcomes of medical care when cost is a factor in the decision-making process. Written by internationally recognized experts on cost- and value-based healthcare, this timely book delivers practical and clinically focused guidance on one of the most debated topics in medicine and medicine administration today. Understanding Value-Based Healthcare is divided into three sections: Section 1 Introduction to Value in Healthcare lays the groundwork for understanding this complex topic. Coverage includes the current state of healthcare costs and waste in the USA, the challenges of understanding healthcare pricing, ethics of cost-conscious care, and more. Section 2 Causes of Waste covers important issues such as variation in resource utilization, the role of technology diffusion, lost opportunities to deliver value, and barriers to providing high-value care. Section 3 Solutions and Tools discusses teaching cost awareness and evidence-based medicine, the role of patients, high-value medication prescribing, screening and prevention, incentives, and implementing value-based initiatives. The authors include valuable case studies within each chapter to demonstrate how the material relates to real-world situations faced by clinicians on a daily basis. .

Integrity Selling for the 21st Century

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Publisher : Currency
ISBN 13 : 0385509561
Total Pages : 239 pages
Book Rating : 4.3/5 (855 download)

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Book Synopsis Integrity Selling for the 21st Century by : Ron Willingham

Download or read book Integrity Selling for the 21st Century written by Ron Willingham and published by Currency. This book was released on 2003-06-17 with total page 239 pages. Available in PDF, EPUB and Kindle. Book excerpt: “I have observed several hundred salespeople who were taught to use deceptive practices like ‘bait and switch’ and encouraged to play negotiation games with customers... In the same industry, I have observed countless people who had been taught to sell with high integrity. Ironically, their customer satisfaction, profit margins, and salesperson retention were significantly higher.” — Ron Willingham If you’ve tried manipulative, self-focused selling techniques that demean you and your customer, if you’ve ever wondered if selling could be more than just talking people into buying, then Integrity Selling for the 21st Century is the book for you. Its concept is simple: Only by getting to know your customers and their needs — and believing that you can meet those needs — will you enjoy relationships with customers built on trust. And only then, when you bring more value to your customers than you receive in payment, will you begin to reap the rewards of high sales. Since the publication of Ron Willingham’s enormously successful first book, Integrity Selling, his sales program has been adopted by dozens of Fortune 500 companies, such as Johnson & Johnson and IBM, as well as the American Red Cross and the New York Times. In his new book, Integrity Selling for the 21st Century, Willingham explains how his selling system relates to today’s business climate — when the need for integrity is greater than ever before. Integrity Selling for the 21st Century teaches a process of self-evaluation to help you become a stellar salesperson in any business climate. Once you’ve established your own goals and personality traits, you’ll be able to evaluate them in your customers and adapt your styles to create a more trusting, productive relationship. Drawing upon Willingham’s years of experience and success stories from sales forces of the more than 2,000 companies that have adopted the Integrity Selling system, Ron Willingham has created a blueprint for achieving success in sales while staying true to your values.

How to Sell Health Insurance Fast

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Author :
Publisher : Notion Press
ISBN 13 :
Total Pages : 101 pages
Book Rating : 4.8/5 (918 download)

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Book Synopsis How to Sell Health Insurance Fast by : Trilok Pattnaik

Download or read book How to Sell Health Insurance Fast written by Trilok Pattnaik and published by Notion Press. This book was released on 2023-11-15 with total page 101 pages. Available in PDF, EPUB and Kindle. Book excerpt: ‘How To Sell Health Insurance Fast’ is the book which gives you insights about twenty one things you must know before you start selling health insurance. Previously, when a person joined as a health insurance adviser/broker to any company, no reference book was available to know how to START selling health insurance. This is the first book that helps you as your guide and open many ways to learn about your profession and grow your career. Without knowing about the concepts, company or products you cannot be successful in your career. All health insurance advisers can refer to this book for their personal and professional growth. This is the book that you will read again and again as all contents are helpful for a beginner and also for people who are working since many years in this sector.

Reverse Innovation in Health Care

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Publisher : Harvard Business Press
ISBN 13 : 1633693678
Total Pages : 288 pages
Book Rating : 4.6/5 (336 download)

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Book Synopsis Reverse Innovation in Health Care by : Vijay Govindarajan

Download or read book Reverse Innovation in Health Care written by Vijay Govindarajan and published by Harvard Business Press. This book was released on 2018-06-19 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt: Health-Care Solutions from a Distant Shore Health care in the United States and other nations is on a collision course with patient needs and economic reality. For more than a decade, leading thinkers, including Michael Porter and Clayton Christensen, have argued passionately for value-based health-care reform: replacing delivery based on volume and fee-for-service with competition based on value, as measured by patient outcomes per dollar spent. Though still a pipe dream here in the United States, this kind of value-based competition is already a reality--in India. Facing a giant population of poor, underserved people and a severe shortage of skills and capacity, some resourceful private enterprises have found a way to deliver high-quality health care, at ultra-low prices, to all patients who need it. This book shows how the innovations developed by these Indian exemplars are already being practiced by some far-sighted US providers--reversing the typical flow of innovation in the world. Govindarajan and Ramamurti, experts in the phenomenon of reverse innovation, reveal four pathways being used by health-care organizations in the United States to apply Indian-style principles to attack the exorbitant costs, uneven quality, and incomplete access to health care. With rich stories and detailed accounts of medical professionals who are putting these ideas into practice, this book shows how value-based delivery can be made to work in the United States. This "bottom-up" change doesn't require a grand plan out of Washington, DC, agreement between entrenched political parties, or coordination among all players in the health-care system. It needs entrepreneurs with innovative ideas about delivering value to patients. Reverse innovation has worked in other industries. We need it now in health care.

Buying, Selling & Merging a Medical Practice

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Publisher : Lulu.com
ISBN 13 : 061517227X
Total Pages : 216 pages
Book Rating : 4.6/5 (151 download)

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Book Synopsis Buying, Selling & Merging a Medical Practice by : Kenneth Hekman

Download or read book Buying, Selling & Merging a Medical Practice written by Kenneth Hekman and published by Lulu.com. This book was released on 2008-02 with total page 216 pages. Available in PDF, EPUB and Kindle. Book excerpt: Physicians and other medical professionals today must acquire far more business knowledge than they did even a generation ago. Whether you are directly involved in a medical practice acquisition, sale or merger, or you are a consultant or hospital executive needing to know more about the acquisition process, you must understand how to arrive at a fair valuation, negotiate a sales price and complete a successful deal. To gain this knowledge, you need a comprehensive reference book that explains situations, provides helpful case studies and answers your questions. In Buying, Selling & Merging a Medical Practice, successful medical management consultant Kenneth Hekman has compiled an all encompassing sourcebook that contains the explanation, techniques and proficiencies necessary to send you to the negotiating table well-equipped to complete a successful deal. Hekman covers the entire subject of buying, selling and merging medical practices by presenting its component parts in clear, concise language.

Powerful Medical Device Sales Guidebook

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Publisher : UniversityOfHealthCare
ISBN 13 : 1594912645
Total Pages : 131 pages
Book Rating : 4.5/5 (949 download)

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Book Synopsis Powerful Medical Device Sales Guidebook by : Susan Postnikoff

Download or read book Powerful Medical Device Sales Guidebook written by Susan Postnikoff and published by UniversityOfHealthCare. This book was released on 2005-08 with total page 131 pages. Available in PDF, EPUB and Kindle. Book excerpt: A guide for the medical device and pharmaceutical sales representative on sales skills to use with doctors and hospitals while observing correct procedures and building trust. It covers the structure of a hospital, medical staff, the hospital pharmacy, hospital-based pharmacist, the nursing service, policies and procedures for hospital vendors.

Selling Healthcare

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Publisher :
ISBN 13 : 9780133435450
Total Pages : pages
Book Rating : 4.4/5 (354 download)

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Book Synopsis Selling Healthcare by : Gary W. Polsky

Download or read book Selling Healthcare written by Gary W. Polsky and published by . This book was released on 2013 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:

Selling Healthcare

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Publisher : Que Publishing
ISBN 13 : 013343544X
Total Pages : 170 pages
Book Rating : 4.1/5 (334 download)

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Book Synopsis Selling Healthcare by : Gary Polsky

Download or read book Selling Healthcare written by Gary Polsky and published by Que Publishing. This book was released on 2013-06-12 with total page 170 pages. Available in PDF, EPUB and Kindle. Book excerpt: 800x600 Build the Healthcare Sales Relationships That Power Enduring Success Healthcare salespeople have immense opportunities. But enduring success demands more than training and great products. You need High-Return Relationships: pre-qualified connections elevated by genuine shared passions and a long-term outlook. Selling Healthcare will help you build those relationships. It leverages decades of experience in healthcare sales and management, and it’s packed with insights from healthcare sales pros—in pharmaceuticals, medical devices, hospice, home health, and beyond. Whether you sell to hospital executives, doctors, office staffs, nursing home directors, or anyone in healthcare, these techniques work. They create genuine loyalty, real trust, and phenomenal growth! Leverage these core traits: Laser focus A sense of urgency An agendaless presence Excellence in communication and research Master these 5 strategies: 1. Project a magnetic presence that inspires interpersonal connections 2. Light the spark of rapport to stimulate the heartbeat of the High-Return Relationship 3. Listen to understand by putting your selfish agenda aside 4. Show appreciation, admiration, and respect to connect with your customer’s heart and head 5. Create Relationship Development plans that script the unfolding of your High-Return Relationships

Value First then Price

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Publisher : Taylor & Francis
ISBN 13 : 1317326180
Total Pages : 243 pages
Book Rating : 4.3/5 (173 download)

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Book Synopsis Value First then Price by : Andreas Hinterhuber

Download or read book Value First then Price written by Andreas Hinterhuber and published by Taylor & Francis. This book was released on 2016-10-04 with total page 243 pages. Available in PDF, EPUB and Kindle. Book excerpt: Winner of the Overall Case Award 2014 The Case Centre best selling case 2013 - 2017 Value-based pricing—pricing a product according to its value to the customer rather than its cost—is the most effective and profitable pricing strategy. Buyers need to evaluate the monetary benefits of a product against the price of its competitors. Sellers justify their price points through documenting the value of a product, emphasising its superiority against competitors and therefore justifying the premium price. Value First then Price is an innovative collection which proposes a quantitative methodology to value pricing, and road-tests this methodology through a wide variety of real-life industrial cases. It provides a state-of-the art and best practice overview of how leading companies quantify and document value to customers. In doing so, this book provides researchers with a method by which to draw invaluable data-driven conclusions, and sales and marketing managers the theories and best practices they need to quantify the value of their products to demanding, hard-nosed industrial purchasers. With contributions from global industry experts this book provides cutting edge research on value quantification and value quantification capabilities with real-life, practical examples. It will be essential reading for sales and pricing specialists as well as business strategists, in both research and practice.

Improving Your Game

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Publisher : Createspace Independent Publishing Platform
ISBN 13 : 9781523899128
Total Pages : 102 pages
Book Rating : 4.8/5 (991 download)

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Book Synopsis Improving Your Game by : Ray Oktavec & John Spranger

Download or read book Improving Your Game written by Ray Oktavec & John Spranger and published by Createspace Independent Publishing Platform. This book was released on 2016-10-28 with total page 102 pages. Available in PDF, EPUB and Kindle. Book excerpt: IMPROVING YOUR GAME: How To Succeed In Medical Device Sales This book will help you: Understand the changing identity of the medical device sales rep today. Master the underlying science of sales, so you're always in control. Know your market, to maintain your edge over the competition. Make your sales calls effective, so your valuable time is more productive. And defend that valuable business, once you have achieved it. This is your opportunity to get ahead of the fast moving curve and stay there, as a true leader in the field. Written by two experienced sales leaders in the Medical Device Arena. Ray and John will share several tips and tricks to make you a more successful Medical Device Sales Person.

Strategic Pricing for Medical Technologies

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Publisher :
ISBN 13 : 9780615661896
Total Pages : 232 pages
Book Rating : 4.6/5 (618 download)

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Book Synopsis Strategic Pricing for Medical Technologies by : Christopher D. Provines

Download or read book Strategic Pricing for Medical Technologies written by Christopher D. Provines and published by . This book was released on 2012-09-01 with total page 232 pages. Available in PDF, EPUB and Kindle. Book excerpt: In Strategic Pricing for Medical Technologies, industry veteran and pricing expert, Christopher D. Provines, provides a comprehensive and practical guide to pricing medical technologies. Medical technologies include medical devices, in-vitro diagnostics, in-vivo diagnostics, combination products, and medical supplies & equipment. The book will help you better quantify, communicate, and capture value in an increasingly challenging environment. Drawing on 20-plus years of experience in the medical technology industry as well as research, the book provides a comprehensive strategic framework for pricing medical technologies. It specifically addresses, among other things, quantifying the value of medical technologies, setting pricing strategy, communication value, developing offering strategies, understanding buying groups and the buying center, the role of evidence and reimbursement, pricing innovation, and international pricing. It is filled with real case studies, useful frameworks, and detailed explanations of how to think about the unique issues and challenges of pricing medical technologies. Here's what the experts are saying... "All companies need to get their pricing right, but few do. Provines lays out how to develop the right pricing strategy in an easy and highly readable format. This is a must read for every executive and practitioner!" Jason Aroesty, Vice President - Siemens Diagnostics, Head of Northern Europe "Chris Provines has written a clear and intelligent book on the pricing of medical technologies. With a background of more than twenty-three years in the field, Provines brings his vast knowledge to bear in dissecting the intricacies of medical technology pricing which involves stakeholders such as the manufacturers, the payors, the government, the hospitals, patients, and society. The backbone of the book is value pricing, but it addresses reimbursement and contracting issues and the complexities of international pricing as well. A must read for practitioners and academics interested in medical technology pricing. Brilliant!" Lakshman Krishnamurthi, Northwestern University, co-author of "Principles of Pricing: An Analytical Approach," (Cambridge University Press, 2012) "Chris Provines has a long and distinguished career in medical technology pricing. His experience shines through in the clear manner in which he describes why medical businesses are different and how companies can use value to drive their pricing strategies in this critical arena. Strategic Pricing for Medical Technologies will help you capitalize on your product's innovations across different markets and help your company thrive during these changing times." Kevin Mitchell, President - The Professional Pricing Society, Inc. "Pricing is often overlooked as a strategic capability. In this book, Provines provides a clear and compelling roadmap to navigate the intricacies of pricing decision-making and use it for competitive advantage. A "must read" for marketing leaders from one of the industry's leading experts!" Karl F. Schmidt, Corporate Vice President - Johnson & Johnson (retired)

Licensing, Selling and Finance in the Pharmaceutical and Healthcare Industries

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Author :
Publisher : Routledge
ISBN 13 : 1317105311
Total Pages : 191 pages
Book Rating : 4.3/5 (171 download)

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Book Synopsis Licensing, Selling and Finance in the Pharmaceutical and Healthcare Industries by : Martin Austin

Download or read book Licensing, Selling and Finance in the Pharmaceutical and Healthcare Industries written by Martin Austin and published by Routledge. This book was released on 2016-05-06 with total page 191 pages. Available in PDF, EPUB and Kindle. Book excerpt: Licensing, Selling and Finance in the Pharmaceutical and Healthcare Industries is an assessment of the turbulent state of pharmaceutical and biotechnology markets as we enter the second decade of the 21st Century. At the same time, the book offers a cautionary evaluation of the future financing of innovation in terms of what's gone wrong and how to succeed in the future. Martin Austin explores the challenge that the pharmaceutical (and related) industries face in terms of balancing short term, cost containment and expenditure control in areas such as internal research and development; whilst embracing in-licensing and the acquisition of innovative therapies to counteract their impending portfolio weaknesses in the mid to longer term. The first part of the book provides an engaging and convincing perspective on the context in which the industry currently finds itself; the second part is a pragmatic guide to commercialising your intellectual property; including how to recognise and value what you have as well as the new ways of working that you will need to adopt when negotiating, collaborating and contracting in partnership and alliance with others. Commentators have described in great detail the cocktail of commercial, clinical and social issues that threaten to overwhelm the pharmaceutical industry; Martin Austin's book offers a very distinctive perspective on these issues and their solution.

Selling Into Industries: Healthcare

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Author :
Publisher :
ISBN 13 :
Total Pages : pages
Book Rating : 4.:/5 (112 download)

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Book Synopsis Selling Into Industries: Healthcare by : Lisa Earle McLeod

Download or read book Selling Into Industries: Healthcare written by Lisa Earle McLeod and published by . This book was released on 2018 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: