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INTEGRATED SPECIALTY PHARMACY MARKET ASSESSMENT

How a thorough assessment of a hospital system specialty pharmacy helped optimize its value proposition and capabilities for future success.

SITUATION

An integrated hospital system specialty pharmacy was evaluating its services and market positioning with pharmaceutical manufacturers


They needed to understand the perception of their current market position, value proposition, service capabilities, and contractual relationships


The pharmacy hired Archbow to conduct a market assessment focused on the following: Current service capabilities, Data/Analytics reporting, Payer, distribution, and pharmaceutical manufacturer contracting and partnership strategy, Marketing message, and value proposition

Interviewed internal company stakeholders to learn about the organization and their perspectives


Assessed service capabilities and compared them to industry benchmarks


Attended mock capabilities presentations for pharmaceutical manufacturers


Reviewed data capabilities


Analyzed payer, distributor, and pharmaceutical manufacturer contracts


Created a SWOT analysis of specialty pharmacy


Designed a strategic marketing approach for pharmaceutical manufacturers

APPROACH

RESULTS

Archbow delivered multiple detailed reports that provided:

  • Stakeholder feedback obtained from the interviews

  • Assessment of SP capabilities, including KPI benchmarks

  • Recommendations to optimize financial performance, including purchasing and enhanced service contracts

  • Assessment of data capabilities

  • Recommendations to create a marketing message and value proposition based on the SWOT analysis

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