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MAJOR REDUCTION IN AGED SPECIALTY PHARMACY PENDING REFERRALS DRIVES $11M+ IN REVENUE

How a manufacturer was able to rescue 25% of pending referrals in less than 2 months, amounting to an initial $11M revenue boost

SITUATION

A small pharmaceutical manufacturer commercialized a women’s health product in a large disease state


They had previously established a large limited specialty pharmacy network and were now seeing serious issues with a backlog of pending referrals (>20% of total referrals were pending)


The manufacturer hired Archbow to:


  • Optimize the SP network to improve KPIs and reduce operational expenses

  • Determine the root cause of the pending referrals and address remediation with the specialty pharmacy network

Archbow established baseline data and followed a patient cohort over 4+ weeks


A process was developed for the SPs to address pending referrals in an attempt to“clear” them


Monitoring tools were established to track progress and movement through the patient journey


Data provided by the SPs were reviewed manually to identify reasons for patients not starting therapy


Core issues for unfilled prescriptions were identified, including data inconsistencies, prior authorization delays, unsuccessful contact with patients or prescribers, and affordability concerns


Archbow built plans to improve conversion rates and mitigate future backlogs of pending referrals

APPROACH

RESULTS

In less than 2 months, the manufacturer was able to rescue 25% of pending referrals, amounting to an initial $11M+ revenue boost for the year


Reporting gaps with the data aggregator, that varied from SP to the HUB, were identified and remedied


Recommended action plans and contractual language were leveraged to mitigate future obstacles to access


Archbow effectively established a protocol for future success that the manufacturer could implement with their existing team