Syndicated Services

Key Account Management
Changes in the existing oncology business model are changing the ways that companies need to manage their most important customers. The development of pathways, quality improvement initiatives and value based purchasing programs are taking sole prescribing authority out of the hands of the individual oncologist. In this new reality, product selection goes beyond the flexible treatment guidelines of today to a future of restricted pathways that dictate what is used for the vast majority of patient care scenarios. The development and implementation of these pathways is controlled by a variety of stakeholders in these Key Accounts. Success in these accounts requires a co-ordinated, holistic approach to key account management. Understanding these stakeholders and how they can be influenced is at the heart of this report. Which companies have it right and what are they doing will also be explored.