This. Is. It.
This. Is. It.
“The most important thing is to be where your feet are.” -Jalen Hurts
Our work IS our worship.
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Never Let Go of the Thread
Never Let Go of the Thread
It’s comfortable to sit back than to stand up. But it’s safer the other way around.
Once we’ve made up our mind to fight, what we realize is that there are many fights to fight. Too many for any single person.
But all of us pursuing the same goal is amplifying.
There is a thread you follow.
William Stafford
It goes among things that change.
But it doesn’t change.
People wonder about what you are pursuing.
You have to explain about the thread.
But it is hard for others to see.
While you hold it you can’t get lost.
Tragedies happen: people get hurt or die;
And you suffer and get old.
Nothing you can do can stop time’s unfolding.
You don’t ever let go of the thread.
It’s incredible how the single thread can bring order to the teeming problems.
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Patient Voice
Patient Voice
Meticulous journalism can shine light in a way unique from forecasting reports and clinical backgrounders. I have found that nytimes.com can help us understand the voices of the patients we seek to serve. It can’t get easier than this: right from our chairs. (I’m not paid to mention them)
See if you have access to nytimes.com through your employer. If not, your local library should.
The therapeutic areas are there.
Something Happened in the 1980s
Something Happened in the 1980s
When America flipped the script on Capitalism post-WWII, we began to feel its shocks in the 1980s, and now we’re witnessing Capitalism collapsing on itself.
Our health care was along for the ride. Elisabeth Rosenthal did the important work of narrating this in her best-selling book, An American Sickness. If you’re in Market Access, you NEED to read this.
Pharma, Payers, and Providers were asked to show up for service. What we’ve served is a tragedy of commons.
But it isn’t what it is. It’s what we make of it. It’s up to us. We can flip the script.
Watch your thought because that becomes your action. Watch your action because that becomes your habit. Watch your habit because that becomes your character. Watch your character because that becomes your destiny.
Hind vision is 20/20. The Baby Boomers did the important work of showing us that greed shatters. It’s on the Millennials to do the generous work of ushering a new era that actually endures: an era of human dignity. Even if we don’t live another 40 years to witness its effects.
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Second-Largest Payer Segment: Patients
Second-Largest Payer Segment: Patients
What we’re selling is expensive. Period.
Who’s picking up the tab for the health care bills?
#1: Federal government pays for 34%
#2: Households pay for 27%
#3: Private businesses pay for 17%
#4: State and local governments pay for 15%
#5: Others pay for 7%
Turns out that patients, collectively, are bigger payers than commercial payers. And 40% of them are in medical debt.
When I shine a light, both you and I can see better.
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Magic Show
Magic Show
Great magicians are good at misdirection. They work their magic while distracting the audience by directing their attention to something else.
Did you know that prescription drug spending only accounts for 9% of the $4.3 trillion US health care spending? Hospital care accounts for 31% and physician/clinical services account for 20%.
Somehow, we’ve come to believe that pharma is responsible for our pricey health care.
Avada kedavra.
Disciplined Learning for Learning a Discipline
Disciplined Learning for Learning a Discipline
Understanding Market Access is apprehended by most…just like statistics and workouts. Not because they are difficult, but because they’re dressed in coveralls.
Textbooks, courses, and SMEs can fix the problem just as well as wizards with wands—keep searching for them.
The pathway to understanding Market Access is messy and noble like parenting. You learn as you go along. Because there’s not true manual out there.
Who are our customers? Where do they show up, both in-person and virtually?
Provider organizations: C-suite, Pharmacy Directors, Medical Directors and Service-Line Leads, Population Health/Quality Directors, Individual Prescribers
Specialty Pharmacies: C-suite, Pharmacy Directors, Individual Pharmacists
Payers: C-suite, Pharmacy Directors, Medical Directors, Clinical Pharmacists, Therapeutic Area Leads
These people may go by different titles, depending on the workplace setting and therapeutic area.
Keep searching for the wand or get to work. A habit of learning 15 mins/day = 75 mins/week = 325h/year (i.e., 43 full-time days)!
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Mind the Channel
Mind the Channel
It’s tempting to bypass established communication channels due to a bottleneck.
The thing is: someone thought that structuring it in this way was necessary in order to get things done efficiently.
It’s possible that the structure is outdated, which is why it doesn’t work anymore. However, bypassing it is no way to send feedback to those who have the power to change it.
Work within it and speak up about it when it doesn’t work.
Taking matters into your own hands by bypassing it may seem like the path of least resistance, although it can actually cause ADDED frustration for all of us.
Great Stories are Trusted
Great Stories Are Trusted
Everyone knows you’re meeting them to sell your product.
When the audience feels like you’re being transparent, they’ll be willing to actually listen.
Before sharing the results from your cost effectiveness model, share the methodology and limitations.
When sharing your value proposition, bring attention to the footnote which explains the scientific evidence that supports your messages.
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