MAC introduces MCImpact

Developing a Managed Care Knowledge Base to Improve Marketing and Sales Practices


October 28, 2009

It is widely accepted that payers' power over physician prescribing decisions is strong and growing.  Most analytical tools employed to measure payer power are based on incomplete views of payer position and are designed to support a single management decision (e.g., targeting).

These approaches do not address many of the key questions required to shape sales and marketing activity around this trend.  For example:

• How strong is managed care influence relative to all other forces that may also impact physician's prescribing decisions?
• How does influence vary across different health plans?
• For different product categories?  Individual brands?
• Which sales territories are most influenced by managed care?  For which is the influence very low?
• To what degree is each individual physician influenced by payers?

Answers to these questions would have profound impact on almost all demand generation activities, from key account focus to field sales staffing/deployment, physician targeting, and goaling for incentive compensation.

Michael Allen Company developed MCImpact to provide a more accurate and comprehensive assessment to explain how managed care impacts brand volume.

Click here to learn more about MCImpact.

 Click here to contact us.

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