News + Resources

Authored by: Karen Ernst, Sr. Vice President and Partner

Healthcare market consolidation continues to impact healthcare stakeholders as they seek integrated relationships and economies of scale, aimed at increasing their bargaining power and market share. Consolidation has been evident across many healthcare stakeholders including large national health plans, health systems, physician groups, pharmacy benefit managers (PBMs), and specialty pharmacy providers (SPPs)

The Brooks Group projects this trend to continue to accelerate, as providers and insurers each have reasons to pursue consolidation. For providers, it is increasingly difficult to operate as an independent practice. New systems of care (such Accountable Care Organizations or ACOs) require more infrastructure, resources, and funding to implement new measurement systems.

Health plans are seeking integrated relationships and larger footprints as they compete for lives through Medicaid expansion, health insurance marketplaces, increasing numbers of Medicare beneficiaries and broader contracting relationships with providers through alternative payment models.

Pharmacy Benefit Managers (PBMs) have capitalized on this consolidation trend as the top three PBMs (Express Scripts, CVS Caremark, and Optum Rx) control almost 80% of the total market and have continued to expand their utilization of exclusionary formularies.

Specialty Pharmacy Providers (SPPs) are seeking additional relationships as they are faced with challenges competing for contracts due to limited distribution networks and attempting to grow through increased service offerings and expanding therapeutic area coverage.

It’s clear that market consolidation and integrated healthcare relationships will continue to impact the market across all stakeholders. The Brooks Group’s robust market landscape healthcare primers provide in-depth insights on a variety of topics impacting the market including implications specifically developed for life science companies.

For more information on how the changing healthcare landscape is impacting your business, please contact Karen Ernst, Partner and request a complimentary preview of our Healthcare Primers.

Recently we had the opportunity to hear Captain Phillips of the Alabama Maersk, Somali pirate and the Tom Hanks-fame speak at the Philly SHRM Symposium. The key take-a-ways from his talk were:

  1. You’re stronger than you think you are.
  2. It’s not over until you quit.
  3. Train your crew.

Those that know The Brooks Group know that our maxim was adopted from the United State Air Force: You pay for training whether you do it or not.

Is your crew of Account Managers trained for success in the era of healthcare reform and the transition from FFS to Value Based Reimbursement? If not, give us a call. Our mission is to ensure our AMs can Innovate / Implement / Impact.

Dan Brooks, President of The Brooks Group, has recently authored, “Carpei Audientiam: Executive Level Presence.” This book is for you if you desire the skills to seize your audience, project competence, and instill the confidence that you can get the job done. Dan’s book compliments The Brooks Group Carpei Audientiam training program.

Purchase the book with one of these online retailers:

Authorhouse: http://bookstore.authorhouse.com/Products/SKU-000928715/Carpei-Audientiam-Executive-Level-Presence.aspx

Amazon: http://www.amazon.com/Carpei-Audientiam-Executive-Competence-Confidence/dp/1496919084/

Barnes & Noble: http://www.barnesandnoble.com/w/carpei-audientiam-dan-brooks/1119930239

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