The Bridge

Get the latest insights on provider-supplier collaboration

4 ways to segment your IDN customers

by Colleen Keenan and Nicole Winegardner September 16, 2020

The Covid-19 epidemic has upended the way we work, particularly for how suppliers and service providers engage their provider customers—but customer segmentation can help you navigate this new reality.

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What you need to know about health technology assessments

by Pam Divack, Nick Hula, and Erin Lane June 30, 2020

Our research on value analysis committees (VACs) revealed that roughly half of provider organizations used third-party performance technologies to support the value analysis process in 2019, and over 61% plan on using them in the future. Among these third parties are a growing number of health technology assessment (HTA) organizations.

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4 ways Covid-19 will reshape your relationships with providers

by Pamela Divack and Manasi Kapoor May 21, 2020

The Covid-19 crisis is reshaping the way providers deliver care to their patients, prompting life science leaders to ask the question: How should we prepare to support new ways of care delivery?

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How do trusted health system partners respond in a global pandemic? They go local.

by Ken Leonczyk, JD, Executive Partner May 15, 2020

It's a particularly challenging time to sell to health systems, given their critical role in combatting the Covid-19 epidemic—but they need partners now more than ever, and if you can deliver what they need, you'll not only help the country recover from this crisis, you'll position yourself for future economic growth.

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8 highlights from the Eyeforpharma Philadelphia 2020 virtual conference

Madhavi Kasinadhuni May 8, 2020

Editor's note: This post was first published on LinkedIn.

In April, I joined 12,000+ life science executives, industry thought leaders, and patients from across the world at the Eyeforpharma Philadelphia 2020 virtual conference. Our Advisory Board team was impressed by the rich panel discussions and presentations. Nearly 1,300 attendees viewed our live session where we presented Advisory Board's latest research on real-world evidence and had a Q&A with Pfizer and ViiV Healthcare.

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The most promising Covid-19 drugs in development—and 3 questions to ask going forward

by Brandi Greenberg, Managing Director and Pam Divack, Senior Analyst, Life Sciences Research March 24, 2020

Pharmaceutical companies are racing to find vaccines, treatments, and cures for the new coronavirus by researching new-in-kind compounds and testing compounds that have already been assessed—and in some cases approved—to treat other existing conditions.

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How Philips IGT and Holston Valley overcame 3 common risk-share challenges

by Jessie Goldman November 4, 2019

In Part 1 of this two-part series on provider-supplier risk-sharing, we recapped the state of risk-sharing in 2019. If you missed it, here's the gist: Most providers are interested in these agreements because they push suppliers to take on more cost-quality performance risk and are an opportunity to improve clinical quality. Still, the pickup for these agreements has been slow as parties have been stymied by some formidable obstacles. More specifically, providers point to the challenges inherent in selecting metrics that are both measurable and meaningful, investing in requisite data extraction and analysis capabilities, and brokering a long-term partnership whose benefits are uncertain from the outset.

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71% of providers are interested in risk-based deals with suppliers—so why are they still so rare?

by Jessie Goldman October 21, 2019

Last year, we offered our take on why risk-share agreements, also commonly called outcomes-based contracts, are proposed far more frequently than they are executed. We recently re-surveyed health system supply chain leaders on the topic and found that many of the challenges we highlighted 18 months ago are still top of mind for two reasons:

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