America's largest healthcare recruiting firm.

 



For over fifteen years, I have utilized Buckman Enochs Coss to hire over one hundred individuals for Sales and Sales Management positions for a variety of healthcare technology firms. Whether it’s been for Fortune 500 companies or early stage, VC backed start-ups, BEC has always done a terrific job in sourcing top-talent.

Scott Schlesner
Vice-President of Sales
Elsevier

Can Personalized Medicine Come with Realistic Costs?
Personalized medicine is taking center stage as a hot topic for healthcare providers and hospital system decision-makers, and as a result of rapid advancements in this arena, the conversation changes every day. This term applies to treatments and medications that have been (or soon will be) tailored to match an individual’s unique genetic profile. For example, patients receiving heart stents typically require anti-clotting agents, but each patient stands a greater chance of success if they receive a medication that combines well with a variety of personal factors and concurrent health conditions. Cancer treatments also vary widely based on the nature of the individual and their specific diagnosis. One-size-fits treatments aren’t always wise or necessary. 

Worth the Cost
At this point, the most high-profile and widely discussed personalized medicine options are not easy — or cheap — to produce. Many of them include biologic components, which must be carefully cultivated. This requires money, investment and time – three things not usually necessary for drugs composed of synthetic chemicals. Insurance companies are hesitant to pay for these complex treatment regimens, and patients are concerned about rising out-of-pocket expenses. 

Conversations with Healthcare Providers
So what does this mean for sales reps in the medical and pharmaceutical space? Can the direction of this conversation help sales reps strengthen their relationships with clinical and pharmaceutical decision makers? As it happens, some of the greatest challenges and concerns among healthcare experts are more economic than medical. Listening carefully to these concerns can help sales reps shape their approach and target their meetings and presentations to a specific client’s needs. 

For example, it’s possible to make the case that personalized medicine is not only worth the cost but may actually help healthcare institutions save money over time by increasing treatment effectiveness and reducing hospital readmission rates. If representatives listen carefully to client concerns and research the benefits — and the risks — of the specific treatment in question, the conversation can add value to the relationship and help both organizations achieve their mutual goals. 

For more on how to engage with healthcare providers and exchange relevant information that can move the dialogue forward, reach out to the medical and pharma sales staffing experts at Buckman Enochs Coss and Associates.