title: Centralizing contract negotiations.
abstract: Regional focus of sales of pharmaceuticals and other supplies to MCOs, with generic, one-size-fits-all value-added programs, will not help ensure marketshare in the managed care environment. According to the author, a centralized approach to managed care sales must be taken, offering customized programs to individual health plans.
authors.affiliation: Louis Scott Associates, Inc., Rochelle Park, NJ 07662, USA.
authors.forename: L
authors.initials: L
authors.lastname: Scott
mesh_terms: D003284:Contract Services / Q000191:economics / Q000458:organization & administration*; D004345:Drug Industry; D008329:Managed Care Programs / Q000191:economics / Q000458:organization & administration*; D017008:Negotiating; D010593:Pharmaceutical Services / Q000191:economics / Q000458:organization & administration*; D014481:United States