Centralizing contract negotiations.
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.
Scott
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Louis Scott Associates, Inc., Rochelle Park, NJ 07662, USA.
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