Our results for clients have included:
- Increased market share
- Increased share of voice
- Improved coverage and reimbursement
- Greater program impact, sustainability, and ROI
- More fruitful, efficient partnerships
- Legislative change
Funding for non-profits and start-ups:
Client: Association of Black Cardiologists
Project: Heart Healthy Mississippi — grassroots cardiovascular risk reduction initiative
Challenge: Pressures on pharmaceutical industry reduced usual sources of funding, particularly those in concept stage
Strategy: Approach United States Department of Health and Human Services Office of Minority Health
Results: Deputy Assistant Secretary of Health visited Association headquarters for tour, signed Memorandum of Understanding creating long term relationship between the two entities, and provided a $100,000 seed grant for planning.
Greater program impact, sustainability, and ROI:
Client: AstraZeneca/VoxMedica
Project/Audience: My Medicare Matters — Medicare Part D Outreach to Seniors
Challenges:
- Shift from traditional Medicare,
- Complex program (40 plans per state)
- Hard to reach audience with information-receiving issues
Strategy:
- Developed key relationship with National Council on the Aging and their network
- Developed coalition of community groups with CMS
- Cultivated and Coordinated Events with partner organizations in DC/VA/MD
- Participated in matrixed national implementation of advocacy and media campaigns
Results: More than 200 events in Metropolitan DC Area reaching 20,000 seniors and their families; Enrolled 14,000
Increased market share:
Product: Cylex Immunknow Assay – Immune System Function Test
Target Audiences: Transplant Physicians and Patients
Challenges:
- Little product or company recognition beyond clinical trial sites
- Physician resistance to need for product
Strategies:
- Created message platform that redefines and increases expectation for long-term post-transplant stability
- Developed physician champions/KOLs to share and endorse research
- Engaged cadre of early adopter patients to generate demand and implement authentic viral marketing campaign
- Worked with transplant policy setting organizations to integrate Test into guidelines and standards for patient management
Results:
- 45% Growth
- 3rd Round VC funding achieved
Legislative and regulatory change:
Product: Guilford Pharmaceutical’s Gliadel Wafer (now part of Eisai)
Target Audience: CMS
Challenge: Barriers to prescription of product misunderstood
Strategies:
- Interview cancer center directors to discover true product perceptions, barriers to use – lack of appropriate reimbursement identified
- Prepare client and select physician advocates for presentation to CMS distinguishing product
Results:
- Changes in DRG increased amount of reimbursement to hospitals
- Use increased substantially
- Relationships with oncologists preserved
More fruitful, efficient partnerships:
Coalition: Kidney Care Partners
Target Audience(s): Congress, CMS
Challenge: Dialysis providers lost money on every patient dialyzed due to inadequate reimbursement and no mechanism for annual index
Strategies:
- Created coalition of all kidney health stakeholders – physician groups, patient organizations, dialysis providers, corporate vendors of dialysis products
- Developed presentation for MedPAC on true costs of dialysis
- Worked with Patton Boggs (lobbyists) to inform key Congressional leaders
- Executed grassroots campaign in key Congressional districts, including visits to dialysis centers
Result: Increase in reimbursement included and passed in Medicare authorization
Coalition continues under the direction of Patton Boggs
