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Transparency Building Transparent Relationships

Transparency Building Transparent Relationships. About which there can be no mistake or doubt Clear easily understood transparere "shine through" Allowing light to pass through so that objects (or at least their outlines) behind can be distinctly seen. What is Transparency?. Evolution

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Transparency Building Transparent Relationships

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  1. Transparency Building Transparent Relationships

  2. About which there can be no mistake or doubt Clear easily understood transparere "shine through" Allowing light to pass through so that objects (or at least their outlines) behind can be distinctly seen What is Transparency?

  3. Evolution Vision or Mirage Wants Wins/learns Future Flow

  4. FHSA Fund Holding PCO StHA TPP Consultant God Rx Advisor God PCG GP demi God MF

  5. To boldly go where no pharmaceutical company has gone before to gather information To work in therapy areas To sell product Healthcare Team Journey

  6. Sell product Optimise therapy area Interface Function

  7. Short term Long term Customer base Approach

  8. Healthcare Team Strategy RELATIONSHIP Practice Formulary Advocacy & Policy PCO Directions Status Individual Prescribing Policy PCO Directions Status Added Value Programmes Rep HDE

  9. Sales increase Market share increase NICE implementation nGMS implementation Formulary uptake New product entry Access Relationships preferred partners What Does Company Want?

  10. Internal needs Career progression Enhanced training Status Empires What Does Company Want?

  11. Money Money Money Sponsorship Grant Cynics What Does the Customer Want?

  12. Enhanced formulary uptake Reduced waiting lists etc. nGMS implementation Medicines use review Enhanced primary care provision (GPwSI) Current Payment by Results, Pharmacy contract, Tariffs New product development What Does Customer need?

  13. NICE implementation nGMS implementation Formulary uptake Enhanced primary care provision Enhanced healthcare New Product development No Brainers

  14. Merck alcohol Serono Solvay hypertension Post MI management From my pharms ABPI ruling Good e.g.s of joint working

  15. Diabetic drug withdrawal Lack of publication of unbeneficial data Line extensions Price uplifts Cosy generic deals Loss leading in hospitals From my pharms MA Barnet Bad e.g.s of joint working

  16. Herceptin MS risk share Relenza – rejected first time

  17. Where needs from both parties align and transparent by definition because mutual Building Transparent Relationships

  18. PbR PbC GPwSI Pharmacy contract Choose and book IT – trials Independent prescribing Opportunities

  19. Title Authors stand by criticized Vioxx VIGOR study Date Published 23/02/2006 Author initials Nicola Author surname Pocock Author affiliation Hospital Pharmacist Source Reuters Health Resource Links Link (subscribers only) PubMed abstract Abstract According to a report by Reuters, authors of the Vioxx (rofecoxib) VIGOR study have defended themselves against allegations printed in the New England Journal of Medicine (NEJM; December) that three heart attacks occurring in patients who received the study drug were unfairly excluded from the final data analysis. The authors and two Merck officials stood by the article in two separate letters to the editor of the NEJM. They noted that the three heart attacks were not included in the study because they took place after February 10th 2000, which was the cut-off date for inclusion of heart-risk trial data. They also say that inclusion of this data would not have significantly affected the conclusions on cardiovascular risk Also EXANTA

  20. What is it in pharmaceutical arena Specifically what is it in ‘NHS liaison?’ Prisoners game: Win/Win Mutually beneficial overt to both parties agreeable to both parties Transparency in Pharmaceutical Company Arena

  21. What are relationships built on Do we assume poacher game keeper Advocacy adversarial What do they want What do they think we want Assumptions

  22. NHS personnel – calves to be fattened up NHS trusts combined debts in s of England £80M – expectation to clear debt – how – what could trim instead of drugs

  23. How do we develop relationships Is there a future in our relationship How is satisfaction determined Metrics to measure satisfaction Theirs limit drugs, cut back on costs what do they understand as costs he or price what expertise economies of scale do we understand our customer? Developing Relationships

  24. Can we come to a place of mutual satisfaction/symbiosis? Developing Relationships

  25. Agree where you differ

  26. Who authors the rules How do we get to know the rules (if we are not explicit about them) People make own rules in the absence of rules If we don’t understand rules of engagement we will make mistakes inadvertently Understanding the rules

  27. Food, sales, education, money, expertise, loneliness When started got a cigarette allowance Drs want free stuff want all giveaways Metrics

  28. Points system for quality performance Points = money 1050 points/practice 2004/05 £75/point 2005/06 £120/point. Quality and Performance(Points mean prizes)

  29. NICE guidance is ‘compulsory’ Funded within 3 months of publication Cost Implications ‘if a cost per QALY exceeded £30000 for an appraisal very few get through’. NICE Key Points

  30. Who? Why? What? When? How? Where? Open questions

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