Overview

A leading pharmaceutical company engaged the Group Practice Forum to communicate a proposal to a large, academic based medical center in the Northeast, a nonprofit hospital system of the mid-Atlantic, and a network of prestigious teaching institutions in New England.

The Challenge

With limited access and relationships in each of these systems, this leading pharmaceutical company faced barriers communicating innovative programs to clinical and management executives. GPF leadership was recruited to validate the initiative to board members within three institutions before the company and the health systems could engage.

The Engagement

TKG was highly involved in the development of the initiative, which served to flag patients at higher risk for Chronic Obstructive Pulmonary Disease (COPD) and establish chronic care management processes. Before inviting representatives of the pharmaceutical company to present on their care delivery process, a number of GPF’s Key Opinion Leaders were able to speak to the program’s content, address chronic disease exacerbations, and explain key model elements in our presentation to the three health systems. As a result, one network of hospitals invited the life science company’s Key Account Manager to participate in its transitions of care committee.

The Results

GPF facilitated a relationship that transformed how these large systems of healthcare perceived the life science company—from a vendor into a valued resource. Of the three health systems to which the pharmaceutical company presented, one network of healthcare systems implemented the COPD management program in 3-4 practices. Over a 14 day period, one of these practices identified nearly 400 previously undiagnosed COPD patients.