Deadlines

Deadlines establish runways, not finish lines.

Use the time that you’re given to gather the momentum needed for takeoff.

Know the Prices

The price of the specialty generics that threaten to capture your market share might be almost the same as yours.

A Wall Street Journal analysis of pricing data found that CVS and Cigna were charging 24x higher for these drugs than what drugmakers charge; UnitedHealth Group’s prices were 3.5x as much.

For example, the cancer drug Gleevec went generic in 2016 and can be bought today for as little as $55/month. CVS Health and Cigna can charge ≥$6,600/month because they set the prices with their in-house pharmacies.

How much are patients paying for the specialty generics that you’re up against? As important: how much are patients paying for your product? If you don’t uncover this, who will?

Focus On the Laggards

The weakest teams are the strongest. They have the power to hold back everyone else.

Who are the laggards? How much time and focus are you focusing on them?

Getting Better

Feedback will puncture the ego that stands in the way. Learning about ourselves can be painful.

Get out of your own way and be grateful to those who cared enough to give you a chance to level-up.

Good Training

Lectures are meant to transfer knowledge to them.

Experiments that follow build their self-confidence.

A worthwhile training program sells both knowledge and self-confidence.

New Generation

Give attention to the new generation.

First we shape them; then they shape us.

You Find What You Look For

Providers will find patients effected by SDOH if they’re looking for them.

Z-codes are meant to facilitate their search for these patients. They’re an entire category of the ICD-10-CM codes that are used to document SDOH data.

Why is it important that providers discover the patients effected by SDOH? What are they missing out on if they don’t find these patients? What do they stand to gain from finding these patients?

If You Record It, We’ll Talk About It

Capturing real-world evidence is a lot like writing history. We can only learn from what’s recorded.

Who will talk about something that was never recorded?

Sound real-world evidence is as important as evidence from landmark trials.

Making Today Count

If they care to keep up, our customers know that Amazon Prime and GoodRx Gold are making moves to dethrone the incumbents.

New competitors for them = new customers for us.

Everyday, in countless ways, our competitive position grows either weaker or stronger. We gain strength by delighting our customers, eliminating unnecessary costs, and improving our products and services. We wither if we treat customers with indifference and tolerate bloat. Our daily actions, though imperceptible, have enormous consequences cumulatively.

Speaking Up When It Counts

Speaking up causes movement, though immeasurable in the moment. Cumulatively, the consequences are enormous.

Pick your battles with an eye on the future because culture self-propagates: ‘we shape our buildings; thereafter they shape us.” -Winston Churchill