Fear can be paralyzing and keep you from taking action. When you’re playing it safe, what do you stand to gain? What are you losing?
At what point do you forget the risks and leap?
Carefree is different from careless. One is liberating whereas the other is reckless.
Walking the tightrope is not an option–it’s the only option.
Creating an effective payer value proposition requires shifting from inside-out thinking to one that’s outside-in (rather than telling them what you want, tell them what they need to hear). An enticing value proposition is one that bridges the gap and helps payers connect previously unconnected dots. Here are some thoughtful questions that will help create rich messages for your payer value proposition:
Slam Dunk Messages Read More »
There will always be limitations: limitations based on market dynamics, resources available to you, data to support the product, and the list goes on.
But what assets do you already have? Challenge yourself to write down 50 assets. What about 100? You may just surprise yourself. And who knows…the limitations themselves just might be your biggest assets!
In the words of the artist Phil Hansen, who was forced to abandon art due to a disability, later channeled it to create art in ways no one else had before him: “instead of telling each other to seize the day, maybe we can remind ourselves everyday to seize the limitation.”
“If you bring forth what is within you, what you bring forth will save you. If you do not bring forth what is within you, what you do not bring forth will destroy you” –Gospel of Thomas.
Seize the Limitation Read More »
For the market access strategists and those who are trying to think “outside the box” in order to solve a problem, here’s a profound excerpt from Benjamin Zander’s Art of Possibilities.
A shoe factory sends 2 marketing scouts to a region of Africa to study the prospects for expanding business. One sends back a telegram saying,
Situation hopeless stop no one wears shoes.
The other writes back triumphantly,
Glorious business opportunity stop they have no shoes.
We all tell ourselves a story—not just some of it, but all of it. And remember, too, that every story you tell is founded on a network of hidden assumptions.
In order to let your thoughts and actions spring from a new framework, ask yourself this question:
What assumption am I making,
That I’m not aware I’m making,
That gives me what I see?
And when you have an answer to that question, ask yourself this one:
What might I now invent,
That I haven’t yet invented,
That would give me other choices?
And then you can invent spaces by thinking outside the box.
Service helps to increase sales.
How can you learn what’s working for your customers and what’s not?
Listen to them and seek out feedback. Do this early and often. This is cheap and doesn’t require additional technology.
Furthermore, create a culture where peers inspire peers, in which each employee acts like a leader, pushing the culture forward. This can be done through cross-functional workshops, recurring meetings, or simply engaging in conversations where we seek out creative solutions to interesting problems.
Obsession For Service Read More »
When we’re at work, whose problem are we trying to fix?
Mine? (to size up my bank balance)
My organization’s? (to increase their bottom line)
My customer’s? (for whose service my position exists in the first place)
Mine? (to sharpen my own character and practice improving on my weaknesses)
We just made a full circle in a way. For all of these reasons, I don’t have to work, but I GET to work.
Whose Problem Are We Solving? Read More »
What is your calling?
Kindling a burning desire from within + hoisting the strength of the unseen Power = yes, you can.
Are you in charge of your narrative or is the narrative in charge of you?
Taking Charge of the Narrative Read More »
Imagine a herd of zebras at a safari. It doesn’t matter where they were headed, because they will all race blindly towards the tourist’s feed bucket when they see it, in hopes of filling their bellies. This hope is incredible because in reality only ~5% of the herd will be able to eat while everyone else will starve.
The bucket is bigger than the zebras in this blind race because it’s taking them with it.
Market access professionals who are engaging in a petty fight for limited formulary space are letting payers take charge of the game in the same way that the zebras let the feed bucket take charge of the game.
How can you take back control to ensure that the right drug reaches the right patient at the right time?
What is the customer looking for?
Delighting customers means delivering on what they expect PLUS adding an unexpected element of surprise that makes you remarkable.
Hint: think about how you want them to feel…then work backwards. Feelings are real and they deserve more credit than we give might give them. As intellectual species, we like to think that we make rational decisions–but that’s far from the truth.
When you cannot give them what they came for, they’ll simply continue window shopping until they find what they’re looking for. They have choices.
When Customers Have Choices Read More »
Most people are typically in the workforce for 40-45 years.
During that time, those with a good career started with zealous bang, earned a fortune, but lived in a state of doubt and exhaustion for the last decade of their career: “what’s the point of any of this” or “I’m too old for this.”
Millions who pass through the workforce in this way are replaced and forgotten soon after they leave.
In contrast, we remember Socrates, Benjamin Franklin, Harriet Tubman, and Lord Krishna hundreds and thousands of years after they left. Why?
These people dedicated themselves to something bigger than a paycheck.
What is your calling?
Who will miss you when you’re gone?
