Account Management: Understanding the Business of Managed Care This handbook provides account managers with information on MCOs, how to build credibility with key decision-makers, how to gain and maintain formulary approval for their products, and how to strategically partner for long-term success.

Current Trends in Pay for Performance Pay for Performance (P4P) is a developing trend in healthcare reimbursement that changes the way that health plans reimburse providers and has the potential to improve the quality of patient care. This eLearning program will give pharmaceutical sales professionals confidence and credibility to discuss P4P programs with their customers.

ePrescribing: A Brave New eWorld This eLearning course presents the benefits and challenges of ePrescribing, and describes several important initiatives that bring these points to life. This includes benefits to key stakeholders as well as drivers and barriers to adapting to ePrescribing. The course also provides an overview of other eHealth information technologies (eHIT).

Executive Sell: Gaining Access, Realizing Goals This workshop provides account managers with an understanding of what is important to executive-level decision-makers at MCO accounts, how to gain access, and how to collaborate on solutions that will help them meet their business objectives.

Government Regulation of Healthcare This eLearning course examines the impact that legislation, regulations, and healthcare policy all have on the pharmaceutical industry. It describes the role of the federal government in healthcare legislation, regulation, and policy, and discusses the impact of the federal government on the pharmaceutical industry and its customers. It also provides an overview of the Centers for Medicare and Medicaid Services (CMS) and the Food and Drug Administration (FDA), two important and powerful federal regulatory bodies, and their role in recent and ongoing reforms.

Healthcare for Diverse Populations This eLearning course introduces the concept of cultural competence and discusses its importance to healthcare today. It outlines the market drivers and forces behind cultural competence, including background information about the changing demographics of healthcare. The course presents clinical targets to improve healthcare for diverse groups. It also illustrates the challenges and successes of various initiatives in the healthcare industry to implement programs to address diversity.

Financial Dynamics of Managed Care This workshop focuses on helping account managers understand the financial pressures MCOs face, the effect those pressures have on their pharmaceutical product decisions, and how to build credibility and effectively partner with their accounts.

Managing Your MCO Accounts This workshop provides account managers with the tools they need to identify key MCO decision-makers and their needs, strategically develop solutions based on those needs, and build trust and credibility with their MCO accounts.

Strategic Thinking for Account Managers This workshop provides account managers with a process to becoming strategic versus tactical in profiling their accounts, determining their customers’ needs, and developing plans to build credibility and maximize product performance.

Working Together to Get Results This workshop focuses on strategies to help sales and account managers work together on pull-through initiatives to improve product sales and market share.