Strategies For Pharmaceuticals Companies: The State As A Customer

Topics:
Growth,
Strategy Formulation
Tags:
A.T. Kearney,
Pharmaceutical Company,
Strategy
Source:
A.T. Kearney

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Overview: This article outlines a plan for pharmaceutical companies that work with state governments. Although the uniqueness of each state does not allow a cookie-cutter approach, companies can set goals and make use of frameworks that will help ensure future success with the state as a customer. States—and even the federal government—will become increasingly important to the pharmaceutical business. In addition, pharmaceutical companies that understand state issues and are prepared to work with states as unique, complex customers to meet their needs will be in a better position for success. Hence, success will depend on aligning with the state customers on both strategic and organizational levels, and engaging in practices that help ensure future profitability.

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Format: PDF | Size: 324KB | Date: Jan 2003 | Pages: 18

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