My client, Scientia Advisors, says that diabetes care is undergoing a paradigm shift in which insulin is being prescribed earlier, for more conditions, in order to delay the onset of full-blown disease. In a study released today, the global management consulting firm finds that as more drugs go generic, companies offering newer, more expensive drugs will face resistance in markets most constrained by economics.
Harry Glorikian, Scientia Advisors’ managing partner, said: “While there are exciting developments in the non-insulin oral drug categories, the makers of these newer medications would be wise to stay attuned to how to best position their products—especially when marketing in emerging economies, which are extremely sensitive to costs.”
Scientia Advisors is a global management consulting firm specializing in growth strategies for major and emerging companies.
Glorikian said: “We expect that as more drugs become available in generic form, incretin mimetics (which increase insulin secretion) and insulins will generate an increasing share of the revenues. Therapies with benefits beyond glucose management (such as delaying the onset of diabetes or treating co-morbid conditions) will be used earlier in treatment. For a variety of reasons, “
The study outlines basic scientific facts about diabetes, diabetes markets in different parts of the world, and mechanisms of action for various diabetes medications.
It predicts growth and revenue share for individual drugs and describes the ways in which “players” and a changing treatment paradigm are affected by traditional, emerging and future drugs and technologies. The study also analyzes how alternative delivery methods (needle-free injection; intranasal, inhaled, dermal, buccal, rectal and new oral methods) will impact insulin usage.
The study, funded by Scientia itself, is based on extensive primary and secondary research and proprietary analytic methods. It’s available for download from Scientia’s Web site at www.scientiaadv.com.
—Anita M. Harris
HarrisComBlog is a publication of the Harris Communications Group of Cambridge, MA. We also publish New Cambridge Observer.
Difficult conversation? Don’t talk; first listen.
July 28, 2009
- Your client doesn't pay. An employee's work is not up to snuff. A co-worker's habits drive you crazy. You've got to do something about something...and you keep putting it off rather than bring up a difficult subject. What's the best way to broach a conversation you'd rather not have?
- It's not so much by figuring out what to say, says Deborah Goldstein, managing director of the Triad Consulting Group, of Cambridge, MA. What's most important is figuring out how to listen.
- Most people believe they are right and want others to agree with them, Goldstein said at a recent meeting of the Healthcare Businesswomen's Association Boston Chapter. This was clearly evidenced when most people insisted they had accurately counted passes of a basketball in a video she showed. But it turned out that many of them counted wrong...and had been so focused on the task that they (and I!) missed seeing a gorilla step into the scene and beat his chest for attention. (I was pleased to have counted right, at least!)
- Because we face information overload and can be very task oriented, Goldstein said, it's important to understand before going in to a difficult conversation that (a) you could be wrong (b) the other person could see things that you do not.Hence, the best way to make your case is to NOT to make your case. Rather, ask questions to make sure you understand where the other person is coming from, thus validating his or her point of view--and starting a "give and take" that allows you to listen to one another.By asking questions and bringing the group into her presentation, Goldstein convinced me that her method works. But I'm still dreading the conversation I need to have with a difficult client!
- --- Anita M. Harris
- HarrisComBlog is a publication of the Harris Communications Group of Cambridge, MA. HarrisCom Also publishes the New Cambridge Observer. You're welcome to link or comment, but all contents are copyrighted by Anita M. Harris, 2009.
