Alliance Life Sciences Formalizes Software Organization, Launches Separate Division

SOMERSET, N.J. / LONDON – October 27, 2014 – Alliance Life Sciences Consulting Group (ALSCG), a leading global life sciences consultancy and technology provider, announces the launch of a separate division focused on life sciences price optimization software and the appointment of Mark Costa as senior vice president of Products to lead and drive the strategic and operational direction of this new software product division.

Costa brings over 20 years of software sales and management experience primarily in life sciences to this division, created as a separate group from the Company’s service offerings in order to provide more effective product development and better alignment with market needs.

Alan Crowther, CEO, ALSCG, says, “Costa has relationships with many of the top 25 pharmaceutical companies, and comes on board at an exciting time for our organization as we experience the growth of this newly created division. We built this separate software division to support an appropriate structure for growth and to allow the right partner ecosystem to evolve around the product. Costa is absolutely the right person to accomplish these objectives, while delivering great customer satisfaction.”

Coming most recently from Revitas, a global life sciences revenue management software company, Mr. Costa is an expert in complex enterprise solution lifecycles and customer adoption of new technologies within the global revenue management segment of the life sciences industry. As founder of multiple information technology businesses, Costa has the experience to direct entrepreneurial and high performance organizations and teams, propelling them to meet and exceed goals and generate the customer satisfaction necessary to sustain high year-over-year revenue growth.

Costa says, “It is exciting, and an honor, to be part of the ALSCG organization. The new structure will help to deliver more value to our customers and partners. I’m looking forward to driving our software business, focused on our customers’ business and their success.”

 

Insight. Innovation. Impact. Integrity.

During the first quarter of 2014, Alliance began our journey to develop a new message that would embody our company as a whole.  Our clients and internal team provided feedback that shaped a new prospective leading to the launch of our re-branding.  Through all of our development activities, one theme prevailed, the importance of our customers.  The ultimate outcome being, that it’s not about what we do but who we do it for and how they benefit.

Keeping both the feedback and the end goals of our customers in mind we developed our new tagline Insight. Innovation. Impact. Integrity. Through this process, we found that it’s not our knowledge, solutions, and proprietary tools that our company thrives on. It’s the team of passionate people.

Who better to ask what the new Alliance brand means then those people themselves? Check out their responses at the link below.

https://www.youtube.com/watch?v=qvIyErRkDII&list=UUiPA3dAD-HVHSyfsVgQ5mmg

To celebrate the re-birth of our brand, we held a “brand day” party on September 26th, 2014, which luckily for us, and our executive team whom were elected to take the ALS Ice Bucket challenge, ended up being a warm Indian summer day.  Equipped with a Taco truck and various team building activities the day left our team with high moral and many laughs to take with us.

taco truck

 

Alliance’s V.P.Global Client Development Jon Kizner and Executive V.P, Global Sales and Marketing Jeff Erb order lunch!

ring toss

 

CFO Jason Watters playing Ring Toss to raise money for ALS.

ice bucket challenge

CEO Alan Crowther takes the ALS Ice Bucket Challenge.

 

Alliance Life Sciences Launches New Brand and Website Brings Focus to Customer Centric Impact

SOMERSET, N.J. / LONDON – September 29, 2014 – Alliance Life Sciences Consulting Group (ALSCG), a leading global life sciences consultancy and technology provider, announces the re-launch of its brand and website at http://www.alscg.com.

After a thorough review of its brand positioning and their client’s motivations for engagement, the company debuts it’s new positioning through the tagline: “Insight. Innovation. Impact. Integrity.”

ALSCG is a global innovator that delivers peace of mind and unlocks business value with unique solutions to complex commercial problems. The company combines proprietary technology and consulting to maximize product portfolio value through strategy, insights, technology and customer engagement.

“Our customers think of ALSCG as the definitive go-to resource, helping them to rethink contracting, sales and marketing, pricing and market access operations to meet emerging stakeholder requirements and expectations,” says Alan Crowther, CEO of ALSCG. “We are strategically aligned with our customers to unlock business value with unique solutions to these problems.”

After conducting research utilizing an agency, Alliance‘s new brand direction closely portrays a bold and innovative approach to solving challenges within life sciences, while providing messaging that align with its customer’s motivational drivers.

Through its three practice areas that focus on revenue management through a product’s lifecycle, Alliance creates meaningful and compelling value, with global projects that have included:

  • Pricing study delivered in Switzerland
  • Global pricing system delivered in Germany
  • Health economic study for a “Top 5″ pharma company in Taiwan
  • Animal health website delivered in Chile
  • Emerging market entrance pricing strategy in India
  • Revenue contract management system delivered in the USA

As We Wait for the Final AMP Rule…

The AMP rule for implementing the Medicaid prescription drug provisions of the Patient Protection and Affordable Care Act (PPACA) was published by CMS on January 27, 2012. Guidelines with a wide-reaching financial impact on the life science industry were expected to create serious administrative and operational challenges needing to be addressed quickly. The goal of this rule was to lower costs for states and taxpayers by the following:

  • Aligning reimbursement rates to better reflect the actual price the pharmacy pays for the drug
  • By increasing rebates paid by drug manufacturers that participate in Medicaid
  • By providing rebates for drugs dispensed to individuals enrolled in a Medicaid managed care organization

Keeping these goals in mind, manufacturers were suggested to focus on major items in this rule that would ultimately change the way they do business.

  • U.S territories would be included in the AMP calculations.
  • Rebate agreements would include prescriptions paid by Medicaid managed care, as well as Fee-for-Service. This would require Medicaid managed care plans to capture utilization data and provide it to the states, and would only exempt prescriptions dispensed by a health maintenance organization (HMO.
  • OTC drugs would need to be considered covered drugs if they have a National Drug Code (NDC)
  • The Inclusion of sales to wholesales would be prohibited, unless a manufacturer has documented evidence that the drugs sold to the wholesalers were distributed to retail community pharmacies.
  • Specialty pharmacies and home healthcare distributors would be included within the definition of “retail community pharmacies”.
  • Manufacturers would be required to exclude from AMP rebates paid to insurers, but not the underlying sales to the pharmacies.
  • Best Price would be redefined to include discount and rebates “associated” with the sale of a drug to a customer, rather than the price available to that customer.
  • Inclusion of direct sales of an AG labeled drug to a manufacturer or distributor selling under its own NDC in AMP of the brand.

Two years later, Pharmaceutical manufacturers are still eagerly awaiting the release of the AMP Finale Rule. Some changes will require significant change across all aspects of the regulated pricing environment including policies, procedures, methodology, systems, and data. The final rule may include new provisions or nuances to proposed provisions that will not be known until the final release.

Going forward, performing gap and readiness assessments will help to identify the aspects of proposed or final regulations that apply to your business and the areas of your organization and infrastructure that will be impacted by the legislation. Preparing a plan outlining changes by business unit to each component of your GP infrastructure with aid in discovering the necessary resources needed to implement required changes and associated costs, and an overall project timeline identifying key work streams, contingencies, and project milestones. Along with this, it would be wise to assess implementation costs and potential changes to regulated reimbursement resulting from changes in regulation.

For more information: http://www.alscg.com/expertise/contract-strategy-operations-and-compliance/government-pricing

Alliance Reports Record Growth in 2013: Revenue Up More than 20 Percent Over 2012, 100 Percent Growth Since 2010, Continued Profitability

Alliance Life Sciences reports record revenues in 2013, and a three-year compound annual growth rate of over 20 percent that has led to revenues nearly doubling from 2010.

“Throughout 2013, we delivered a strong line-up of services and solutions which translate into over 20 percent growth for our third straight year,” says Alan Crowther, CEO, ALSCG. “Also, our addition of Jason Watters as an experienced industry chief financial officer will help lay the foundation for continued growth.”

Watters joined ALSCG after serving as chief financial officer at McKinsey’s IT Solutions division, where he oversaw part of that division’s growth from inception to almost $200 million in revenues in five years. He brings considerable experience in high-growth consulting and IT solution environments.

In addition, ALSCG had record bookings in December 2013 and January 2014, positioning the company for another record year in 2014.

Watters states, “Based on industry trends in Life Sciences, and the growing demand for our unique mix of services, we expect over 20 percent growth in 2014 and 2015. We forecast that the firm will have grown almost 200 percent since 2010 by the end of 2015.”

Not only is ALSCG growing revenues at a significant rate, but also the firm experienced a number of major successes:

  • Three of the Top 10 Pharmaceutical Companies adopted ALSCG’s PriceRight™ global pricing solutions
  • Four of the Top 10 Pharmaceutical Companies used or renewed ALSCG’s PRICENTRIC™ global pricing data services
  • Seven successful “go-lives” at clients with Revenue Contract Management suite implementations

Crowther adds, “Our tremendous success and growth in a short time reflects the strengths of our strategy, our close relationships with our customers, and the efforts of our professionals around the globe. Building upon this momentum, we will continue to offer customers the management, technology and software products they need to solve business problems, maximize revenue and achieve optimal pricing in an outcomes-based world.”

Current State of Government Reporting: Will We all Follow Texas?

As medical costs increase and states decide how they will handle Obama’s Affordable Care Act, they will look to the manufacturer to offset these increased costs. Expect more states to follow Texas in enacting new regulations, and revising and expanding reporting obligations.

This will mean that reporting and calculation requirements will vary for many of the states, in addition to the new Federal Government mandates.

The new Texas regulation includes:

1) That the manufacturers submit pricing data for eligible pharmacies located in Texas, if readily available, as opposed to those located in the entire US. In the event a manufacturer does not have a single price point for a product they must report the range of prices (high and low) and then calculate the weighted average for each product each period. Texas is expanding  price reporting to include:

  • Direct Price to Chain Pharmacy
  • Direct Price to Long Term Care Pharmacy
  • Direct Price to Pharmacy
  • Direct Price to Wholesaler/Distributer

2) Manufacturers should not include prices excluded from Medicaid Best Price including prices to 340b covered entities when determining price points.

3) Monthly Reporting:

  • The manufacturer is responsible for the correctness of the AWP, even though they do not play a role in the third-party price reporting compendia’s decision regarding their publication of the AWPs.
  • All price updates must be provided, except, Average Manufacturer Price (AMP) updates, to the Commission by the 10th day of each month.
  • Forecasted price concessions must be included in calculations for a product launch if the manufacturer has this information in its internal business records.
  • Manufacturers must update the Commission with change to formulation, product status, or availability.

One Week In

Welcome to our ALSCG Blog!

I am very excited to take the helm of Alliance Life Sciences and bring it together with the Adjility Health organization. It’s a privilege to serve both groups of employees, and all our customers.

Collectively, we have a lot to offer. We are solving complex problems across a lot of functions. We are doing great work in pricing, HEOR, contract management, clinical operations, and sales operations. We are introducing new algorithms to help our customers compete on analytics, we are creating some great technology and technology capabilities, and so on.

But what is most important in all of this is that we help our customers innovate in their work, and that we innovate in our own work. And by innovate, I mean real productivity gains and real shifts in ways of doing business. This is the source of real gain, this is how cash flow is freed up for the innovation that really matters: the research that brings new health therapies to market.

How do we show decision makers that a global trial can be executed for 3% – 5% less by optimizing site usage globally? How can a mobile app extend a pharmaceutical product into a service that has greater impact on patient outcomes?

We will spend time talking about how we are driving down the cost of our business and our customer’s business, helping manufacturers service patients and physicians better. Its not just solving a skill shortage or helping our clients with areas that are not core skills for them. Those things are nice – but we have to aim much higher, because the pressure to deliver on the industry has never been greater.

There are a lot of “first things” to get done, but one of the very first things we are doing is to get our leadership team up and active on all forms of social media, including our company blog. We have a very talented group with a lot of things to share.

Sharing these ideas with all of you, engaging in a dialogue with everyone more efficiently, is the first step in this process.

I look forward to what comes next!