“Inbetweenisode 3: How to Find Your Healthcare Product’s Value”
by Stacey Richter

Listen to the MP3 file directly by clicking here.

Stacey Richter

Stacey Richter is not only the host of this podcast, but also the founder and strategic force behind Franklyn Healthcom, a pharmaceutical marketing and design agency that develops brand and managed market strategies along with digital and print collateral. Stacey began the business in 1993 with one simple idea: bridge the gap between current pharmaceutical agency practices and strategic business process. Her role on teams is often to transform customer insights and market research into cutting-edge strategies designed to drive access and provider uptake.

As a successful marketer with a degree from the University of Pennsylvania, where she graduated magna cum laude, Stacey is uniquely positioned to convert managed markets theory into reality. Under her leadership, Franklyn Healthcom has developed an enduring reputation for needle-sharp innovations and original ideas that challenge the status quo.


00:00 Stacey explains her role as a CEO of Franklyn Healthcom, alongside being host of Relentless Health Value.
01:00 The targeted markets (Healthcare Organizations) that Franklyn Healthcom helps its clients reach.
01:30 How Healthcare Organizations is a catch-all term that includes payers, insurance companies, institutions (like Health Systems), etc.
01:40 Another catch-all term: Risk-Bearers.
02:00 A question that Stacey’s clients always have: “How do we communicate our value?”
02:50 “There are two types of people: Those are come into a room and say, ‘Here I am,’ and those who come into a room and say, ‘Ah, there you are.’” –Frederick L. Collins
03:45 The three questions that CEOs will most likely ask when someone tries to sell them something.
06:20 How Pharma companies are not very customer-centric, but in the changing Healthcare landscape they need to become so.
07:20 The importance of understanding the customer’s problem.
08:00 Stacey’s strategy for understanding your company’s value in one simple question.
09:00 Efficiency vs. Efficacy
09:30 “Every business is successful exactly to the extent that it does something that competitors cannot.”–Peter Thiel
12:30 Stacey’s preferred strategic business model.
12:50 What’s on the horizon for Relentless Health.