“Inbetweenisode 7: Healthcare, The Third Wave: What’s Critical For Pharma Strategy with Dave Dierk, Aventria Health Group Co-President”
by Stacey Richter

Listen to the MP3 file directly by clicking here.

Stacey and Dave

A 27-year veteran of managed-markets marketing, David is the President/CEO of Pinnacle Health Communications. After working in consumer marketing with AT&T and healthcare publishing with Elsevier, David made the move to medical advertising and communications at K.I. Lipton, Inc. Subsequently, he became a cofounder of Pinnacle. David is an accomplished strategist, providing innovative customer marketing, access, quality, and health intervention solutions for large clients and has directed the development of numerous industry-leading campaigns in primary care and specialty markets. He has supported clients in disease areas that include oncology (Bristol Myers Squibb [BMS], Novartis, Eisai), virology (BMS, Merck & Co.), pharmacy (American Pharmacists Association, Merck, Novartis), and blood disorders (Novo Nordisk), to name a few. David has helped more than 15 clients achieve top rankings in their respective categories. He is also an active member of the Pharmacy Quality Alliance.


00:00 Dave discusses the three success factors that Steve Case has created.
00:39 Entering the third wave of the digital revolution.
01:17 Integrating internet into every aspect of life, especially healthcare.
01:38 Factors for success: Policy, Perseverance, Partnership.
02:30 Understanding where the market is going and who is driving that.
02:48 Policy and its unintended consequences.
03:00 Dave talks CMS.
03:30 “No policy is static or stagnant; there’s always unintended consequences.”
04:57 Payment policy as driver of management and the market.
05:19 Understanding where the market is today and where it is going.
06:30 Dave and Stacey discuss payment models and the changing landscape of reimbursement in healthcare.
07:30 Many different payment models. Are patients segmented accordingly?
08:00 “Are you only managing to the next quarter?”
09:00 Exciting times: value-based purchasing, coordination of care, community-based care.
11:12 Perseverance. How long will this program last?
12:30 Management must have a forward-looking strategy; exhibit vision, commitment, determination.
13:00 Having a forward-looking strategy.
13:40 Long-term partnerships. Building value over time for better performance long-term.
13:45 “There has to be organizational vision, commitment, determination and activity to pursue objectives.”
14:45 “Do you serve an immediate need, or do you build opportunity over time?”
16:00 Partnerships ensure optimized patient outcomes. Realize Triple Aim.
18:20 The two related emerging dynamics in healthcare.
19:22 Necessity of interoperable technology among all stakeholders.
21:06 Quality metrics influenced by everyone upstream and everyone downstream.
22:45 Partnerships constitute a mutually beneficial system.
23:00 The big advantage of having a long-term partnership.
23:35 The 3 P’s are success factors for moving forward. Add in commitment to change.
24:30 Applying the success factors.
28:00 Change and the rapidly evolving marketplace.
29:00 “You need to see where the market is going; you need to develop a plan for both today and tomorrow.”
29:30 “This is a journey, not a destination.”