If 2020 was marked by widespread disruption and uncertainty, then 2021 resembled something akin to business as usual at JPA Health. As COVID-19 lingered, the labor force endured the Great Resignation and political unrest amplified the volatility, the Washington, DC-based agency turned its gaze inward.
“It was all about staffing up to meet the unique and significant challenges of our clients,” says agency principal Carrie Jones. “It’s not just the marketing side; it’s also sophisticated digital communications and the patient-engagement side of the business.”
Among the new clients buying what JPA was selling were a pair of government agencies, the Centers for Disease Control and Prevention and the Substance Abuse and Mental Health Services Administration. Other 2021 additions included assignments from Sage Therapeutics, Flomentum Health, IgGenix and Palisade Bio.
Overall revenue hit $14.9 million, a 16% increase over $12.9 million in 2020. Staff size grew from 69 people at the start of 2021 to 80 people at the end of it, with SVPs Christina Zurla (who joined from ICF Next) and Kelly McNeil (from Precisioneffect) ranking among the notable additions. The company also opened a third office, adding New York City to its geographical slate.
Looking back on the past 18 months, Jones points to the launch of Getting Out of the Rough, which included a six-episode video series on cancer biomarker testing hosted by professional golfer Jason Day, as a highlight. Years ago, Day’s mother was diagnosed with lung cancer and underwent biomarker testing. Ultimately, it pointed her physicians in the right direction, guiding them toward the most appropriate treatment.
“It was beautiful, creative and strategic. But more importantly, it increased biomarker testing in this space and changed the way biomarker testing is done in this country,” Jones says, noting that the name of the campaign serves as a double entendre for a tough lie while golfing.
While education and access remain key areas of focus for JPA, Jones says client expectations have surged. The agency has, in turn, adjusted its approach.
“We’re growing our business by providing specialized services to our biotech and pharma clients,” Jones explains. “We are building out our medical affairs teams and our market access teams to be able to fill those gaps.”
She adds that, at the end of Q1, JPA was on track to meet its goal of 20% growth during 2022 — most of which, Jones notes, is expected to come from existing clients. “And if we make an acquisition, that would certainly accelerate those growth targets,” she adds.
In other words, don’t look for JPA to course-correct anytime soon.
“Whether clients seek marketing, corporate communications or medical affairs, they’re going to be looking for subject matter experts who understand the holistic picture,” Jones notes. “I believe JPA is well-positioned to be able to serve them as their commercial journey continues.”
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Work from outside pharma you admire…
Pet adoptions have slowed and there are 100,000 more dogs and cats in shelters than this time last year. The #AdoptPureLove campaign, developed by The Shelter Pet Project, goes right to the heart, touching on the bond between pets and their parents. The authentic storytelling and beautiful visuals hold viewers’ attention and sound a clear call to action. While every shelter pet is unique, there’s one thing they have in common: They’re pure love. — Jones
From the June 01, 2022 Issue of MM+M - Medical Marketing and Media
