Managed Markets (February 2013)

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Hobart Group Holdings

IMS Group

McCann TL Managed Markets

Hobart Group Holdings

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As the largest dedicated payer agency in the United States, Hobart Group Holdings has provided strategic and tactical partnership services to their broad client base for a decade. Hobart's core competencies include payer value proposition development, launch planning, payer market research, quality initiatives, HEOR, sales training, and contracting and pricing expertise.

Hobart Group Holdings is a consortium of 3 full-service, thought leader agencies, including The Hobart Group in New Jersey, Hobart Forte in New York City, and Hobart Core in Chicago. Hobart Innovations is currently in the process of launching several digital initiatives based on organized customer needs, as well as developing proprietary data assets to help inform clients of relevant payer trends.

Hobart's strategic services department is composed of former payer decision makers with extensive knowledge across the spectrum of organized customer channels. The strategic team has more than 140 years of experience working with, and working as, pharmacy directors, medical directors, contracting managers, case managers, and quality directors for MCOs, PBMs, government, payers, IDNs, hospitals, and LTC facilities. This experience allows Hobart to consistently deliver impactful solutions that directly align with clients' marketing objectives.

As the healthcare industry continues to experience tremendous change impacting brand access and reimbursement, Hobart recognizes that their clients are seeking expert, up-to-the-minute counsel and solutions to help them succeed in an evolving marketplace. Helping clients meet these new challenges requires in-depth segment knowledge that only Hobart can deliver.

To learn more about Hobart and their strategic services team, visit


  • Launch planning
  • Pull-through support
  • Contracting
  • Sales training
  • Speaker bureaus and advisory boards
  • Digital applications


Address: 240 Main Street, Gladstone, NJ  07934
Phone: 908-470-1780
New Business Contact: Lisa Bair, CEO, or 908-470-1780
Year Founded: 2003
Holding Company: Privately Held
Sample Clients: Astellas, Bayer, Eli Lilly & Co, Merck, Pfizer, Sanofi, Shionogi
Office Locations: Gladstone, NJ; New York, NY; ­Chicago, IL

IMS Group

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IMS's Managed Markets Services group focuses on supporting our life sciences clients' managed markets operational needs, specifically addressing claims adjudication, trade relations, and contracting and government pricing challenges.

With renewed visibility into rising healthcare costs, expanded government healthcare programs, coverage gap and the loss of exclusivity on many blockbuster products, manufacturers require increasingly sophisticated data, analytics and solutions to realize the full potential of their managed markets and contracting initiatives.

Today, manufacturers spend between $60 and $80 million on discounts and rebates in the U.S. alone, in addition to millions of dollars adjudicating contracts. How can companies understand if these rebates are working? How can they determine if contracted plans are providing maximum benefit?

IMS provides a continuum of Managed Markets services to help organizations gain maximum benefit from their contracting operations and discount and rebate spend. We help organizations:

  • Develop contracting strategies to maximize access and contract ROI
  • Create and manage contracts
  • Ensure regulatory compliance and operational excellence with respect to pricing and contract operations
  • Implement systems to support contracting infrastructure
  • Manage contract and operational performance

We work with many of the leading pharmaceutical organizations in the U.S., and to date have completed more than 50 commercial contracting and government pricing and Medicaid system implementations. We also maintain relationships with the respective government agencies and leading legal firms focusing on Medicaid, Federal and state healthcare programs, providing our experts with a firm understanding of the industry and regulatory best practices critical to managing the complexities and regulatory risks associated with these programs.

Recently, IMS acquired Marina Consulting, a consultancy focused on government pricing program development, risk assessment and compliance reporting solutions. The addition of Marina complements our existing set of compliance services, including:

  • Medicaid Drug Rebate Program Compliance
  • Medicare Average Sales Price Compliance
  • Public Health Services (340B) Program Compliance
  • VA Federal Supply Schedule Compliance
  • Medicaid Claims Processing
  • Medicare Part D Coverage Gap Discount Program


  • Managed Markets Strategic Advisory Services
  • Regulatory Compliance
  • Analytics and Reporting
  • Systems Integration
  • Contract Operational Services
  • Plan, Payer, Medicaid and Formulary Performance Data Sets
  • Audits


Address: One IMS Drive, Plymouth Meeting, PA 19462
Phone: 800 523-5333 Website: New Business Contact: Ed Masterson, Business ­Development,, 484-567-6735 Office Locations: Redwood City, CA; Los Angeles, CA; Parsippany, New Jersey; New York, NY; Washington, DC

McCann TL Managed Markets

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At McCann TL Managed Markets (MTLMM), we partner with our clients to drive reimbursement and access across multiple payer channels. We offer you an unparalleled team of experienced professionals with the optimal balance of expertise, passion, and creativity to exceed your expectations by:

  • Strategically analyzing issues
  • Leveraging our team's varied backgrounds, passions, knowledge, and experience
  • Delivering unique and creative solutions with ­sustainable, enduring impact

Our diverse skills in managed care marketing, channel marketing, access, reimbursement, and payer evidence support your specific needs. We partner with our clients to achieve optimal brand access and usage by applying our access intelligence daily.

Our job is to ensure a solid strategy drives each recommendation. We don't just worry about what managed markets is saying today, but also what is going to be said tomorrow and a year from tomorrow. If there is a tactic to be done, there is a solid strategy and skillful execution behind it.

MTLMM develops the right kind of tools you need to compete in the marketplace. We collaborate with our clients to find optimal ways to heighten awareness with payers and related stakeholders, work with the right segments to change brand dynamics, create plans to accomplish successful payer launches, and provide the right insight and foresight throughout the entire life cycle.

We leverage our collective strategic intelligence to give patients better access. And we put our knowledge to work making sure your message resonates in an increasingly complex marketplace. As former US Surgeon General C Everett Koop once said, “Drugs don't work in patients who don't take them.” But in today's health care environment, a more appropriate comment might be, “Drugs don't work in patients who can't get them.” At MTLMM, we work to make sure when a patient is given a prescription, the patient can get their medication.

When you put MTLMM Access Intelligence to work for you, you have a team ready to move your message to all stakeholders. Our passion for managed markets drives our clients' success every day.


  • Managed Markets Insight Mining
  • Access and Reimbursement Solutions
  • Cost and Coverage Message Development
  • Account Manager Tools and Training
  • Pull-through Optimization Materials
  • Integrated Digital Solutions


Address: 20 Waterview Boulevard, Parsippany, NJ 07054-1295
Phone: (973) 394-2834
New Business Contact: Kim Wishnow-Per, EVP, Managing ­Director, or (973) 394-2834
Year Founded: 2001
Employees: 33
Sample Clients: Genentech, GlaxoSmithKline, Novartis, ­Daiichi Sankyo, Novo Nordisk
Office Location: Parsippany, NJ

  • MTLMM is the managed markets component of McCann Health, a global health care communications company
  • Our team brings decades of payer experience to everything we do—we apply our access intelligence daily for you
  • All client print and digital initiatives are created in-house by our staff of experienced professionals
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