291: If you build it, will they buy it? The new rules for proving value in life sciences
Life sciences companies must rethink how they prove value—who they engage, what evidence they generate, and how they tailor stories to each stakeholder.
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Show Notes
For life sciences companies, access and adoption of clinical products is no longer as simple as demonstrating strong outcomes at a fair price. As payers and providers face mounting financial pressure and operational complexity, they are scrutinizing their partners more closely — expecting clearer evidence, more relevant value narratives, and support that reflects real world constraints.
In this episode, host Rachel (Rae) Woods sits down with Advisory Board experts Gina Lohr and Nick Hula to unpack how med tech and pharma companies should adapt their product and partnership strategies. Together, they explore why a single value story no longer works — and how life sciences organizations can better align their products, evidence, and engagement strategies to meet the rising expectations of payers, health systems, ambulatory leaders, clinicians, and patients.
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A transcript of this episode as well as more information and resources can be found on RadioAdvisory.advisory.com.