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Delfini Evidence-based Practice Series Guide Books

"Best help with evidence-based medicine available."
Martin Gabica MD, Chief Medical Officer, Healthwise

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EBM Guide For Scientists to Sales Reps

Medical Evidence in the
World of Payers & Health Care Systems
:
A Handbook For Industry to Better Understand, Communicate and Navigate These Worlds

This book is written for the scientist who doesn't think about the payer—and for the one who does.  This book is written for the sales rep who doesn't think that sales reps need to understand anything about medical evidence beyond the script—and for those who know that understanding anything important in the payer world could be make-or-break. And this book is written for everyone in between. In short, this book is written for everyone in industry involved in payer medical decision-making. And the principles discussed in this book can be applied to many health systems as well, as well as other customers, such as the practicing clinician.

For non-scientists, the good news is that we make the world of medical evidence easy—we are renown for our simplified approach.  For scientists, we can help you better know how payers and health systems may relate to your science. We have extensive experience in communicating evidence in ways end-users can understand.

Evidologists, Sheri Ann Strite and Michael E. Stuart MD, have worked extensively with payers and industry and can be your guide to help you bridge gaps between the worlds of health systems, payers and industry over medical evidence.

Why is FDA approval insufficient for payer approval? Why do payer decisions seem so inconsistent at times? What are some of payers' biggest concerns and how can you effectively address them? What are some of the biggest problems with medical research and its reporting—and that you can fix? How can you use evidence to establish common ground with payers and foster good relations?

In this guidebook, we give you information and insights along with practical guidance, advice, strategies and tips. We share our prescription for gap closing and bridge building—the RRAPP™ System for Research, Reporting, Appraising, Preparing to Communicate and Preparing to Connect over medical evidence.

Reader Reactions

Payer & Health Care Systems Readers React
"I love the mission of this book. The content is great and important. We so need this. This is amazing...."

"I absolutely love the book. The book very easy to read with tons of important info!!! I love love love it."

"There is a huge gap as you well know, so all I can say is YEAH!  All of the questions are on target."

"I really like this!"

Industry Readers React
"I love the content; love the style!"

"I love it. I am very happy you have taken this on and targeted it to educating industry. Congratulations!"

"I think it is fantastic....I do believe that the tide is turning, and has been for years.  But the level of sophistication between payers nationwide varies greatly. Your book addresses that. It is often said 'if you have seen one health plan, then you have seen one health plan,' and your book explains why. I think your book needs to be read by every single employee within industry who touches someone managing a population in a health system or a payer or regardless of where or how...Industry people realize that they need to be out in front, and they need to start educating and preparing today. Your book will help industry both deal with what’s going on today regardless of a customer’s skills in EBM or use of evidence and help us get way out in front of new practices surrounding health technology assessments.”

"Your mission is great!!! This book will be insightful to all parties. What you've written plainly states what everyone is thinking, but no one is talking about…..all the different factions in health care industry look at data differently and are highly critical of those who either don’t speak their language or don’t understand their priorities. Your book reminds me of this in that you are discussing the priorities of very different groups with the goal of better understanding and communication.  The result will be a set of players in the health care industry who are less critical in a negative way and more understanding of the lens with which we all view clinical data. In this time of intense change in health care,  we all (industry, research, insurance companies, etc.) need to work hard to find common ground and develop a spirit of collaboration."

Look Inside

Why You Want to Read This Book: Bridge Building

Bridge

 

Contents: Highlights

  • WHY YOU WANT TO READ THIS BOOK: BRIDGE BUILDING
    Views From The Dark Side—But Which Side Is That?; To Those in Industry Who are Generating and Reporting the Medical Evidence, To Those Who are in First-Line Communications With Customers and To Everyone Else In Between


  • WHEN IT COMES TO MEDICAL EVIDENCE, THIS IS THE ENVIRONMENT OF HEALTH CARE SYSTEMS & THIS IS THE ENVIRONMENT OF THE PAYER
    FDA & Your "Other" Customers; Medical Evidence & Health Care Systems and Payers; The Health Care Information Problem; Customer Perceptions of Industry; Industry Misperceptions of Payers; Medical Decision-Making Including The P&T and Medical Technology Assessment Committees

     
  • COMMUNICATING WITH CUSTOMERS ABOUT MEDICAL EVIDENCE: RRAPP™—A MAP OF THE 5 MILESTONES LEADING TO EFFECTIVE EVIDENCE COMMUNICATIONS
    Research, Reporting, Appraising, Preparing for Communicating and Connecting Including Tips on Assessing Health Systems & Payers' Approaches to Evidence

     
  • APPENDICES: MORE PRACTICAL HELP, ADVICE & TIPS
    Elaborations, Details, More Stories from the Trenches and A Few Technical Items

Go to Sample Chapter

News

06/16/2014: We have a short article for industry colleagues now published in the Life Sciences Trainers & Educators Network Journal (formerly SPBT—Society of Pharmaceutical and Biotech Trainers).

Should research with "conflict of interest bias" be "explicitly downgraded in value," as some recent writers believe? Or should good science and science reporting speak for themselves? We think, yes. Here are some tips for research quality and reporting and communicating about the evidence. 

Strite, Sheri Ann. Stuart, Michael E. Science-Based Skills: Building Trust & Relationships. Life Sciences Trainers & Educators Network Journal. June 2014.  Online. http://www.spbt.org/?page=June2014Trust

 

Book

EBM Guide For Scientists to Sales Reps

Medical Evidence in the
World of Payers & Health Care Systems
:
A Handbook For Industry to Better Understand, Communicate and Navigate These Worlds

 

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Delfini Group
Authors Sheri Ann Strite &
Michael E. Stuart MD

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