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Making The Most Of ACOs: How Biopharma Is Adapting To New Customer Segment

 
• By Wendy Diller

ACOs have been one of the most hyped innovations in the US health care sector this decade. The buzz may be overdone, but ACOs are now established as a different—and confusing—new customer segment for pharma. How is industry adjusting?

A short YouTube video making the round of healthcare reform meetings these days depicts a male robot, obviously a healthcare executive, asking questions of a female robot, a consultant. The executive says he wants to set up an Accountable Care Organization “because Modern Healthcare says it is a good idea.”

She calls him “clueless.” After some banter, he states with determination, “Can I just form an ACO, appoint a board of trustees and have monthly meetings? Health management seems really,...

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