Dealing with Payer Frustration
Jerry Conway, VP of sales at Genzyme, on how to strengthen the relationship with payers.
Jerry Conway, VP of sales at Genzyme, on how to strengthen the relationship with payers.
The explosive growth of the molecular diagnostics industry over the past few years has come with a downside: payer frustration. Payers are frustrated about the industrys lack of transparency when it comes to quality, coating, and clinical utility, and theyre frustrated by the inherent complexity of the services.
Often, they lack the resident expertise within their organizations to understand the genetics, and increasingly theyre turning to new diagnostics test management companies for help.
If successful, these companies will disrupt the business models of most diagnostic laboratories, says Jerry Conway, VP of Sales at Genzyme. Thus, he contends that its critical for the industry to acknowledge payer frustration, address the problems behind it, and ultimately leverage it into a stronger payer relationship.
Conway, who has more than 19 years of sales and executive management experience in routine clinical and esoteric laboratory marketplaces, will be presenting on this subject at the upcoming MDD Sales & Marketing Excellence conference in Minneapolis, May 20 and 21.