How to guide your new drug to the hospital formulary The client question Having a new drug added to the hospital formulary is a complex process, with many stakeholders involved. Especially, in the case of drugs that are prescribed by one type of specialist and administered by another. Our client at a global pharmaceutical company, Andrew, asked us to help him and his team understand the decision making process and key drivers that lead to a final decision to add a new drug to hospital formularies, and how to best facilitate the uptake of their new drug. Our approach Based on the rather complex and multifaceted nature of the decision process, and the exploratory nature, SKIM suggested a two-step qualitative approach. Step 1, Individual in-depth interviews with the different formulary

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