Campbell Alliance to Serve in Leadership Role at Fourth Consecutive CBI Strategic Medicare Compliance and Administration Summit

February 8, 2007



Campbell Alliance, the leading management consulting firm specializing in the pharmaceutical and biotech industries, announced today that its Managed Markets practice will again assume a leadership role at the Center for Business Intelligence (CBI) Strategic Medicare Compliance and Administration (SMCA) Summit.  For the fourth consecutive summit, senior executives from the firm will serve as conference chairperson and speak at the event.  The SMCA is being held on February 12-13 at the Marriott Hotel at Metro Center in Washington, D.C.


Kevin Barnett, Senior Vice President and head of the Managed Markets practice at Campbell Alliance, will serve as conference chairperson.


“This conference comes at a critical time for the pharmaceutical and biotech industries,” stated Mr. Barnett.  “Based on the feedback we’ve heard from decision makers at leading Part D plans, there are strong indications that plan sponsors will manage their formularies more tightly and push more aggressively for rebate and price concessions during contracting interactions for 2008.  For most manufacturers, the stakes are still high with Part D, so they need to conduct adequate research and analyses to make informed decisions over the next month or so,” he continued.


In addition, on February 12 at 4 p.m., Tony Lanzone, Senior Practice Executive in the firm’s Managed Markets practice, will present a session titled “Keys to Developing a Coordinated Channel Strategy for Managed Markets.”  The presentation will focus on the importance of performing the following effectively:


  • Identifying which managed markets channels (e.g., managed care organizations, pharmacy benefit managers, specialty pharmacy providers, long-term care facilities, hospitals, employers) are most important to manufacturers
  • Assessing the value of different channels, as well as the accounts within them
  • Analyzing the changing market dynamics that may affect manufacturers’ channel strategies
  • Segmenting individual accounts, by importance or potential value, within key channels
  • Uncovering points of influence that can be used with accounts and leveraging them to position the product for success


Mr. Lanzone brings more than 15 years of industry experience to Campbell Alliance, including sales at a “top five” pharmaceutical company and consulting in the hospital and pharmaceutical sectors.  Prior to joining the firm, he served as a Senior Director in Premier’s HealthCare Informatics division. 


For more information on the SMCA, please visit



About the Managed Markets Practice at Campbell Alliance


The Managed Markets Practice at Campbell Alliance has helped dozens of clients identify and prepare for the implications of the Medicare Modernization Act.  Early on, the practice started working with clients in the pharmaceutical industry to anticipate what provisions the new Medicare legislation might contain and how such provisions could affect their businesses under various scenarios.  Campbell Alliance continues to help clients develop Medicare-related strategies at the corporate and product levels.  Overall, the Practice helps clients be more effective in marketing and selling in an environment where payers are increasingly important, tackling issues from pricing and contracting to value proposition development and pull-through.



About Campbell Alliance


Campbell Alliance is the leading management consulting firm specializing in the pharmaceutical and biotechnology industries.  The firm's clients include most of the world's top 20 pharmaceutical companies, as well as numerous emerging and midsize firms.  Campbell Alliance is organized into practice areas, each specializing in a critical industry function, including Brand Management, Business Development, Clinical Development, Managed Markets, and Sales.  From its locations in Raleigh, N.C., Parsippany, N.J., Los Angeles, San Francisco, Chicago, Boston, Philadelphia, and New York City, the firm serves clients throughout North America, Europe, and Japan.  For more information on Campbell Alliance, please visit


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Media Contact:

Stephanie Koenig