Pharmaceutical Commerce - September/October 2017 - 12

Business/Finance

A conversation with

Greg Flynn,

Ashfield Healthcare US

UDG Healthcare plc is a global provider of outsourced services for
life sciences and healthcare; from its Dublin, Ireland headquarters,
this publicly traded company manages business units and services
in 50 countries, employs more than 8,000 and passed $1 billion in
revenue in 2016. UDG Healthcare's Ashfield Healthcare division, now
celebrating its 20th year in business, provides field and contact center
sales teams, healthcare communications, patient support, market
access, audit, advisory, medical information and event management
services to more than 300 healthcare companies.
Recently, UDG Healthcare announced the appointment of Greg Flynn
as regional president of Ashfield in the US, responsible for commercial,
clinical, medical information, pharmacovigilance and market access
operations. Previously, he was regional president in Japan and
representative director of CMIC Ashfield, a joint initiative between CMIC
Holdings Co., Ltd and UDG. Under Greg's leadership, Ashfield became an
industry leading partner with more than 650 staff across 44 clients in five
years.
Pharmaceutical Commerce sat down with Mr. Flynn to find out where
Ashfield is going in the US. Here's what he had to say.

1

Ashfield is a large multinational
organization, and part of yet a
larger multinational organization,
UDG Healthcare. Can you put Ashfield
in context for us? What role does
it play within UDG Healthcare?

UDG Healthcare operates across three
divisions; Sharp, Aquilant and Ashfield.
Sharp Packaging Solutions is a global
leader in contract commercial packaging
and clinical trial packaging services for
the pharmaceutical and biotechnology
industries, operating from state of the art
facilities across the US and Europe. Sharp
is also a world leader in 'track and trace'
serialization services, which will require all
prescription drugs to have a unique serial
code for authentication and traceability.
Aquilant is a leading prov ider of
outsourced sales, marketing, distribution
and engineering services to the medical and
scientific sectors in the UK, Ireland and the
Netherlands.
Ashfield is a global leader in
com m erc i a l i z a t i on s er v i ce s for t h e
pharmaceutical and healthcare industry,
operating across two broad areas of activity:
commercial and clinical services, and
communications services. It focuses on
supporting healthcare professionals and
patients at all stages of the product life cycle.

Ashfield represents the largest division
of operations within UDG Healthcare with
6,000 employees globally, representing
61% of the overall group profit for UDG
Healthcare. UDG Healthcare has a huge
stake in Ashfield's success in the nearterm, with nearly $500m dedicated to the
acquisition of strategic companies-the
most recent acquisitions of Vynamic and
Cambridge BioMarketing being prime
examples-focused on commercial and
patient services. We see a tremendous
opportunity to help our clients along the
entire value chain-not just big pharma
either; emerging biotechs and small pharma
companies are very much companies
where we can provide value in their
commercialization and patient support
services.

2

Do pharma companies contract
with Ashfield for a global service,
or country by country? And second,
how does the range of services Ashfield
offers represent a unified offering? Do
clients hire Ashfield for its full range of
services, or do they order 'a la carte'?

Ashfield operates in more than 50
countries with offices in 22, and our
co r p o r a te s t r u c t u re m a n a g e s t h e s e
operations territorially: US/Canada, the

12 Visit our website at www.PharmaceuticalCommerce.com September | October 2017

EU, and Japan. We've been providing an
outsourced sales force, nursing and contact
center solutions for more than 20 years,
and in the last year, significant progress has
been made in evolving our service offerings,
introducing new innovative commercial
models and winning larger contracts,
particularly with global clients.
Ashfield offers a suite of services that
work together along the entire value chain
of a product's lifecycle: Access to medicine,
knowledge about the medicine, support to
patients on medicine.
Through our Market Access team, we
enable access to treatment by helping
manufacturers navigate the challenges of
bringing their medicines to market. For
example, clients looking to go to market
with late phase products are often unsure
whether to commercialize the product
themselves or to outsource. In order to
create the most successful strategy for
pharma and biotech companies, it is critical
for them to know how payers are going to
react to the product in the marketplace.
They ultimately need a real-life view to see
how the product would be reimbursed by
payers.
Once a product is in the market, we are
the conduit of knowledge to HCPs, helping
them make informed treatment decisions
that directly impact patient care. We can

accomplish this in a number of ways, most
notably by deploying commercial teams
to educate HCPs and developing medical
information resources to enable meaningful
scientific discussion. Our healthcare
communications companies help
communicate brand and disease messages,
while our event management company
provides a means of educating physicians or
organizing an internal sales meeting prior
to product launch.
Most importantly, our mission is to
support the patient to help achieve positive
outcomes. Our clinical teams, comprised of
nurse educators, connect HCPs and patients
with impactful solutions such as adherence
risk assessments and in-home instruction
to help manage their condition.
The level of service we provide really
depends on the need of the client and its
respective product along with its internal
capabilities to drive commercialization.
Oftentimes biotech and smaller pharma
companies do not have the bandwidth to
solve some of the more complex challenges
with bringing a product to market. In this
case, we would operate as an extension of
their organization, leveraging our market
access relationships or rapidly deploying a
sales force needed to achieve their financial
goals. When it comes to some of the larger
pharmaceutical companies, our focus


http://www.PharmaceuticalCommerce.com

Table of Contents for the Digital Edition of Pharmaceutical Commerce - September/October 2017

Table of Contents
Pharmaceutical Commerce - September/October 2017 - Cover1
Pharmaceutical Commerce - September/October 2017 - Cover2
Pharmaceutical Commerce - September/October 2017 - Table of Contents
Pharmaceutical Commerce - September/October 2017 - 4
Pharmaceutical Commerce - September/October 2017 - 5
Pharmaceutical Commerce - September/October 2017 - 6
Pharmaceutical Commerce - September/October 2017 - 7
Pharmaceutical Commerce - September/October 2017 - 8
Pharmaceutical Commerce - September/October 2017 - 9
Pharmaceutical Commerce - September/October 2017 - 10
Pharmaceutical Commerce - September/October 2017 - 11
Pharmaceutical Commerce - September/October 2017 - 12
Pharmaceutical Commerce - September/October 2017 - 13
Pharmaceutical Commerce - September/October 2017 - 14
Pharmaceutical Commerce - September/October 2017 - 15
Pharmaceutical Commerce - September/October 2017 - 16
Pharmaceutical Commerce - September/October 2017 - 17
Pharmaceutical Commerce - September/October 2017 - 18
Pharmaceutical Commerce - September/October 2017 - 19
Pharmaceutical Commerce - September/October 2017 - 20
Pharmaceutical Commerce - September/October 2017 - 21
Pharmaceutical Commerce - September/October 2017 - 22
Pharmaceutical Commerce - September/October 2017 - 23
Pharmaceutical Commerce - September/October 2017 - 24
Pharmaceutical Commerce - September/October 2017 - 25
Pharmaceutical Commerce - September/October 2017 - 26
Pharmaceutical Commerce - September/October 2017 - 27
Pharmaceutical Commerce - September/October 2017 - 28
Pharmaceutical Commerce - September/October 2017 - 29
Pharmaceutical Commerce - September/October 2017 - 30
Pharmaceutical Commerce - September/October 2017 - 31
Pharmaceutical Commerce - September/October 2017 - 32
Pharmaceutical Commerce - September/October 2017 - 33
Pharmaceutical Commerce - September/October 2017 - 34
Pharmaceutical Commerce - September/October 2017 - Cover3
Pharmaceutical Commerce - September/October 2017 - Cover4
https://www.nxtbook.com/nxtbooks/pharmcomm/202006
https://www.nxtbook.com/nxtbooks/pharmcomm/202003
https://www.nxtbook.com/nxtbooks/pharmcomm/201911
https://www.nxtbook.com/nxtbooks/pharmcomm/201909
https://www.nxtbook.com/nxtbooks/pharmcomm/201906
https://www.nxtbook.com/nxtbooks/pharmcomm/201903
https://www.nxtbook.com/nxtbooks/pharmcomm/201811
https://www.nxtbook.com/nxtbooks/pharmcomm/201809
https://www.nxtbook.com/nxtbooks/pharmcomm/201806
https://www.nxtbook.com/nxtbooks/pharmcomm/20180304
https://www.nxtbook.com/nxtbooks/pharmcomm/20171112
https://www.nxtbook.com/nxtbooks/pharmcomm/20170910
https://www.nxtbook.com/nxtbooks/pharmcomm/20170708
https://www.nxtbook.com/nxtbooks/pharmcomm/20170506
https://www.nxtbook.com/nxtbooks/pharmcomm/20170304
https://www.nxtbook.com/nxtbooks/pharmcomm/20170102
https://www.nxtbook.com/nxtbooks/pharmcomm/20161112
https://www.nxtbook.com/nxtbooks/pharmcomm/20160910
https://www.nxtbook.com/nxtbooks/pharmcomm/20160708
https://www.nxtbook.com/nxtbooks/pharmcomm/20160506
https://www.nxtbook.com/nxtbooks/pharmcomm/20160304
https://www.nxtbook.com/nxtbooks/pharmcomm/20160102
https://www.nxtbook.com/nxtbooks/pharmcomm/20151112
https://www.nxtbook.com/nxtbooks/pharmcomm/20150910
https://www.nxtbook.com/nxtbooks/pharmcomm/20150708
https://www.nxtbook.com/nxtbooks/pharmcomm/20150506
https://www.nxtbook.com/nxtbooks/pharmcomm/20150304
https://www.nxtbook.com/nxtbooks/pharmcomm/20150102
https://www.nxtbook.com/nxtbooks/pharmcomm/20141112
https://www.nxtbook.com/nxtbooks/pharmcomm/coldchaindirectory2014
https://www.nxtbook.com/nxtbooks/pharmcomm/20140910
https://www.nxtbook.com/nxtbooks/pharmcomm/20140708
https://www.nxtbook.com/nxtbooks/pharmcomm/20140506
https://www.nxtbook.com/nxtbooks/pharmcomm/20140304
https://www.nxtbook.com/nxtbooks/pharmcomm/20140102
https://www.nxtbook.com/nxtbooks/pharmcomm/dataservicedirectory
https://www.nxtbook.com/nxtbooks/pharmcomm/20131112
https://www.nxtbook.com/nxtbooks/pharmcomm/20130910_hubreport
https://www.nxtbook.com/nxtbooks/pharmcomm/20130910
https://www.nxtbook.com/nxtbooks/pharmcomm/20130708
https://www.nxtbook.com/nxtbooks/pharmcomm/20130506
https://www.nxtbook.com/nxtbooks/pharmcomm/coldchain2013
https://www.nxtbook.com/nxtbooks/pharmcomm/20130304
https://www.nxtbook.com/nxtbooks/pharmcomm/20130102
https://www.nxtbook.com/nxtbooks/pharmcomm/20121112
https://www.nxtbook.com/nxtbooks/pharmcomm/20120910
https://www.nxtbook.com/nxtbooks/pharmcomm/20120708
https://www.nxtbook.com/nxtbooks/pharmcomm/20120506
https://www.nxtbook.com/nxtbooks/pharmcomm/20120506_coldchain
https://www.nxtbook.com/nxtbooks/pharmcomm/20120304
https://www.nxtbook.com/nxtbooks/pharmcomm/20120102
https://www.nxtbook.com/nxtbooks/pharmcomm/20111112
https://www.nxtbook.com/nxtbooks/pharmcomm/20110910
https://www.nxtbook.com/nxtbooks/pharmcomm/20110708
https://www.nxtbook.com/nxtbooks/pharmcomm/20110506
https://www.nxtbook.com/nxtbooks/pharmcomm/20110304
https://www.nxtbook.com/nxtbooks/pharmcomm/20110102
https://www.nxtbook.com/nxtbooks/pharmcomm/20101112
https://www.nxtbook.com/nxtbooks/pharmcomm/20100910
https://www.nxtbook.com/nxtbooks/pharmcomm/20100708
https://www.nxtbook.com/nxtbooks/pharmcomm/20100506
https://www.nxtbook.com/nxtbooks/pharmcomm/201004
https://www.nxtbook.com/nxtbooks/pharmcomm/201003
https://www.nxtbook.com/nxtbooks/pharmcomm/20100102
https://www.nxtbook.com/nxtbooks/pharmcomm/20091112
https://www.nxtbookmedia.com