Correspondence: Isabelle Cami, Russell Reynolds 7, Place Vendôme Paris, 75001 Paris, France. Tel: +33 (1) 4926 1300; Fax: +33 (1) 4260 0385; e-mail: icami@russellreynolds.com

¹is based in Paris and is a member of Russell Reynolds Associates' Healthcare Sector. She conducts assignments for pharmaceutical, biotechnology and medical device clients across a range of functions, including general management, business development, sales and marketing. Prior to joining Russell Reynolds Associates, Isabelle spent 11 years in strategic consulting, including five years at ZS Associates, where she led pan-European projects for pharmaceutical and biotechnology companies. She received a business degree from, Ecole Supérieure des Sciences Economiques et Commerciales (ESSEC).

Received 4 March 2008; Revised 4 March 2008; Published online 9 May 2008.

Abstract

Launching new drugs is getting more and more difficult for healthcare companies that need to manage a more complex customer environment and address the challenge of market access. This paper studies the reasons behind the market access question taking the perspective of the industry and its customers. Implications on organisation in terms of competencies but also culture and leadership requirements are discussed.