For life sciences companies, access and adoption of clinical products is no longer as simple as demonstrating strong outcomes at a fair price. As payers and providers face mounting financial pressure and operational complexity, they are scrutinizing their partners more closely — expecting clearer evidence, more relevant value narratives, and support that reflects real world constraints.

In this episode, host Rachel (Rae) Woods sits down with Advisory Board experts Gina Lohr and Nick Hula to unpack how med tech and pharma companies should adapt their product and partnership strategies. Together, they explore why a single value story no longer works — and how life sciences organizations can better align their products, evidence, and engagement strategies to meet the rising expectations of payers, health systems, ambulatory leaders, clinicians, and patients.

We’re here to help:

Expert insight | The top 5 trends impacting med tech strategies in 2026
Expert insight | 5 trends shaping pharma strategy for 2026 (and how to adapt)
Podcast | Ep. 242: How you should rethink your life sciences-health system partnerships

How Highlands Oncology expanded access to oral oncolytics treatment

A transcript of this episode as well as more information and resources can be found on RadioAdvisory.advisory.com.

291: If you build it, will they buy it? The new rules for proving value in life sciences

Radio Advisory

291: If you build it, will they buy it? The new rules for proving value in life sciences