Marc Samuels, ADVI Health President & CEO: “We leverage data-driven insights along with our expertise in commercialization, market access, and policy to address the most complex healthcare challenges.”

ADVI’s President & CEO, Marc Samuels, recognized a significant opportunity in the healthcare and life sciences sectors to establish expertise in key public policy and market access domains, including cell and gene therapy, oncology, rare disease, and vaccines. With a background in state and federal policy, Marc was driven to create a firm that could address complex challenges for customers bringing the most innovative healthcare therapies and technologies to market across various segments of the healthcare landscape. He identified a significant unmet need in the consulting marketplace for impactful data and analysis, and ADVI emerged as a nimble, creative, and influential player in the industry. Marc’s deep understanding of key influencers and the political processes that shape policy allowed ADVI to shape the future of the healthcare and life sciences landscape.

ADVI Health specializes in addressing complex healthcare and lifescience challenges through the application of data-driven solutions, commercialization expertise, and deep policy knowledge. Leveraging a unique and valuable dataset, ADVI provides insights that help life science and healthcare leaders accelerate growth and create value by answering critical access, reimbursement, and data questions. From pipeline to patient, bench to bedside, ADVI helps companies navigate the commercialization process and develop successful strategies that meet their unique needs.

In conversation with Marc Samuels, President & CEO of ADVI Health

Q. Consultants do not come with guarantees, so there is always a possibility that you might not achieve the results you had planned when you had hired them irrespective of the cost. How can businesses overcome this uncertainty?

To overcome uncertainty, the best avenue is to work with good metrics, know your market, and prepare for a range of scenarios. The best metrics do not tell you just how well you have done; they tell you how you are going to do in the next coming months or years. Fostering relationships and keeping tabs to evaluate your competitors and evolving market trends is the key to holding onto top talent and retaining top customers. A steady cadence of reviewing competitor positioning and go-to-market strategy to see what is being said on the market is crucial since perception is reality. Preparing for multiple scenarios enables a nimble approach and keeps an organization prepared to succeed as changes arise.

Q. Specialized consulting services come with an expensive price tag. How do you maintain your affordability and profitability?

For over a decade, we have established ourselves as leaders in providing insights and thought leadership in our industry. We believe that delivering a quality product is key to gaining customer loyalty, as customers will only pay for the value they perceive. Our clients have shown this by continually seeking our services, with over 95% of our revenue coming from repeat business from satisfied customers. Many of these clients have been with us since the early 2000s, a testament to the lasting impact of our advice and solutions on their bottom line.

Q. Expertise is the first and biggest advantage of a right consultant. How do you source the right talents to maintain the quality of your services?

As the leading provider of market access data, analytics and policy and business insights, our expert team of consultants and advisors of physicians, pharmacists, payers, data scientists, policymakers, and industry veterans provide predictability, candor, color, and confidence enabling our clients to make better decisions.

Q. What does the future hold for your company and its customers? Are exciting things on the way?

It is an exciting period of growth for ADVI. We continue to expand into several new buying centers within the top 50 life sciences, emerging cell and gene, oncology, rare, vaccines, and digital therapeutic companies at the forefront of innovation. We have recently added more significant global capabilities as well as serious clinical heft in the health technology assessment, real-world evidence, and advanced analytics areas of our competitive consulting landscape.

Meet the leader behind the success of ADVI Health

ADVI has been awarded “Best Places to Work” in Washington, DC for two consecutive years. In large part that is due to our Founder and now CEO Marc Samuels. Marc is a serial entrepreneur, speaker, author, teacher, mentor, and cheerleader to the ADVI team and to countless charities and social or educational endeavors for which he is fortunate to be involved.

Marc is a past visiting fellow and current advisory board member of the Duke University’s Robert J. Margolis, MD, Center for Health Policy, and an advisory board member of the University of California San Francisco Rosenman Institute. Marc championed the development and growth of two programs at Rosenman, ADAPT and BUILD. The BUILD program was created to assist aspiring women and minority entrepreneurs in the MEDTECH space. He also drove the development of the first Young Investigator Award of the NCCN Foundation focused on health equity.

Marc has been named one of the most popular [lobbyists] for Medicare by the Boston Globe. He also speaks frequently on business strategy and policy matters. His comments and analyses have appeared in STAT News, The Pink Sheet, Fierce Healthcare, In Vivo, Journal of Oncology Practice, Medical Economics, the Fort Worth Star-Telegram, the Dallas Morning News, and Texas Medicine. He is a contributor to the third edition of the Managed Care Answer Book and the second edition of the HMO and Capitation Answer Book, published by Panel Publishers, New York.

A veteran of several political campaigns, two Administrations, and a former lobbyist, you can always find him at 30,000 feet with a phone or a book in hand, or at the beach – also with a phone in hand.

“Over 95 percent of our revenue is repeat revenue from happy clients who see the impact of our advice and solutions on their bottom line.”