The Growth Advantage: Insights, Execution, and MTM Success

Independent pharmacies that focus solely on dispensing margins are leaving significant revenue on the table. The ones pulling ahead, however, aren't working harder—they’re working smarter with better data, leaner workflows, and clinical services baked into every patient interaction.

In his recent Total Pharmacy Solutions Summit Spring 2026 session, John Grice, PharmD, MSA, vice president of pharmacy insights at Outcomes, argues that sustainable pharmacy growth follows a deliberate 3-step progression: understanding your business, making it efficient, then building clinical services on top of a foundation that can actually support them.

Grice opens by setting the stage on where pharmacy stands today, from declining dispensing margins and platform fatigue to a growing physician shortage that positions pharmacists as the most accessible health care providers in most American communities. He frames these not just as challenges but as the case for why pharmacy’s clinical moment has arrived.

The first step in his framework is business intelligence: knowing which scripts are winning, which are losing, and why—down to the payer and therapeutic category level. Grice makes the case that a true reporting tool, not just standard PMS reports, is the bedrock of any profitable operation and the prerequisite before any growth strategy makes sense.

From there, he moves into operational execution through workflow optimization, automation readiness, and an upcoming automated data entry feature he describes as a coming game-changer for pharmacy throughput. His message is pointed: Efficiency isn't about filling more scripts faster; it's about freeing up the time and bandwidth that clinical services actually require.

His session closes with a deep look at medication therapy management (MTM) and the Outcomes Premium platform, where Grice walks through how MTM has evolved into a comprehensive model for patient engagement, clinical interventions, and reimbursable care. For any pharmacy professional wondering how to connect the dots between profitability and patient outcomes, this presentation is the perfect place to start.

Explore more of our coverage from the Total Pharmacy Solutions Summit Spring 2026: Growth Prescribed.