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Pharmaceutical Sector Turning to Health Outcomes Liaisons to Help Industry Navigate Payer-Focused Marketplace

CHAPEL HILL, N.C., Sept. 12, 2014 /PRNewswire/ -- In the current outcomes-focused market, biopharmaceutical and medical device companies increasingly depend upon Health Outcomes Liaison (HOL) staff to serve as a scientific bridge with payer organizations, thought leaders, and other important healthcare decision makers. As the demand for outcomes and comparative effectiveness data grows, successful companies will need to understand how to fully leverage the relatively new field-based HOL function.

To help organizations identify industry trends and evolving approaches to optimizing HOL services, research and consulting leader Best Practices, LLC conducted a research study to provide benchmarks and insights into how leading companies are delivering exceptional HOL services.

The study found that although presentation of pharmacoeconomic data is the chief role of HOLs today, identifying and building relationships with outcomes-oriented thought leaders is emerging as an important activity. Other key roles include delivering presentations, responding to payer/managed markets/healthcare systems information requests, planning publication of outcomes study results, and identifying, planning and conducting outcomes studies.

"Health Outcomes Liaisons Excellence: How the HOL Function Drives Value Across the Healthcare Industry" is a 63-page study that probes the structure, resources and activities of Health Outcome Liaisons (HOL) programs at leading organizations.

In particular, the study looks at the overlap in the roles of HOLs, MSLs and sales; how HOLs effectively engage with customers; and emerging approaches to utilizing HOLs. Pharmaceutical executives can use this research document to benchmark their HOLs with those of best-in-class companies and to meet the current challenges in the healthcare landscape.

Issues addressed in the study include:
  • Structure and resources of Health Outcome Liaisons (HOL) programs, including staffing, budget, geographic span, oversight responsibility, and services provided
  • Scope, frequency, and timing of HOL services
  • Methods HOLs use to engage internal and external customers and build lasting relationships
  • Differences in roles of HOL, MSL, Key Account Manager and Sales staff
  • Future trends expected to impact the HOL function

This benchmarking research drew participation from 23 HOL program leaders from 19 different pharmaceutical and medical device companies. In addition, deep-dive interviews were conducted with five participating companies to gather additional insights.

To learn more about this report, download a complimentary report excerpt at For related research, visit our Best Practices, LLC Web site at


Best Practices, LLC is a leading benchmarking, consulting and advisory services firm serving biopharmaceutical and medical device companies worldwide. Best Practices, LLC's clients include all the top 10 and 48 of the top 50 global healthcare companies. The firm conducts primary research and consulting using its comprehensive proprietary benchmarking tools and analysis. The operational insights, findings and analysis form the basis for our Benchmarking Reports, databases and advisory services to support executives in commercial and R&D operations.

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