Non-members: Click here to review a complimentary excerpt from "U.S.-Based Field Medical Team Interactions with Managed Care Customers: Participant Narratives and Best Practices"
As the role of payers has become increasingly important to pharmaceutical companies, organizations have worked to identify roles that would be effective at interactions with this customer group. On the medical side, companies have found success with roles such as medical care liaisons, health outcomes liaisons and other roles that provide outcomes, economic and value information or analysis on products.
As part of a research study on this issue, Best Practices, LLC conducted executive interviews with leaders overseeing field medical roles that interact with payers. This study presents narratives from these leaders on various aspects of this issue. It also contains qualitative information from study participants on the value, weaknesses and best practices surrounding the use of field medical roles to interact with the payer community.
- Qualitative Insights from Interviews
- Field Medical Team Value, Weaknesses and Best Practices
KEY QUALITATIVE QUESTIONS
- Some say a field managed care role is really the future - do you think that’s overstating it ?
- How much collaboration on outcomes projects are really happening with payers?
- How does your HOL role differentiate itself from other companies?
- How do you coordinate your field medical team interactions with payers ?
- Have you found a way to validate your HEOR team’s value to leadership?
- How do you coordinate between the field team members who are visiting the same manage care customer?
- The consensus seems to be that companies will need a field medical role that interacts with payers – do you agree?
SAMPLE KEY FINDINGS
- Payers strongly desire a single point of contact for medical and commercial; the evolving model has HOL/MCL/Hybrid FMT role as the medical contact and account managers acting as commercial contact
- HOLs & MCLs are the principal FMT roles that pharma uses for payers; large companies prefer HOLs because of expertise with outcomes research
This study engaged 17 executives representing 16 leading bio-pharmaceutical companies and one genomic profiling company focused on oncology.