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Products & Services Product Launch Thought Leader Development

Aligning Field-Based Medical Programs with Overall Objectives

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ID: 4643


Features:

Graphics, Detailed Process Map


Pages/Slides: 22


Published: Pre-2014


Delivery Format: Online PDF Document


 

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  • STUDY OVERVIEW
  • BENCHMARK CLASS
  • SPECIAL OFFER
Study Overview

Field-based medical programs must align in all elements with the overall strategy and objectives of a company. Given limited staff and resources, pharmaceutical launch teams need the best information in planning the deployment of their field-based medical specialists in strategically important areas, both therapeutically and geographically, for greatest impact on their activities. This 22-page document includes insights that will help program directors successfully target thought leaders who can provide the greatest benefit to the company.

Key Topics

  • Segmentation, Targeting, and Deployment
  • Identifying and Addressing Economic Value Drivers
  • Aligning with Corporate Strategy

Sample Best Practices
  • Segment thought leaders and align relationship development activities with their specific needs. One benchmark company has found significant differences between national/global thought leaders and regional thought leaders and segments them so that their specific needs can be addressed.
  • Use field-based medical specialists to prepare market for launch. One studied benchmark company’s field-based medical specialists spends 80 to 90 percent of their time on pre-launch activities, and has, as a result, seen a dramatic difference in the uptake of products when field-based medical specialists have been involved from the start.
  • Align field-based medical specialist mission with the company’s overall objectives. At one company, the field-based medical program is oriented toward the long-term and emphasizes science over sales.

Methodology
The findings in this report are based on a Best Practices, LCC benchmarking project.

Industries Profiled:
Pharmaceutical; Health Care; Biotech


Companies Profiled:
AstraZeneca; Sanofi-aventis; Merck; Schering-Plough; Pharmacia & Upjohn; GlaxoSmithKline; Pfizer

If you purchase Best Practice Database document(s), you will have 30 days from the date of purchase to apply some or all of the cost of the document(s) toward the cost of a Full Access Individual, Pharma, Group or University Membership. Write us at DatabaseTeam@bestpracticesllc.com or call David Guinn at 919-767-9179 if you have any questions.