Medical Affairs Strategies to Deliver Value to Payer Groups: Targeting, Data Presentation and Field Resource Deployment

STUDY OVERVIEW

The growing influence of public and private payers in the pharmaceutical industry has organizations turning to their Medical Affairs groups to develop meaningful relationships with payers such as Accountable Care Organizations (ACOs) and Integrated Delivery Networks (IDNs).

With Medical Affairs being relatively new to payer interactions, organizations are facing many questions around how to: identify and target key payers, present critical data and deploy field resources.

Best Practices, LLC undertook benchmarking research to identify leading Medical Affairs strategies for payer and ACO/IDN engagement success, capturing critical metrics and insights on payer segmenting and targeting, data presentation and field resource deployment.

KEY TOPICS

• Payer segmenting and targeting
• Data presentation methods
• Field-based resource deployment

KEY METRICS

• Indicate the types of payer groups and delivery networks that Medical Affairs currently serves, plans to serve within 12-24 months and doesn't serve
• On average, how frequently are you able to access key stakeholders at each Payer Group or ACO/IDN?
• At each of the selected payer group and ACO/IDN decision-makers, what groups of people does your Medical Team meet with?
• For each of the selected payer group and ACO/IDN decision-makers, how is data being presented to them?
• What type of field-based resources has Medical Affairs deployed to support payers?
• When in the product life cycle are each of these teams deployed?
• Rate the importance of the listed criteria in determining how many field-based medical team members to dedicate to an ACO/IDN network
• Rate the effectiveness of each approach that Medical Affairs uses to identify the key decision-makers in Payer Groups and ACOs/IDNs

SAMPLE KEY FINDINGS

• Region and therapeutic area main drivers for targeting payers and ACOs/IDNs: More than 90% of the participating Medical Affairs groups segment payers by region, while 60% segment by therapeutic area, expertise and influence. Two-thirds of participating groups segment ACOs/IDNs by both region and therapeutic area.

METHODOLOGY

Best Practices, LLC engaged 18 Medical Affairs leaders from 18 leading pharmaceutical and medical device companies in the United States, Singapore, South Africa and Europe through a benchmarking survey.

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.