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» Products & Services » » Marketing Management » Marketing Strategy

Developing the Best Hybrid Work Model for Your Commercial Biopharma Organization

ID: PSM-387


Features:

11 Info Graphics

29 Data Graphics

480+ Metrics


Pages: 50


Published: 2022


Delivery Format: Shipped


 

License Options:


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919-403-0251

  • STUDY OVERVIEW
  • BENCHMARK CLASS
  • STUDY SNAPSHOT
  • KEY FINDINGS
  • VIEW TOC AND LIST OF EXHIBITS
Commercial leaders within biopharma organizations are facing new challenges in determining the right hybrid model that is best suited for a flexible, effective, and resilient function: continue to work remotely, return to all in-person, or develop a flexible hybrid approach which meets customer needs?

Best Practices, LLC conducted this benchmarking research to examine the changing forms, features, conditions, and triggers for hybrid work models that are driving success within pharma sales, marketing and other commercial functions.

This research profiles how different commercial groups are using technology, re-shaping staff roles, adjusting remote vs. in-person work schedules, shrinking or expanding facilities, and effectively supporting customers in the post-pandemic world.

Industries Profiled:
Health Care; Biotech; Medical Device; Pharmaceutical; Consumer Products; Biopharmaceutical; Clinical Research; Laboratories


Companies Profiled:
AccelRx; ADC Therapeutics; Aesculap; AstraZeneca; BELLUS Health; Boehringer Ingelheim; Cardinal Health; CSL Behring; DePuy Synthes; Janssen; Kaléo; Klosterfrau Healthcare Group; Novartis; Optum Specialty Pharmacy; Sanofi; Sanofi Genzyme; Servier; Sobi; Takeda Pharmaceuticals; Tris Pharma

Study Snapshot

Best Practices, LLC engaged 23 Commercial leaders from 20 pharma companies in this research through a benchmarking survey.

Key topics covered in this report include:

  • Types of Commercial Work Models
  • Activities and Staffing in Successful Hybrid Models
  • Delivering Value in Commercial Sales
  • Facility Accommodations
  • Key Lessons Learned for a High-functioning Hybrid Business Model
  • Benefits and Barriers of Hybrid Work Environment

Key Findings

Select key insights uncovered from this report are noted below. Detailed findings are available in the full report.

  • Big picture: 70% believe workplace flexibility for Commercial roles “is here to stay.” Most cite a benefit of talent being geographically everywhere.
  • Where work gets done: On average, field sales and launch will spend slightly more time in office. Market access, marketing and sales management will spend more time remotely.

Table of Contents

Sr. No.
Topic
Slide No.
I.
Executive SummaryPg. 3-11
II.
Types of Work ModelsPg. 12-18
III.
Activities & Staffing in Successful Hybrid ModelsPg. 19-31
IV.
Delivering Value in Commercial SalesPg. 32-36
V.
Key DecisionsPg. 37-38
VI.
Benefits and Barriers of Hybrid Work EnvironmentPg. 39-46
VII.
Participant DemographicsPg. 47-49
VIII.
About Best Practices, LLCPg. 50

    List of Charts & Exhibits

    I. Executive Summary

    • Benchmark study partners
    • Defining the new Commercial work models
    • Industry perspective on hybrid work
    • Significant benefits and drawbacks of remote / hybrid work environments
    • Commercial work mix during, pre- and post-pandemic
    • Key takeaways from the research

    II. Types of Work Models

    • Time spent by staff of Commercial groups in each work venue (remote, company office, customer site / in field) during the pandemic
    • Time spent by staff of Commercial groups in each work venue post-pandemic
    • Time spent by staff of Commercial groups at remote work location post-pandemic - Large vs. medium/small company segment
    • Leadership levels of “work from home” decision makers for each kind of Commercial employee
    • Leadership levels of “work from home” decision makers for each kind of Commercial employee - Large vs. medium/small company segment
    • Expected amount of time to be spent in office for Commercial team leaders vs. frontline staff and other team members

    III. Activities & Staffing in Successful Hybrid Models

    • Well-suited and poorly-suited commercial work activities for being executed in a hybrid or virtual manner
    • Effectiveness of thought leader and influencer activities in terms of their suitability to be conducted in a virtual work environment where people connect remotely
    • Effectiveness of communication and education activities in terms of their suitability to be conducted in a virtual work environment where people connect remotely
    • Effectiveness of evidence generation activities in terms of their suitability to be conducted in a virtual work environment where people connect remotely
    • Effectiveness of planning and governance activities in terms of their suitability to be conducted in a virtual work environment where people connect remotely
    • Specific commercial activities that are well-suited to virtual execution
    • Specific commercial activities that are poorly suited to virtual execution
    • Turnover rate experienced within different parts of Commercial organization over the last two years
    • Effective tactics in evolving staffing needs to reflect the hybrid work environment of the workforce
    • Most influential factors in establishing the continuation of at least partial remote work
    • Changes sought in qualifications / experiences when hiring employees who will work in a hybrid model
    • KPIs for measuring remote work performance

    IV. Delivering Value in Commercial Sales

    • Breakdown of sales rep interactions with thought leaders during and post-pandemic
    • Average number of KOL interactions per month (whether virtual or face-to-face)
    • Setting targets for in-person face-to-face meetings with thought leaders and important HCPs
    • Weighing sales rep performance scorecards based on different meeting channels - - Large vs. medium/small company segment

    V. Key Decisions

    • Effective facilities utilization tactics employed by commercial groups to accommodate hybrid and remote work during pandemic

    VI. Benefits and Barriers of Hybrid Work Environment

    • Top lessons learned or best practices developed for using technology to enable effective remote work in a hybrid business model
    • Top three remote work benefits and barriers for commercial employees
    • Greatest benefits of remote / hybrid work environments for commercial organizations
    • Barriers / challenges to remote work for commercial organizations
    • Most notable lessons learned or best practices developed for effectively engaging and motivating employees who work in a remote environment in hybrid business model
    • Future perspectives on hybrid work in Commercial
    • Most notable lessons learned or best practices for making remote work environments and hybrid business model high functioning

    VII. Participant Demographics

    • Geographic span of benchmark participants
    • Therapeutic area responsibility of benchmark participants