HCP Engagement Excellence: Optimizing Contracting Resources and Internal Interactions

STUDY OVERVIEW

Medical biopharmaceutical groups engage with Healthcare Practitioners (HCPs) for a variety of critical activities that require contracts between pharma and the HCP.

But it takes months for the two sides to navigate pharma companies’ internal contracting process, especially for EU-based HCPs. Some organizations have designed streamlined internal steps for their HCP contracting process that gives them a competitive advantage over their more cumbersome peers.

This Best Practices, LLC study informs medical groups on HCP contracting resources and internal interactions (affiliates, etc.). The study also includes a chapter of narratives from study participants. This study will enable medical operations leaders to see how their company’s HCP contracting approach compares with industry peers on key issues affecting the efficiency and speed of HCP engagement.

KEY TOPICS

• Executive Summary: Methodology, Participants, & Key Findings
• Resourcing for HCP Engagement Contracting
• HCP Contracting: Voices from the Field

• Total HCP engagement contracts processed per FTE, on average, in a year for all HCP-related programs (ad boards, consulting, etc.)
• Total number of FTEs (in-house and vendor staff) employed in the group that handles HCP engagement contracting
• Functions involved in managing/processing a HCP engagement contract
• Interview narrative around impediments to the HCP contracting process
• Internal stakeholders that are responsible for approving contracts for HCP engagement (e.g. ad board, consulting engagement, etc.)
• Interview narrative around the key to speeding up HCP contracting
• Contract review and approval requirements when global US is contracting a HCP licensed outside of the US
• Interview narrative around EU cross border agreements
• Types of approvals required/issued by local contracting groups in addition to global US approvals
• Interview narrative around impact of additional contracting approval require on timeline
• Interview narrative around different rules and requirements for HCP contracting in EU
• Interview narrative around restrictions in France

• Interview narrative around contact management systems
• Interview narrative around common systems for HCP contracting
• Interview narrative around another stumbling block for HCP contracting
• Interview narrative around exception process for disputes
• Interview narrative around structural stumbling block for HCP contracting
• Interview narrative with example of an effective contracting process
• Interview narrative around dedicated contracting groups
• Interview narrative around use of centralized groups for HCP contracting for US and Outside-US
• Interview narrative around the contracting process
• Interview narrative around contracting control
  

• Rely on affiliates for heavily regulated countries in EU and RoW: Some use local affiliates to manage HCP contracting for troublesome countries (France, Germany, Italy), although a central group still oversees. Affiliate involvement helps with governmental and language hurdles.
  

Best Practices, LLC engaged 20 leaders from 20 organizations for this study. Deep-dive interviews were also conducted with four leaders to capture their insights about HCP contracting.

Industries Profiled:
Pharmaceutical; Biotech; Health Care; Manufacturing; Consumer Products; Diagnostic; Medical Device; Communications; Biopharmaceutical


Companies Profiled:
AbbVie; Merck Serono; Amgen; Pfizer; Takeda Pharmaceuticals; Sandoz; Baxter BioScience; Eisai; Ipsen; Bayer; UCB Pharma; Medexus Pharmaceuticals; Kyowa Kirin; Eurofarma; Jazz Pharmaceuticals; NexGen Healthcare; Apellis Pharmaceuticals; Fidia; Heron Therapeutics; Imbrium Therapeutics

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.