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9 Best Practices
Single User: Authorizes use by the person who places the order or for whom the order was placed.
Sitewide: Authorizes use of the report for a geographic site. All people at site can view the report for a year and copies can be printed.
Corporate: Authorizes use for the entire company for a year and copies can be printed. No limitations for usage inside the company.
Biotech; Pharmaceutical; Medical Device; Health Care; Chemical; Biopharmaceutical; Clinical Research; Laboratories
Amgen; Becton Dickinson; Boehringer Ingelheim; Cubist; Daiichi-Sankyo; Endo; Fresenius; Genentech; GlaxoSmithKline; Janssen; Medivation; Merck & Co.; Merck Serono; Pacira; Peloton; Sanofi; Sanofi Pasteur; Shire; Teva
This benchmarking research drew participation from 23 HOL program leaders from 19 different pharmaceutical and medical device companies. In addition, deep-dive interviews were conducted with five participating companies to gather additional insights.
Key Topics include:
* Staffing levels
* Geographic span
* Oversight responsibility
* Services provided
* HOL differentiation from MSLs and other positions
* Successful methods of customer engagement
Decision Makers Will Increasingly Rely on Health Outcomes Data: As health care reform changes take effect, comparative effectiveness and health outcomes data are becoming increasingly important, with some predicting that member outcomes data will eventually be more influential than clinical data when health care leaders are charged with making reimbursement decisions.
On Average, HOL Programs Are Less than Five Years Old: The majority of Health Outcome Liaison programs are in their first few years of development, with only 25% of respondents indicating that their programs have been in place for seven years or longer.
HOL Roles Are Differentiated from MSLs: Participants take a variety of approaches to differentiating roles of HOLs from Medical Science Liaisons (MSLs), Key Account Managers, and other customer-focused resources. Frequently, companies differentiate HOLs and MSLs by assigning them to different customer groups, with HOLs focused primarily on supporting payers and the Commercial Sales staff that calls on them. MSLs support physicians and the sales reps who see them. HOLs are also defined by their clinical experience and ability to understand and communicate deep clinical knowledge.
Generalist Model Fosters Better Interactions: Executives favored a generalist over a specialist model for HOLs, with HOLs representing the entire book of business to their diverse customers. Generalists provide clients with the convenience of “one stop shopping.” HOLs also gain credibility with customers when they are well-rounded and knowledgeable in multiple areas. Successful generalists are trained for deep as well as broad knowledge.