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Products & Services Medical Affairs Thought Leader Services

Managing Performance of Field-Based Medical Managers and Specialists

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ID: 4644


Features:

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Pages/Slides: 10


Published: Pre-2014


Delivery Format: Online PDF Document


 

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  • STUDY OVERVIEW
  • BENCHMARK CLASS
  • SPECIAL OFFER
Study Overview

The quality of field-based medical specialists is one of the critical “make-or-break” factors in a successful field-based medical program. Pharmaceutical companies can use the information in this document to maintain or grow their own programs. This 10-page report reviews expected performance requirements and possible performance enhancement measurements for key players, such as specialists and field-based medical program directors.

Key Topics

  • Recruiting
  • Training
  • Building Knowledge


Sample Best Practices
  • Hiring field-based medical specialists for their medical knowledge rather than pure sales ability. To emphasize its therapeutic knowledge, one studied benchmark company aligned its field-based medical program organizational structure with its five top therapeutic areas.
  • Carefully planning and implementing initial scientific and business training to prepare specialists for thought leaders’ demands. At one company field-based medical training is designed to prepare the specialists to meet the needs of their clients -- the thought leaders who affect performance of the company’s products.
  • Conducting ongoing medical and business training to maintain field-based medical effectiveness. Field-based medical specialists can keep current with scientific news through journal reading and their own research, but one benchmark company also holds formal in-house training seminars.

Methodology
The findings in this report are based on a Best Practices, LCC benchmarking project that researched the most effective and innovative practices of seven top pharmaceutical competitors.

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.