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Products & Services

Pharmaceutical Speaker Programs: Building the Business

ID: SM-130


Features:

19 Info Graphics

17 Data Graphics

62 Metrics

56 Narratives

74 Best Practices


Pages: 118


Published: Pre-2014


Delivery Format: Shipped


 

License Options:
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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.




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919-403-0251

  • STUDY OVERVIEW
  • BENCHMARK CLASS
  • STUDY SNAPSHOT
  • KEY FINDINGS
  • VIEW TOC AND LIST OF EXHIBITS
Help sales reps develop strong, rewarding relationships through effective speaker program management. Impact doctor-rep relationships to build customer loyalty and drive market share. A carefully crafted speaker program administration can have an enormous impact upon building and developing physician relationships, which ultimately drives sales and market share. Indeed, many of the most highly respected pharmaceutical companies now use these programs as one of their primary channels to educate the medical community about disease states and new products. To deliver maximum value, these programs must be managed as integrated processes that successfully develop and expand relationships.

Industries Profiled:
Biotech; Pharmaceutical; Medical Device; Health Care


Companies Profiled:
Amgen; Sanofi-aventis; Eli Lilly; AstraZeneca; 3M Pharmaceuticals; GlaxoSmithKline; Pfizer; Schering-Plough


Study Snapshot

This Best Practices in Speaker Program Administration study identifies the top practices shared by benchmark partners. Your company can use consolidated insights and best practices of the benchmark class to guide thinking about your own physician relationship management process. As the market for doctor attention gets tighter, your company can use the findings of this report to craft a short- and long-term strategy for success in building physician loyalty. That relationship will play a growing role in the evolving pharmaceutical sales process. To succeed, companies will be required to provide world-class service to thought leaders and influencers through cutting-edge research and improved processes. Constant innovation is critical to maintaining and expanding these key relationships.

Overall project findings reveal three critical focal points for program administration management. First, program managers must address thought leader needs for simple, clear, and fast payment systems. Second, they must address corporate needs for strong, user-friendly technology and cost effectiveness. Third, program managers must align speaker administration to build value-adding relationships with doctors in order to integrate program administration as part of a thought leader management process. Report findings are organized to help companies meet all three of these challenges.

Key Findings

Design speaker program administration system upgrades that align with the company's strategic goals and meet customer needs.

  1. Make service speed and quality top priorities in order to boost doctor loyalty.
  2. Cultivate your speaker programs' brand to build scientific influence and marketplace
    prestige.
  3. Develop doctor and thought leader relationships through high-quality program
    management.
  4. Employ the Internet and emerging technologies as key drivers of service quality,
    efficiency and cost control.
Table of Contents

• Project Background
• Project Methodology
• Key Project Findings
• Report Structure and Organization
• Next Steps
• Process Map
• Lessons Learned Matrix
• Benchmarking Response Matrix
• Selecting System Logistics
• Planning to Meet Business Needs
• From Proposal to Check
• Using Vendors to Improve Performance
• Driving System Evolution
• The Internet
• Globalization, Rapid Growth and Mergers
• Co-Promotion
• Managing a World-Class System
• Implementation in the Field
• Highlighting the Value of the System
• Budgeting
• Using Speaker Programs to Build Doctor Relationships
• Maximizing Influence in the Marketplace
• Creating Long-Term Benefits
• Ensuring Doctor Delight
• Fostering Continuous Improvement
• Training Reps, Speakers and Coordinators
• Setting Goals and Measuring Impact
• Doctor Response Matrix
• Reimbursement
• Communication
• Logistics
• Relationship


List of Charts & Exhibits

Balancing Goals
Triad of Thought Leader Needs
Top 5 Lessons Learned
Top Lessons
Top Challenges
Implementation Steps
Speaker Program Administration System Process Map
Benchmark Partner Lesson Learned Matrix
Benchmark Partner Response Matrix
Align Speaker Program Efforts with Key Thought Leader Management Goals
Include Internal Teams in System Design
Prioritize and Address Doctor Complaints
Doctors Prefer to Receive One Check
Direct Deposit Does Not Interest Most Doctors
Leverage Check Delivery Methods to Match Doctor Interests and Company Needs
Doctors Prefer Per Diem Payment
No Venders Emerge as Dominant Players
Using the Internet to Drive Productivity
Translating Goals into Actions
Internal Co-Promotion
Types of Programs
Limit Field Force Distribution through System Rollout Planning
Information Submitted to Accounts Payable
Build Program "Brand" to Deepen Doctor Relationships
Capture Diverse Information
Align Program with Doctor Satisfaction Drivers
Doctors Prefer Internal Company Contracts
Prompt Expense Form Delivery is a Key to Doctor Satisfaction
Return-on-Investment Measures
Set, Measure and Manage Service Speed Quality
Doctor Response Matrix
Improvement Opportunities Inventory
Reimbursement Prioritization Matrix
Communication Prioritization Matrix
Logistics Prioritization Matrix
Relationship Prioritization Matrix