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Developing Managed Care Pull-Through Excellence
Best Practices LLC, Oct 2009, Pages: 60
In today's pharmaceutical marketplace, companies not only have to fight to win product placement on Managed Care formularies but also to ''pull through'' the business and increase market share after a win. To benefit from formulary wins, savvy companies ensure that their sales forces and account management teams have the necessary skills and tools to pull-through demand for the favored products and increase sales.
This research investigates pull-through challenges and the best practices that companies have developed to overcome them. The research will enable pharmaceutical, bio-pharma and medical device company leadership to identify program gaps, uncover insights and discover successful best practices to share with their employees.
KEY TOPICS:
- Pull-through program types
- Targeted customer groups
- Program leadership
- Process excellence in pull-through
- Training
- Tools & templates used
- Education topics for healthcare providers
- Education topics for patients
- Education channels & media
- KOL management in pull-through
- Pull-through effectiveness metrics and measurement
- Resource levels for pull-through
- Top challenges
- Best practices
KEY METRICS:
- Usage of pull-through program types
- Impact of program types on pull-through effectiveness
- Customers targeted by pull-through programs
- Pull-through activities supported by tools & templates
- Tool/ template effectiveness
- Top 3 patient adherence/persistency programs
- Top 3 therapeutic intervention tactics
- Activity leadership
- Achievement of process excellence
- Top 3 topics for educating providers
- Top 3 topics for educating patients
- Effectiveness of channels.media for delivering customer education programs
- KOL interaction tactics
- Changes in resource levels in past two years
- Anticipated resource level changes for next two years
- Departmental locations of pull-through FTEs
- Metrics used to measure pull-through effectiveness
- Best indicators of program effectiveness
- Top 3 pull-through challenges
- Top 3 best practices
METHODOLOGY
The research involved an online survey of 33 Managed Care and Sales leaders at 24 leading pharmaceutical, biotechnology and medical device companies. In addition, Best Practices, LLC, analysts conducted in-depth interviews with respondents from five participating companies to collect executive insights and harvest best practices on achieving pull-through.
Industries Profiled:
- Pharmaceutical
- Biotech
- Consumer Products
- Diagnostic
- Health Care
- Manufacturing
- Research
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