Clinical Support Activities Targeted To Local Thought Leaders And HVPs
Challenge
A top ten pharmaceutical client marketing a mature product within the area of cardiology needed to provide its key physicians with a hands-on peer-to-peer scientifically-adept resource to discuss their concerns surrounding perceived safety issues and engage in more in-depth clinical discussions. The client was concerned that perceived safety issues, if not appropriately discussed and supported through clinically-based evidence, could impact continued product uptake and utilization. Additionally, the client did not have internal head-count and as such, opted to secure resources via an outsourced CMO provider.
Solution
The client outsourced a team of 30 Clinical Specialists, all of whom were healthcare professionals, to engage with these HVPs and local thought leaders to address their concerns and provide fair-balanced data-rich discussions that were beyond the ability of their existing sales representatives.
Outcome
Product utilization was maintained, and in fact, increased in some local markets. The Clinical Specialist program was so successful that the client decided to internalize the entire team after a two-year period.