Market Access & Value Strategy

Measuring the Effectiveness of Field Reimbursement Teams

Challenge

A large biotech company had invested significant resources in reimbursement support, including Field Reimbursement Managers (FRMs). The organization was frustrated by the lack of quantitative metrics to evaluate and assess the effectiveness of the FRMs and asked BCA to develop an approach to address this gap.

Solution:

BCA designed and developed a composite measure, the Reimbursement Confidence Index (RCI) to meet our client’s need. The core elements of the measure are as:

  • Bases on physician/practice perceptions of reimbursement and how these influence their choice/use of products
  • RCI was designed, tested, and validated via two customer research waves to first establish the baseline and second to assess change over time
  • The RCI is tracked over time (six-month intervals) for each sales territory and each therapeutic area
  • In addition to capturing the RCI score, the customer assessment provides insights that assist the FRMs in how to better approach and serve their customer tragets

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