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:

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Challenge

Large pharma organization desired a radical shift to customer-driven models utilizing the following criteria:

• Reducing traditional sales representative headcount by 50%,
• Deploying new account management resources against key influencers including payers, providers, employers, academia, ...

Challenge:

The client, a large U.S.-based pharmaceutical company had the leading product in a mature market. There were six products in category, including a new low-price entry. The key issue the organization faced was the lack of clinical differentiation among products which had resulted in ancillary product features being the primary m...

Background:

A U.S. Biotech organization had fielded a customer-facing team of Community Liaisons (~30) to augment the sales efforts for their HIV franchises within targeted markets. The Community Liaisons (CLs) responsibilities include the following:

• Focus on the timely delivery of clinical information on the treatment of HIV...