Reward Their Attention
Are your customer engagements successful?
Appreciate their attention and reward it with something worthwhile.
A recent study published in JMCP articulated some pain points among specialty pharmacists who meet with pharmaceutical field representatives:
- Pharmacy team members reported attending presentations that were not relevant to the patient population they served. This is usually because the individual on the pharmacy leadership team sending out invites may not have been familiar with each pharmacy team member’s specific area of practice.
- Meetings were oftentimes not clinically focused. For example, pharmacists report requests for meetings strictly for introduction to new or additional field reps. This trend could have been due to poor planning on behalf of the reps in which introductions did not align with presentations of new clinical data, new guidelines, or tools or resources that would be applicable to pharmacists’ practice or workflow.
- Specialty pharmacists generally perceive limited value of PIE presentations where the therapeutic area doesn’t relate to their area of practice and where the price points are nebulous (price point is an important clue to whether the drugs will be managed as specialty drugs).
