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Competitive Benchmarking of Key Opinion Leader Relationship Management
by Leading Pharmaceutical and Biotech Companies in the United States |
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This
innovative
study examines how
leading pharmaceutical and biotech companies manage their key
opinion leader (KOL) relationships. The study includes the
following:
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Description of how various internal constituencies
(sales reps, medical liaisons, clinical research associates, etc.)
interact with KOLs |
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Typical perks offered to KOLS
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Research fees |
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Access to company data/resources
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Other |
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Trends in the relationship model, including impact
of PhRMA guidelines and use of personnel beyond medical liaisons
to interact with these individuals |
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CRM software systems used with KOLs
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Key metrics utilized to evaluate KOL effectiveness
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Use of social influencing mapping to guide KOL
tactical planning |
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Honoraria levels for KOLs
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This one-of-a-kind report captures the
responses of over 100 practicing oncologists in the United States – as
they are asked to rate the effectiveness of leading oncology sales
forces in regard to the following attributes:
| Product knowledge |
| Disease-state knowledge |
| Competitor product knowledge |
| Sampling frequency |
| Responsiveness to the needs of the
doctor’s practice |
| Call frequency |
| Trustworthiness |
| And other pertinent areas… |
We not only capture the revealing survey
results, but PharmaForce digs deeper by conducting targeted interviews
with members of the “best” and “worst” performing sales forces to
uncover the reasons for their rankings.
This program analyzes in detail the marketing expenditures of leading
oncology franchises in the top five countries in Europe (i.e., France,
Germany, Italy, Spain and the United Kingdom). The key expenditures
benchmarked include:
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Major conventions |
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Representative-initiated physician education programs
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Clinical trials for approved products |
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Advocacy/cooperative group grants
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CME programs |
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Journal advertisements |
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Printed sales materials |
Analysis of the sales and marketing organizations includes:
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Size and structure of the oncology sales force
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How the oncology product portfolio is managed
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Organizational structure of oncology sales and
marketing management |
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Deployment of other oncology-related field personnel,
such as medical liaisons |
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Role of oncology medical liaisons
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Qualifications and compensation of oncology sales
personnel, including typical salary/bonus ratios
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* Save 5% -- Mention "PharmCast.com" when
purchase.
To receive more information about the study,
please click on the
following "Request for Info" link.
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