Pharmaceutical Thought Leader Development: Setting the Stage for Blockbuster Success

Apr 19, 2001, 01:00 ET from Best Practices, LLC

    CHAPEL HILL, N.C., April 19 /PRNewswire/ -- As the world's top
 pharmaceutical organizations fight to gain an edge over the competition, savvy
 marketers build long-term relationships with thought leaders to ensure future
 industry dominance, according to a study from pharmaceutical benchmarking
 leader Best Practices, LLC.  Managers who fail to adequately cultivate and
 sustain thought leader relationships lose market share to competitive products
 that have already earned key physician advocacy.
     "Thought Leader Relationships:  Building the Business," available online
 at www.BenchmarkingReports.com, reveals how companies maximize interactions
 with important thought leaders.  For example, one company built timely
 activity changes into its physician interaction structure.  Field-based
 medical specialists shift activities from providing information and
 "handholding" to gathering valuable feedback as the company/physician
 relationship progresses.  By formally recognizing how the relationship
 changes, the company has been better able to meet the changing needs of the
 thought leaders.
     The leading practices, managerial insights and benchmark metrics in
 "Thought Leader Relationships:  Building the Business" are drawn from
 comprehensive interviews and benchmarking surveys with executives from eight
 of the largest pharmaceutical sales organizations in the world.
 
     The report details other key findings:
 
     * Align field-based medical activities with customer value drivers to
       fully leverage market opportunities.
     * Build a strong support infrastructure to maximize the time that field-
       based medical specialists dedicate to value-added interactions with key
       physicians.
     * Establish a distinct recruitment process to hire candidates who balance
       scientific with business experience.
 
     "Thought leaders are portals to the medical community," said BPLLC project
 manager David Wang.  "By developing a positive relationship with a single
 thought leader, a field-based medical rep can shape the prescription habits of
 thousands of physicians."
     "Thought Leader Relationships:  Building the Business" is available for
 purchase at http://www.BenchmarkingReports.com/pr/sm129.htm.  For more
 information about this report or other pharmaceutical industry benchmarking
 studies, contact Alison Maguire at (919) 403-0251 extension 250 or
 amaguire@best-in-class.com.
 
     ABOUT BEST PRACTICES, LLC
     Best Practices, LLC conducts work based on the principle that
 organizations can chart a course to superior economic performance by studying
 top companies' best business practices, operating tactics, and winning
 strategies.  For more information about Best Practices, LLC, call 919-403-0251
 or visit the corporate website at http://www.best-in-class.com/
 
 

SOURCE Best Practices, LLC
    CHAPEL HILL, N.C., April 19 /PRNewswire/ -- As the world's top
 pharmaceutical organizations fight to gain an edge over the competition, savvy
 marketers build long-term relationships with thought leaders to ensure future
 industry dominance, according to a study from pharmaceutical benchmarking
 leader Best Practices, LLC.  Managers who fail to adequately cultivate and
 sustain thought leader relationships lose market share to competitive products
 that have already earned key physician advocacy.
     "Thought Leader Relationships:  Building the Business," available online
 at www.BenchmarkingReports.com, reveals how companies maximize interactions
 with important thought leaders.  For example, one company built timely
 activity changes into its physician interaction structure.  Field-based
 medical specialists shift activities from providing information and
 "handholding" to gathering valuable feedback as the company/physician
 relationship progresses.  By formally recognizing how the relationship
 changes, the company has been better able to meet the changing needs of the
 thought leaders.
     The leading practices, managerial insights and benchmark metrics in
 "Thought Leader Relationships:  Building the Business" are drawn from
 comprehensive interviews and benchmarking surveys with executives from eight
 of the largest pharmaceutical sales organizations in the world.
 
     The report details other key findings:
 
     * Align field-based medical activities with customer value drivers to
       fully leverage market opportunities.
     * Build a strong support infrastructure to maximize the time that field-
       based medical specialists dedicate to value-added interactions with key
       physicians.
     * Establish a distinct recruitment process to hire candidates who balance
       scientific with business experience.
 
     "Thought leaders are portals to the medical community," said BPLLC project
 manager David Wang.  "By developing a positive relationship with a single
 thought leader, a field-based medical rep can shape the prescription habits of
 thousands of physicians."
     "Thought Leader Relationships:  Building the Business" is available for
 purchase at http://www.BenchmarkingReports.com/pr/sm129.htm.  For more
 information about this report or other pharmaceutical industry benchmarking
 studies, contact Alison Maguire at (919) 403-0251 extension 250 or
 amaguire@best-in-class.com.
 
     ABOUT BEST PRACTICES, LLC
     Best Practices, LLC conducts work based on the principle that
 organizations can chart a course to superior economic performance by studying
 top companies' best business practices, operating tactics, and winning
 strategies.  For more information about Best Practices, LLC, call 919-403-0251
 or visit the corporate website at http://www.best-in-class.com/
 
 SOURCE  Best Practices, LLC