Help sales reps develop strong, rewarding relationships through effective speaker program management. Impact doctor-rep relationships to build customer loyalty and drive market share. A carefully crafted speaker program administration can have an enormous impact upon building and developing physician relationships, which ultimately drives sales and market share. Indeed, many of the most highly respected pharmaceutical companies now use these programs as one of their primary channels to educate the medical community about disease states and new products. To deliver maximum value, these programs must be managed as integrated processes that successfully develop and expand relationships.
Table of Contents
• Project Background
• Project Methodology
• Key Project Findings
• Report Structure and Organization
• Next Steps
• Process Map
• Lessons Learned Matrix
• Benchmarking Response Matrix
• Selecting System Logistics
• Planning to Meet Business Needs
• From Proposal to Check
• Using Vendors to Improve Performance
• Driving System Evolution
• The Internet
• Globalization, Rapid Growth and Mergers
• Co-Promotion
• Managing a World-Class System
• Implementation in the Field
• Highlighting the Value of the System
• Budgeting
• Using Speaker Programs to Build Doctor Relationships
• Maximizing Influence in the Marketplace
• Creating Long-Term Benefits
• Ensuring Doctor Delight
• Fostering Continuous Improvement
• Training Reps, Speakers and Coordinators
• Setting Goals and Measuring Impact
• Doctor Response Matrix
• Reimbursement
• Communication
• Logistics
• Relationship
List of Charts & Exhibits
Balancing Goals
Triad of Thought Leader Needs
Top 5 Lessons Learned
Top Lessons
Top Challenges
Implementation Steps
Speaker Program Administration System Process Map
Benchmark Partner Lesson Learned Matrix
Benchmark Partner Response Matrix
Align Speaker Program Efforts with Key Thought Leader Management Goals
Include Internal Teams in System Design
Prioritize and Address Doctor Complaints
Doctors Prefer to Receive One Check
Direct Deposit Does Not Interest Most Doctors
Leverage Check Delivery Methods to Match Doctor Interests and Company Needs
Doctors Prefer Per Diem Payment
No Venders Emerge as Dominant Players
Using the Internet to Drive Productivity
Translating Goals into Actions
Internal Co-Promotion
Types of Programs
Limit Field Force Distribution through System Rollout Planning
Information Submitted to Accounts Payable
Build Program "Brand" to Deepen Doctor Relationships
Capture Diverse Information
Align Program with Doctor Satisfaction Drivers
Doctors Prefer Internal Company Contracts
Prompt Expense Form Delivery is a Key to Doctor Satisfaction
Return-on-Investment Measures
Set, Measure and Manage Service Speed Quality
Doctor Response Matrix
Improvement Opportunities Inventory
Reimbursement Prioritization Matrix
Communication Prioritization Matrix
Logistics Prioritization Matrix
Relationship Prioritization Matrix