As account managers face increasing barriers to access with managed care customers, HIRC research provides competitive benchmarking information and examines critical skills needed to build and maintain client relationships.
Santa Cruz, CA (PRWEB) May 13, 2010
Health Industries Research Companies (HIRC) Best Programs & Best People Service is an ongoing market research project that provides strategic and tactical information to assist pharmaceutical manufacturers in assessing value-added programs and account management strategies.
Best Manufacturer-supported Programs:
Managed care panelists most frequently nominate manufacturer-supported disease management, trend reports, patient education, appropriate drug utilization, and patient compliance as the best manufacturer-supported programs. HIRC’s Director of Best Programs & Best People research, Ms. Dee Dee Frye, notes that the “frequency of disease management and patient education mentions appear to be on the decline, while nominations for appropriate drug utilization and product performance guarantees are steadily increasing.”
The Program Profiles chapter of HIRC’s Best Programs Best People Service provides extensive profiles of 18 program areas. Each profile includes analyses of customer and manufacturer benefit, descriptions of the services provided, panelists’ interest, criteria for successful programs, and activities of the “best” manufacturers providing support in the program area.
Best Account Managers:
“As account managers face increasing barriers to access with managed care customers, HIRC research provides competitive benchmarking information and examines critical skills needed to build and maintain client relationships,” explains Dee Dee Frye. In spring 2010 HIRC queried leading managed care decision-makers to find out which pharmaceutical account executives are best meeting the needs of their managed care clients. GlaxoSmithKline more than doubled the number of best account manager nominations it received from HIRC panelists in 2010 compared to 2009, and currently secures for 10% of all nominations. The leading manufacturers in each category are noted below:
Best Large Manufacturers: GlaxoSmithKline, AstraZeneca, and Merck
Best Medium Manufacturers: Novo Nordisk, Forest, and Boehringer Ingleheim
Best Small Manufacturers: Amylin, Allergan, and Gilead
The Account Manager Performance chapter of HIRC’s Best Programs Best People Service provides insight into how these account managers differentiate themselves from their peers and overall attributes of successful account managers.
Research Methodology & Report Availability:
In January and February 2010, HIRC asked 124 HMO pharmacy and medical director, Medicare PDP executive, and pharmacy benefit manager panelists to assess their current experience with, and future interest in, pharmaceutical company-supported programs. Additionally panelists were asked to nominate the best account manager that called on them from a large, medium, and small manufacturer. In-depth follow-up interviews were conducted with 57 panelists.
The current reports on best manufacturer-supported programs (Chapter IV) and best pharmaceutical account managers (Chapter VI) are now available to pharmaceutical firm subscribers at hirc.com.
HEALTH INDUSTRIES RESEARCH COMPANIES (HIRC) is an independent, nonpartisan organization that conducts strategic market research on trends in health care, pharmaceutical, and managed care businesses. HIRC’s benchmark studies focus on the marketing needs of pharmaceutical companies by providing research critical to the development of successful customer-focused marketing strategies.