Large Multispecialty Medical Groups: Manufacturer Competitive Positioning and Partnership Opportunities

Large Multispecialty Medical Groups: Manufacturer Competitive Positioning and Partnership Opportunities

Highlights of the report:
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Account engagement with large multispecialty groups is becoming increasingly important to maintain market access as accountability for health care costs and quality shifts towards providers. HIRC's report, Large Multispecialty Medical Groups: Manufacturer Competitive Positioning and Partnership Opportunities, reviews medical group decision-makers' ratings of manufacturer engagement and identifies opportunities for partnership. The report addresses the following questions:

  • Which manufacturers are most often nominated as medical groups' overall "Partner of Choice"? Which factors drive partner of choice nominations?
  • How do manufacturers benchmark in medical groups' evaluation of account manager quality and value-added programs and resources?
  • How do manufacturers benchmark across four key account manager competencies?
  • Which programs and resources do group decision-makers value most that account teams can leverage to enhance engagement?

Key Finding: Pharmaceutical manufacturers can increase engagement with large medical group accounts by enhancing understanding of groups' needs and challenges and responding with meaningful collaborative solutions.

Novartis, Lilly, and Boehringer Ingelheim Rate Highest Overall with Large Medical Group Key Decision-Makers. Physician medical group executives were asked to consider and rate a listing of very large, large, and mid-sized pharmaceutical firms based on their: (1) Presence, (2) Quality of the firm's account manager, (3) Quality of the firm's program and resource offerings, and (4) Access of the firm's customer-facing personnel to the group's key decision-makers. Novartis earns the highest combined ratings from medical group decision-makers, followed by Lilly and Boehringer Ingelheim.

The full report includes ratings for the complete listing of 40+ pharmaceutical manufacturers.

Evaluation of Account Manager Competencies Reveal Opportunities for Meaningful Engagement. HIRC also examined manufacturer performance across four key account manager competencies. Analyses reveal higher average account manager competency scores in Understanding Health Care Market Dynamics/Trends (55/100) and Credibility (46/100). However, data suggest an opportunity for account managers to better engage groups by enhancing knowledge of their objectives and challenges and working to find meaningful collaborative opportunities and solutions.

In addition to account support personnel benchmarks, the full report examines medical group perceptions of manufacturer-sponsored programs and resources, and customer program needs and interests.

Research Methodology and Report Availability. In August-September, HIRC surveyed 38 large multispecialty medical group key decision-makers. Online surveys were used to gather information. The full report, Large Multispecialty Medical Groups: Manufacturer Competitive Positioning and Partnership Opportunities, is part of the Organized Providers Service, and is now available to subscribers at www.hirc.com.

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