October 2017. Provides an in-depth review of managed care executives' program interests and manufacturer-sponsored offerings across 12 program types.
May 2017. Provides managed care customers' nominations of the best MSLs and the factors driving nominations.
April 2017. Benchmarks 41 leading pharmaceutical medical science liaison (MSL) teams based on managed care customer evaluations of MSL skills and overall quality.
March 2017. Provides nominations of the best in class account managers across key decision makers, reveals critical factors defining best the best in class, and future expectations of account managers.
February 2017: Benchmarks 40+ leading pharmaceutical account management teams based on managed care customer evaluations of account manager skills and overall quality. Assesses manufacturer performance across ten key core and consultative account manager skills.
As the managed care environment becomes increasingly complex, an understanding of how customer needs are evolving is critical to ensure that programs continue to deliver value. HIRC's report, Managed...
Medical science liaisons (MSLs) represent an essential link between pharmaceutical manufacturers and customers by objectively communicating complex scientific information to demonstrate product value...
HIRC's Medical Science Liaison Performance report benchmarks 41 leading pharmaceutical medical science liaison (MSL) teams based on managed care customer evaluations of MSL skills and overall quality...
Account managers play an important role in facilitating pharmaceutical firms' relationships with key accounts. It is critical that account managers continue to meet customer needs and expectations in...
HIRC's Account Manager Performance report benchmarks 40 leading pharmaceutical account management teams based on managed care customer evaluations of account manager skills and overall quality. The...
Best Programs and Best People
It is critical that pharmaceutical firms maintain strategic partnerships with key accounts in an evolving and increasingly complex managed care environment. HIRC's Best Programs and Best People Service offers insights specific to the development of successful value-added programs, and training of account managers and medical science liaisons (MSLs).
The service examines the attributes of the best manufacturer programs and the skill sets that characterize the top tier account managers and MSLs through the use of triangulated research design, combining detailed survey data and in-depth interviews with managed care panelists.
For more information or to subscribe, contact Lisa Nanfra via email or at (408) 884-8560
Comprehensive Approach to Account Access
Insights from commercial pharmacy and medical directors and PBM executives are gathered to assess current performance of account manager and MSL teams, the critical skills that characterize the best-in-class, and manufacturer-sponsored program offerings and customer needs.
- Account Manager Performance
- Medical Science Liaison Performance
- Critical Skills and Attributes
- Customer Support Programs
Bringing Value to Subscribers
HIRC's data enable subscribers to develop valuable programs, track account management and MSL performance, and understand decision-makers' expectations of account personnel as the health care market evolves.
Through detailed analyses, key implications, and strategic recommendations from experienced HIRC researchers, subscribers to the Best Programs and Best People Service are able to benchmark performance relative to other pharmaceutical firms serving managed care accounts and develop training programs to maximize sales team and program effectiveness.