Best Programs and Best People

2017 Research

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. 

2016 Research

November 2016. Provides an in-depth review of managed care executives' program interests and manufacturer-sponsored offerings across 12 program types.

May 2016. Provides managed care customers' nominations of the best MSLs and the factors driving nominations.

April 2016. Benchmarks 40 leading pharmaceutical medical science liaison (MSL) teams based on managed care customer evaluations of MSL skills and overall quality.

Best Programs and Best People

Research Overview

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.