Case Study: Pharma Sales Rep and Physician Relationship Management

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Case Study - Pharma Sales Rep and Physician Relationship Management

Increase sales representative performance and productivity by building collaborative physician relationships

Physicians want more from pharmaceutical sales representatives than just a quick sales pitch and drop-off of samples. They want a collaborative relationship with sales reps as trusted partners to gain access to relevant information and tools that will help their practice. As this case study shows, developing a collaborative approach can result in increased access to physicians and increased sales rep productivity.

Product Name Collaborate2Grow^TM Physician Relationship Management Tools

Company BDStrategics, Inc.

Client A major global Fortune 500 US based Pharmaceutical company, recognized leader in the Long Term Care segment

Client Need Client required a comprehensive evaluation of sales performance, productivity and help for business managers and sales representatives to access and build collaborative relationships with key decision-makers (physicians and pharmacists) to achieve their strategic goal of "becoming and retaining No.1 position in the Long Term Care segment leadership."

Solution
(Product Description) BDStrategics conducted an assessment of internal/external processes that supported the implementation of recommendations for client specific sales performance and productivity goals.
BDStrategics utilized selected BDS Assessment Tools for collecting information about the client organization to identify its key strengths to develop value-driven, strategic partnerships with key customers. Interviews were conducted with the client's sales and marketing management teams, sales representatives and key customers. BDS Assessment Tools bring the "Voice of the Customer" to the assessment process - an effective approach that provided multi-dimensional insights into the collaborative business intelligence and relationship building skills of sale representatives.
Based on the assessment results, BDStrategics created a customer-focused profile of the current sales and marketing process and how effectively it was operating. From this profile a collaborative partnership implementation blueprint was built to guide the rollout process to ensure that it succeeded and produced the desired result of collaborative partnerships.
BDStrategics helped the client implement a Collaborative Action Plan (CAP) for the sales representatives who employed strategic business intelligence competencies to build stronger and more profitable customer relationships.

Results The client was able to demonstrate its ability to collaborate with its key customers as well as support them with key knowledge for competitive differentiation. As a result, the client achieved No.1 ranking and was selected as the leader in the Long Term Care sector.

Comments "BDStrategics has proven that its assessment process and implementation of its Collaborative Action Plan process can help Pharmaceutical clients gain better access to key decision makers, establish collaborative partnerships, and increase the performance and productivity of its sales representatives."

-- Mick Majid, Senior Partner, BDStrategics Inc.