Principles of Joint Field Work for Pharma First-line Leaders in India

Principles of Joint Field Work for Pharma First-line Leaders

Vivek Hattangadi

FROM THE BOOK - PHARMA FIRST-LINE LEADER TO CEO: THE ROADMAP TO SUCCESS 1PRICIPLES OF JOINT FIELD WORK - VIVEK HATTANGADI

Contents

Importance of Joint Field Work Steps for Effective Joint Field Work Setting SMART Goals

FROM THE BOOK - PHARMA FIRST-LINE LEADER TO CEO: THE ROADMAP TO SUCCESS PRICIPLES OF JOINT FIELD WORK - VIVEK HATTANGADI 2

Importance of Joint Field Work


On-The-Job Training

Best way for first-line leader to train medical representatives is ‘On-the-Job’

He can assess their overall abilities Provide developmental opportunities Provide solutions relevant to market place


Key components of effective joint work – 1

Catch them doing right



Gauge the strength of the medical representative Build on his strengths



Provide necessary tools for skill development Develop tactics for making successful joint calls



Provide necessary guidance and counseling Ensure effective utilization of field-force

automation tools


Benefits to medical representative – 1

He gets support to develop his skills Gets a chance to ‘show-off’ his skills and earn

praise Gets an opportunity to learn from his first-line

leader


Benefits to medical representative – 2

Medical representatives are basically lonely people – now he has the company of someone who can train him

This is an opportunity to show his original ideas creativity in generating prescriptions or gathering market intelligence


Benefits to first-line leader – 1

Helps him develop empathy with the medical representative

Keeps him updated on the happenings in the market place

Shows customers that the medical representatives are being supported - and the company means business

Gets an opportunity to praise the medical representative and build relations



Helps the first-line leader to develop relations with the KOLs

Helps him to build relations with key retailers An opportunity for the first-line leaders to hone

his own skills



Enables him to assess levels of strategy execution

Gives the doctor / retailer someone to ‘shout at’


Benefits to the organization

Displays its interest to develop its most valuable assets – its human resources

Supportive first-line leaders increase commitment of medical representatives towards organization

Field-staff development is enhanced – less attrition if field visits are carried out effectively

Better productivity for the organization


Steps for effective joint field-work


Before each key doctor call…

Analyze the doctor-visit history Help the medical representative to plan and

prepare the call Ensure that the medical representative

understands and agrees to the call plan Mutually agree what role the medical rep

will play in the call and what role the first-line leader will play


During the call…

Watch and actively listen to the proceedings Avoid unplanned intervention Do not command the doctors view – let the

medical representative be the hero of the call


After the call… [1]

Analyze the medical representatives performance in the call

Follow a sequence –1. Praise the specific things done well 2. Do not point out the mistakes – ask the medical

representative himself 3. If he identifies weaknesses, agree to them4. Show how to correct weakness by practice or

demonstration


After the call… [2]

Set specific objectives for the next key call Make sure that these objectives are recorded

both by you and the medical representative Agree to specific time when improvements can

be checked


Set SMART Goals

S- Specific

M- Measurable

A- Attainable

R- Relevant and Realistic

T- TIme bound FROM THE BOOK - PHARMA FIRST-LINE LEADER TO CEO: THE ROADMAP TO SUCCESS PRICIPLES OF JOINT FIELD WORK - VIVEK HATTANGADI 20

3 Golden tips

Discuss three things without fail during fieldwork or business reviews

Where are we now?

Where do we want to go?

How do we go there? FROM THE BOOK - PHARMA FIRST-LINE LEADER TO CEO: THE ROADMAP TO SUCCESS PRICIPLES OF JOINT FIELD WORK - VIVEK HATTANGADI 21

Presentation is from the book…


Also for brand managers…



Vivek Hattangadi

[email protected]

www.theenablers.org

Principles of Joint Field Work for Pharma First-line Leaders in India

Leadership & Management

Transcript of Principles of Joint Field Work for Pharma First-line Leaders in India