Ever since it was introduced three decades ago, academic detailing—which now increasingly uses pharma’s sales techniques to educate physicians—has posed a difficult issue for the industry. Governed by a different set of rules, academic detailing is changing the way pharma approaches sales.
While the FDA has in recent years clamped down on what pharma can say about their drugs and introduced stringent new transparency rules, the same laws do not apply to academic detailers. And as the use of academic detailing increases in the US, where the Agency for Healthcare Research and Quality (AHRQ) has poured almost million into the practice, there are increasing concerns over the underlying motivation for its use, in light of tighter public drug budgets.
In Academic Detailing: Pharma Fights Back, FirstWord Dossier examines the use of academic detailing to educate physicians and asks what impact the practice is having on the pharmaceutical industry. The report questions not only the different rules for the industry and academic detailers, but under what conditions the approach works best and how pharma can fashion its response depending on whether the messages are favourable or not. Based on expert interviews, the report also reveals new marketing approaches such as changing compensation structures for sales staff and the increasing use of MSL teams. Incorporating four cases studies, the dossier offers insight into how pharma can stay abreast of what prescribers are hearing—and how it can be managed.
Key Report Features
Key Questions Asked
Who Would Benefit From This Report?
“Academic detailing is not just a ‘say no to drugs’ programme. It begins with the assumption that prescribing is one of the most useful and challenging things we doctors do, and we crave accessible, unbiased data about the drugs we prescribe.” – Dr Jerry Avorn of Harvard Medical School
“Academic detailers are looking to provide evidence-based information to the people they’re seeing. The reality is that we’re all striving for the same goal, which is to ensure that the patient at the end of the day receives appropriate care.” – Mark Ferdinand, vice-president, Canada's Research-Based Pharmaceutical Companies
“I think the trick is to know (a) that academic detailing is happening, and (b) how to have that implying any affiliations. Just to be aware makes you a better partner for your customer, better able to understand their perspective and meet their needs.” – Dr Angela Bakker Lee, managing principal, ZS Associates
Table of Contents
for Academic Detailing: Pharma Fights Back [Published by FirstWord Pharma]
1. Executive Summary
2.The concept of academic detailing
2.1. Pharma’s selling strengths
2.2. Learning from pharma
2.3. Defining the technique
2.4. Recalcitrance to change
3.Learning from the academics 1
3.1.The practice of academic detailing
3.2. Federal government
3.3. Does academic detailing work?
3.4. Pharma’s concerns
3.5. OK for now
3.6. AHRQ’s approach
3.7. Cause for worry
3.8. Different rules for different detailers
4.Learning from the academics 2
5.Levelling the playing field
5.1. Fighting back: the regulatory route
5.2. Fighting back: the litigation route
6.Learning from the academics 3
7.New marketing approaches
7.1. Changing compensation structure
7.2. Medical science liaison teams
7.3. Segmenting the sales effort
7.4. Aiding the patient dialogue
7.5. Segmentation of sales force?
7.6. Piggybacking the useful message
8.Learning from the academics 4
Number of Pages
This report is published by FirstWord Pharma
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