Healthcare complexity is changing the future of field teams and reshaping the very nature of those teams.
Think about the environment our teams are working in today:
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- Access to physicians - all time low
- Scientific and patient selection complexity - all time high
- Ability of a physician to drive treatment choice - all time low
- System hurdles and requirements for those doctors - all time high
- Speed to reimbursement - all time low
- Patient expectations - all time high
It’s not too much to say that practices and physicians need our support more than they ever have. Support to sort through the complexities of both coverage and systems. To create great experiences for patients and their support networks. To advocate for them with critical stakeholders in healthcare systems and payer organizations.
Those customers need new support from the field force, too. Their organizations are changing rapidly to adopt different metrics, work in unfamiliar ways and onboard or upskill entirely new data-driven decision-makers. In those systems, field partners play critical roles in medical education, system connectivity and fueling a feedback loop from their customer base.
Our industry is overwhelmed with data. The latest numbers on market sizing, comparative access and field team effectiveness are just a Google search away. It’s all part of a spinning galaxy of data that’s increasing the pressure on time and resources that nearly every life science commercial leader is feeling. And, yet—armed with every imaginable number—too many of those healthcare leaders are still struggling with gaining strategic traction.
The possibilities for action and investment are great, but the clarity around how to move forward is not.
What our teams need more of isn’t graphs and numbers. It’s decision-driving insights.
So, we built this report differently. We engaged more than a hundred experts who work on the frontlines of healthcare commercialization to capture the evidence and experience they’re gathering on the development of bold, industry-changing healthcare stakeholder engagement.
These experts are steeped in the data. They have to be. It’s the expectation in today’s marketplace of innovation and ideas. But in this report, they take us beyond the numbers to major shifts in expectations, new possibilities for field teams, and a model for change our industry is on the cusp of embracing.
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