A Sense of Purpose: The Role of the Field Force During COVID-19

Posted by Chris Morgan on Wed, Mar 25, 2020

Namita Powers, Tania Lennon and Saby Mitra co-wrote this blog post with Chris Morgan.

The most pressing challenge for our society is the impact that the COVID-19 pandemic is having on the global population and economy. Protecting the health of the population is the chief priority, and then stabilizing the economy is the next most urgent priority. However, as pharmaceutical companies navigate this challenging landscape, we find that leadership also is grappling with how to keep field teams engaged and productive during this uncertain time. With travel restrictions, bans on community gathering, work-from-home guidance and understandable restrictions on access to healthcare settings, leaders from across the pharma industry are asking some key questions:


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COVID-19 and Pharma’s In-Person Sales Model

Posted by Pratap Khedkar on Mon, Mar 16, 2020

Daniel Brox co-authored this post with Pratap Khedkar.

Access COVID-19 resources

As the world continues to monitor the spread of COVID-19, industries of all kinds have little choice but to change on the spot: Educational institutions are quickly transitioning their lessons online and dine-in restaurants are joining the delivery service industry. As measures like lockdowns and social distancing continue to be enforced amid the public health crisis, pharma needs to figure out what that means for the traditional rep-centric model. Putting a stop to in-person physician promotions would reduce traffic across sites of care (for locations that haven’t already restricted access), thereby lowering the spread of disease to healthcare workers, patients and the reps themselves. It’s the responsible thing to do but enforcing a work-from-home mandate—even temporarily—will be challenging. Big disruptions like these are sure to affect everyday business, but they also hold opportunities to rethink existing approaches and try out new ideas.


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Are Doctors Really Writing Prescriptions for a Free Meal?

Posted by Bill Coyle on Fri, Jul 08, 2016

A recent study in the Journal of the American Medical Association, entitled “Pharmaceutical Industry-Sponsored Meals and Physician Prescribing Patterns for Medicare Beneficiaries,” has received a ton of media attention lately, from the The Wall Street Journal to Bloomberg to NPR. But despite the hype, the study uses questionable methodology and draws biased conclusions.


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