PharmAudit™

Challenges

While most companies are aware that there is room for performance improvement across their sales and marketing organisation, the challenge is identifying, quantifying and prioritising actions to address these levers for improvement.

Features

PharmAudit™ identifies, prioritises and makes recommendations around performance improvement potential areas including the following;

Strategy

• Brand/ portfolio strategy including frequency & coverage strategy, verbal communication strategy, value added service strategy, sample strategy, meetings and channel strategies
• Customer portfolio strategy including review of customer centric strategy, customer portfolio approach
• Profiling & segmentation strategy including rationale, adherence to quotas, Rxing range, distribution, completion, and accuracy
• Resource Allocation including analysis of promotional resourcing vs revenue (absolute and incremental), breakeven analysis (to determine segment cut-offs) and ROI analysis per segment

Execution

• Strategy Implementation and Performance Management
• Targeting implementation including analysis of call/ brand detail allocation (versus strategy and by segment)
• Sales results (absolute & incremental)
• Performance Metrics
• Reporting processes & elements
• Diagnostics approach

Territory Size & Structure

• Resourcing versus current and future potential revenue
• Serviceability vs strategy

Processes & Systems

• Review internal business processes and systems (ETMS)
• Review data quality and integrity within the sales and marketing area

Identify, prioritise and make recommendations around performance improvement potential

• On completion of detailed face to face interviews with key personnel and the detailed analysis of the sales and marketing data outlined above, we will present the results of the PharmAudit™ to senior executives by way of a formal presentation and written document.
• This will include quantifiable results and prioritised recommendations on how best to address areas of performance improvement moving forward.

Benefits

• PharmAudit™ identifies and quantifies areas of performance improvement potential across sales and marketing functions for your core brands, sales teams and customers
• By quantifying the financial upside for each identified performance lever, you are in the strongest position to determine if and when you want to address each opportunity
• Our extensive international pharmaceutical sales and marketing experience enables us to bring additional perspectives to the recommendations we make on the back of a PharmAudit™
• A formal presentation of the results and recommendations to the senior management team is provided as part of every PharmAudit™
• PharmAudit™ results and recommendations are presented in report format that can be actioned within your organisation
• PharmAudit™ results and recommendations can be presented within 6 weeks of receipt of data
• A PharmAudit™ can be undertaken for one or more brands across primary care, secondary care, retail pharmacy or other customer groups and their sales teams

Next Steps

If you are looking to launch a new brand, resize, restructure, reallocate resource across your product portfolio or simply gain greater understanding of the performance levers and gaps across your current sales and marketing functions and brands, a PharmAudit™ will help you identify, quantify and prioritise the next steps to improving performance.

Please contact us to find out how we can quickly and cost effectively help you.