Leveraging Decision Makers to Identify Performance Gaps

• The Challenge

  A top-ten pharmaceutical company identified a need to gain payer feedback in order to measure the performance of their account management team. The feedback focused on how well the account management team delivered effective brand messaging, fulfilled customer objectives, and built strong partnerships using a number of quantitative metrics. A secondary focus was on the understanding payer needs for new product initiatives.

• The Focus

  Employing Pinsonault Associates’ proprietary database and leveraging business relationships with key payer customers, the Pinsonault team recruited and interviewed a sample of payer personnel. The target respondents, from national/large regional payer organizations, provided critical information requested by the client.

• The Outcome

  The feedback confirmed the validity of the client’s strategies and tactics and also provided insights that led to refinement of their initiatives. Additional studies were commissioned to build a larger sample to provide greater power to the results.