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<p>[QUOTE="anonymous, post: 5500551"]Since you're calling on managed care and seem to be a field rep (or an account manager) for a small company, I doubt this advice is relevant, but you need to find an MSL or health outcomes specialist who knows outcomes data, understands your market, and can help you craft a value proposition that goes beyond efficacy and safety. If you do not have access to these people, then you need to understand how payers think, how they assess risk, and whether the cost of your product (including rebates) is competitive with competitors. If your competitors are generic, you'll have a tough road. Also customize your sell to a specific benefit plan or plans, as "managed care" really is one big fluffy nondescript term that doesn't mean anything. You're calling on an insurance company that has a range of plans, some with low deductibles, some with high deductibles, all targeting different market segments. Pharmacy coverage differs within plans. Pick a few, sell the overall value, and pray. You likely will only get one or two shots with the key decision makers, so figure out ways to be nice to people around them so that they take your phone calls. Eventually, they'll stop if you have nothing to say.[/QUOTE]</p><p><br /></p>
[QUOTE="anonymous, post: 5500551"]Since you're calling on managed care and seem to be a field rep (or an account manager) for a small company, I doubt this advice is relevant, but you need to find an MSL or health outcomes specialist who knows outcomes data, understands your market, and can help you craft a value proposition that goes beyond efficacy and safety. If you do not have access to these people, then you need to understand how payers think, how they assess risk, and whether the cost of your product (including rebates) is competitive with competitors. If your competitors are generic, you'll have a tough road. Also customize your sell to a specific benefit plan or plans, as "managed care" really is one big fluffy nondescript term that doesn't mean anything. You're calling on an insurance company that has a range of plans, some with low deductibles, some with high deductibles, all targeting different market segments. Pharmacy coverage differs within plans. Pick a few, sell the overall value, and pray. You likely will only get one or two shots with the key decision makers, so figure out ways to be nice to people around them so that they take your phone calls. Eventually, they'll stop if you have nothing to say.[/QUOTE]
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Cafepharma Message Boards | Pharma Sales, Device Sales, Lab Sales
Home
Forums
>
Managed Care Specialists
>
Managed Care Specialists - General Discussion
>
Cold calling in Managed Care
>
Cafepharma Message Boards | Pharma Sales, Device Sales, Lab Sales
Home
Forums
>
Managed Care Specialists
>
Managed Care Specialists - General Discussion
>
Cold calling in Managed Care
>