Field force is the most significant resource deployed by pharmaceutical companies in order to drive the uptake of their assets. Field force competitive intelligence enables companies to utilize insights from peers and competitors in order to emulate or exceed them. Some of the key questions to ask are:
What is the structure of the competitor/analogue team in different geographies?
What is the headcount/size of the team?
What are the roles of the members of the team?
Who do they report into?
Who do the members of the team targets?
How many KAMs, market access, MSLs, sales reps etc. are in the team?
What is the messaging/positioning employed by the sales reps?
How many visits they make?
Some of the applications of pharmaceutical field force competitive intelligence are summarised below:
Performance improvement and understanding the practices and praxis of the best player in the industry
Understanding peers’ field force strategy, and refining one’s own strategy
Assessment of human resources requirements for launch of new products
Assessment of investment requirements to establish/augment field force capabilities
Elimination of any uncertainty associated with the estimation of resource requirements for commercialisation
Optimisation of go-to-market strategy for launch and commercialisation
About BiopharmaVantage
BiopharmaVantage is a consulting firm that specialises in providing premium quality pharmaceutical competitive intelligence services. If you would like to discuss how we can assist you, then please contact us.
Julie Kalash
Senior Advisor, BiopharmaVantage, Oxford, UK
Competitive Intelligence: Monitoring Programs | Sales Field Force Intelligence | Deep-dive Projects | Ad hoc CI projects | Conference Coverage