The Prescribing Data Restriction Program:Critical Assessment and Best Practices

Table of Contents

• Objective and Methodology
• Methodology
• Abbreviations
• Key takeaways

1 Executive Summary

• 1.1 Mixed responses towards compliance
• 1.2 PDRP impacts all pharma companies
• 1.3 Critical success factor
• 1.4 Best practice of pharma companies' PDRP compliance strategies - mix of standard operating practices and technology

2 Introduction

• 2.1 PDRP definition from AMA
• 2.2 About the PDRP and need to adopt best practices
• 2.3 Very low awareness of the PDRP
• 2.4 Impact of Sales Rep's and DM's lack of access to Rx data
• 2.5 Finding the right balance in implementing PDRP compliance strategies
• 2.6 There are currently no recommended best practices for PDRP compliance
• 2.7 Legislators observing PDRP compliance closely
• 2.8 Compelling reasons for pharma companies to comply with the PDRP
• 2.8.1 Avoiding negative publicity is key motive for PDRP compliance
• 2.8.2 Loss of Rx data

3 Impact of the PDRP on pharma companies

• 3.1 Pharma companies underestimate the impact of the PDRP
• 3.2 All pharma companies will be impacted by the PDRP
• 3.3 PDRP can increase sales and marketing costs by 20%
• 3.4 Risk of ineffectiveness in the sales force in absence of Rx data - highest loss component
• 3.5 Impact of the PDRP on competitive edge

4 Critical success factors for complying with the PDRP

• 4.1 Use and blocking of Rx data
• 4.2 The issue of reverse engineering
• 4.3 Changes in technology and systems are a must to comply with the PDRP
• 4.4 Technology solution
• 4.5 Existing SFE strategies
• 4.6 Time and cost of implementation
• 4.7 Balancing PDRP compliance and the need for a competitive edge
• 4.8 Defense strategy
• 4.9 Issues and challenges

5 Best practices towards PDRP compliance

• 5.1 Best standard operating practices by pharma companies
  • 5.1.1 SFE planning and execution
  • 5.1.2 SFE planning department - senior managers not interacting with physicians
  • 5.1.3 SFE planning department to perform targeting and segmentation
  • 5.1.4 SFE execution department - Sales Rep and DM
  • 5.1.5 Benefits of the above model
• 5.2 Incentive structure
  • 5.2.1 Option 1
  • 5.2.2 Option 2
  • 5.2.3 Option 3
• 5.3 Pull-through strategies
• 5.4 Important parameters to determine the top prescribing physicians within the influential plans
  • 5.4.1 A few more SOPs towards PDRP compliance
• 5.5 Sales Reps, DMs and PDRP compliance
  • 5.5.1 Training of Sales Reps
  • 5.5.2 Sales Reps' use of Rx data
  • 5.5.3 Sales Reps and the reverse engineering of data
  • 5.5.4 Sales Reps understanding of the "Big Picture"
  • 5.5.5 Sales Rep employee contracts: Redefined?
  • 5.5.6 Sales Reps and market intelligence
• 5.6 Technology priorities to comply with the PDRP
  • 5.6.1 SFA/CRM systems
  • 5.6.2 Security of reports
  • 5.6.3 Rx details in incentive slips
  • 5.6.4 New technology solutions?
  • 5.6.5 Apt PDRP compliance strategies pay off
  • 5.6.6 Pharma companies' perceptions of cost of PDRP compliance
  • 5.6.7 Time allowance for PDRP compliance
• 5.8 Foolproof defense strategies

6 Conclusions: Roadmap to PDRP compliance

• 6.1 Best Practices
  • 6.2.1 SFE planning and SFE execution
  • 6.2.2 New use of target lists
  • 6.2.3 "Pre-calling", "During calls" and "Post calls"
  • 6.2.4 Sales Rep training
  • 6.2.5 Incentive calculations
  • 6.2.6 SFE/CRM technology solutions

Figures

• 2.1 Best practices to comply with the PDRP
• 2.2 Pharma executives' awareness of PDRP and compliance strategies
• 2.3 Why Pharma companies are willing to comply with the PDRP
• 3.1 Strategic analysis of impact of the PDRP on Pharma companies
• 3.2 Impact on pharma companies if the % of physicians opting out increases greatly
• 3.3 Pharma companies impacted by the PRDP
• 3.4 Practices to ensure PDRP compliance among Sales Reps and DMs
• 3.5 Impact of the PDRP on competitive edge of pharma companies
• 3.6 Incentive calculation impacted with uneven % of physicians "opting-out"
• 4.1 Strategic areas of change to comply with the PDRP
• 4.2 Key issues/challenges in implementing PDRP compliance strategies
• 5.1 Status of pharma companies' efforts towards PDRP compliance
• 5.2 Newer ways of targeting and segmenting physicians while complying with the PDRP
• 5.3 Modular view of segregating SFE planning & SFE Execution department
• 5.4 Value chain of the physician- for a company specific Rep on the basis of Rx volumes
• 5.5 Hypothetical example- Classification of Physicians based on their prescription behavior
• 5.6 Incentives structures for complying with the PDRP
• 5.7 Training Sales Reps for PDRP Compliance
• 5.8 Technology priorities of pharma companies to comply with the PDRP
• 5.9 Pharma budgets for PDRP compliance
• 5.10 Time period to implement PDRP compliance strategies
• 5.11 Pharma companies' PDRP defense strategies