Field Force Teams in Pharma: are you ready?

If you are part of a field team yourself or if you happen to be working in a business role it is not a secret to you that the old days are never coming back. Economic uncertainty, social inequalities, and a much more empowered society have led to rapid changes that had a huge impact on healthcare systems. This new context is forcing us to change focus and look for long-term sustainable economic models as well as a clear prioritization #patientcentricty approach.

How does that directly translate into pharma? Well, the answer basically relies on a simple fact: the industry sees the need of reshaping its value proposition to its key stakeholders. Is not anymore about the treatment of the patient, but a full comprehension of the patient's journey and the impact at each of the different layers. We see a clear transition from a Drug approach to a Health solution approach.

This change in positioning and offering has consequences in 3 main areas:

• Who are my stakeholders: engaging beyond the HCP and the payor.


• What are the skills I bring to the table: when science is just not enough.


• What is my product: if now I want to bring value beyond the treatment.

According to this, organizations have identified a clear need to work on the main pillars:

• Product Design: innovation beyond the pill with all its implications


• Changes in the P&L and budgeting: what are my revenues and costs coming from and how do I account for them in the long term.


• Upskilling and reskilling the teams: how do I take my team up to speed to be able to deliver when new skills (technical/ human) are required.


• Readiness of technical infrastructure: introduce technology that allows delivery at the right time, through the right channel with the right content.


• Process Agility: Shortens times to market and empower collaboration.

Thus, featuring an efficient field team requires a cross-functional strategy approach with a hands-on team that is ready to design the rep of the future.
Some pharma companies are leading the way, and we at Unlimited Thinking are supporting them in their process
In fact, now we have a great opportunity to drive our tactics to success by thinking strategically using innovation, creativity and courage.

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